YellowBook 2013

Customer It PrIorItIesCustomer BusIness PrIorItIes

HIgH growtH oPPortunItIes

Confidence in a connected world.

THE YELLOW BOOK EMEA 2013 PLANNINGFOR SPECIALIZED PARTNERS FEBRUARY 2013 EDITION

SYMANTEC PROPRIETARY/CONFIDENTIAL – Only for Symantec’s and our SPP Specialized Partner’s internal usage. This documentation may neither be distributed to nor its contents used in its whole, parts or excerpts towards third parties by SPP Specialized Partner. Copyright © 2013 Symantec Corporation. All rights reserved.

APPLIANCES Cr

oss-sell

STOR

AGE Security ManageMent

BUSINESS CONTINUITY

MANufActurING

cONSuMErIzAtIONENERGY

PubLIc SEctOrEN

ErG

y Ban

kin

g

tELEcOM

Virtualization

thrEAt LANdScAPE Big DataInformatIon ExplosIon

MObILE

cLOudOppOrtunities


| INTRODUCTION | CUsTOmeR IT PRIORITIes | CUsTOmeR BUsINess PRIORITIes | HIgH gROwTH OPPORTUNITIes | RefeReNCes | glOssaRy |

2

emeA 2013 eXeCutIVe summArY

2013 mArket oPPortunItIes

technology drivers � Mobility: Enterprise App Store, Device & User Authentication, File Sync & Share

� Security Management: Security Operation Center, Data Loss Prevention, Managed Security Services

� datacenter transformation: Integrated Backup Appliance, Application Availability, Backup as a Service

� cloud: Identity Management, Cloud Security Services

2013 – 2016 � consumerization of It, It-ization of consumer: ‘Bring your Own Everything’ & ‘Personal Cloud’

� Internet of things: explosion of new devices, ‘Verticalization’ of security solutions

� big data: explosion of storage and analytics

Mobile Devices Apps Data

Mobile Devices Apps Data

wHY sYmAnteC?

sYmAnteC enABles PeoPle, BusInesses And CountrIesto ProteCt And mAnAge tHeIr dIgItAl InformAtIonso tHeY CAn foCus tHeIr tIme And energY ACHIeVIng tHeIr AsPIrAtIons.



3

tABle of Contents

cuStOMEr It PrIOrItIES

FY14 EMEA SPEND ON ITSYMANTEC OFFERINGS

- MOBILITY- INFORMATION MANAGEMENT- SECURITY MANAGEMENT- CLOUD

cuStOMEr buSINESS PrIOrItIES: VErtIcAL MArkEtS

BUSINESS AND IT PROjECTS PER VERTICALEMEA INFRASTRUCTURE IT SPENDING PER VERTICAL

- TELECOMS/COMMUNICATIONS SERVICE PROVIDERS- BANKING- PUBLIC SECTOR- MANUFACTURING- ENERGY

tOP hIGh GrOwth OPPOrtuNItIES

TOP HIGH GROWTH OPPORTUNITIES WITH SYMANTEC- UP-SELL NETBACKUP APPLIANCE- CROSS-SELL ENTERPRISE VAULT- CROSS-SELL ENCRYPTION

rEfErENcES

GLOSSAry



4

FY14 EMEA SPEND ON IT

SYMANTEC OFFERINGS

- MOBILITY

- INFORMATION MANAGEMENT

- SECURITY MANAGEMENT

- CLOUD

CUSTOMER IT

PrIOrItIES


4



5

FY14 EMEA SPEND ON IT

Source: 2013 Forecast EMEA Spend on IT, Symantec

TOTAL IT SPEND$608Bn

TOTAL INFRASTRUCTURESW SPEND

$32Bn

SYMANTEC TOTAL OPPORTUNITY

$7.5Bn

TOTAL SW SPEND$113Bn

tOtAL It SPENd

$674bntOtAL Sw SPENd

$127bntOtAL INfrAStructurE Sw SPENd

$33bn

SyMANtEc tOtAL OPPOrtuNIty

$9.4bn



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SYMANTEC OFFERINGS

INFORMATION SECURITY Managed Security Services

Symantec™ Data Loss PreventionMail and Web Security SolutionsSymantec™ O3Symantec™ Control Compliance SuiteSymantec™ Critical System ProtectionTrust Services

CURRENT OFFERING

Security Compliance

Managed Security Services

Authentication Services

HIGH GROWTH OPPORTUNITIESCORE BUSINESS

Mail and Web Security Market

USER PRODUCTIVITY AND PROTECTION

Norton 360™Norton™ Mobile SecurityNorton Data ServicesSymantec™ Endpoint ProtectionEnterprise Mobility SolutionsEndpoint Encryption SolutionsUser Authentication Solutions

CURRENT OFFERING

Endpoint Encryption

Personal Cloud (Sync & Share)

Mobile AppStore


Endpoint Security Market

INFORMATION MANAGEMENT AVAILABILITY AND SCALABILITY

Symantec™ Storage Foundation HASymantec™ NetBackup™Symantec™ Enterprise Vault™/eDiscoverySymantec™ Backup Exec™Symantec™ Backup Exec.cloud

CURRENT OFFERING

Backup Appliances

Hosted Backup

E-Discovery


Backup and Recovery Market



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MOBILITY

MOBILE INITIATIVESSIGNIFICANTLYIMPACTINGIT RESOURCES

Rank mobility in theirtop three IT risks41%

IT’S ABOUT AGILITY

· Security

· Backup

· Reducing cost and complexity

Workforceeffectiveness

Reduce time toaccomplish tasks

Efficiency

59% Running line-of-business applications

71% Discussingcustom mobileapplications

66% Discussinga corporate‘app store’

71%

66%

59%

MOBILE DEVICESNOW CRITICALBUSINESS TOOLS

IT PRIORITIES:

Say mobile computing is somewhat to extremely challenging

½

Organizations are increasingly aware of the improvements mobility can make to business processes and productivity. They’re also aware that security solutions need to be put in place to safely bring those benefits to life.

Source: State of Mobility Survey (2012)



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MOBILITY

A SERIES OF SURVEYS SUGGEST THAT TABLETS ARE ACCELERATING THE ADOPTION OF THE MOBILE INTERNET:

� Two-thirds of companies expect to allow tablets on their networks within a year1

� Consumer interest in tablets is even greater outside of the US

� Users are moving beyond web surfing, email, games, video, and applications to content creation

� Tablets are additive to the broader computing market

Apps DataMobile Devices Apps DataMobile Devices

Apps Data

Company Controls Personal Device

Personally-ownedCompany-owned

Man

aged

(Dev

ice

Cent

ric)

Unm

anag

ed(A

pp C

entr

ic)

Company Controls Relevant App & Data Only

Company Controls Standard Device

Company Owned – Unmanaged

BYOD

Source: Symantec

byOd AdOPtION MAP

1 Source: Morgan Stanley “Tablet Demand and Disruption, Mobile Users Come of Age” February 2011



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44% Mobile computing

43% Server virtualization

43% Budget shortfalls

41% Public cloud

65% Increasing number of business critical apps

51% Growth of dataNorth AmericaRegion

Latin AmericaRegion

6.15

7.17

Europe, The MiddleEast and Africa6.68

7.81

Asia Pacific and Japan

INFORMATION MANAGEMENT

WHAT’S DRIVING DATACENTER COMPLExITY?

Symantec research (State of Datacenter 2012) cites a number of reasons for datacenter complexity. Sixty-five percent of companies attribute it to an increase in business-critical applications, while others point at data volume growth, mobile computing, server virtualization, and cloud computing, as well as inadequate budgets.

As a result, costs often rise. In fact, over half of those surveyed cited cost as a major consequence.

“We may be saving money with virtualization, but the more I talk about going to the cloud, that’s an expense.” says the chief of IT operations at a healthcare organization. “You may alleviate expense in one area, but you may increase it in another.”

Other impacts include reduced agility (stated by 39% of respondents); longer lead times for storage migration (39%) and provisioning storage (38%); longer time to find information (37%); security breaches (35%); lost or misplaced data (35%); downtime (35%); and compliance incidents (34%).

Source: Symantec State of the Datacenter (2012)

rEGIONS Of dAtAcENtEr cOMPLEXIty thE drIVErS Of INcrEASING cOMPLEXIty



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INFORMATION MANAGEMENT

SIMPLIFICATION: THE “APPLIANCE-IZATION” OF THE DATACENTER The growing interest in integrated appliance solutions for datacenters is strongest in the area of storage and is having a significant impact on the storage market. A decade ago, there were numerous ISVs and storage software pure-plays participating in the general storage market.

Today, within the storage software markets, there are only a handful of major players. Natural market behaviors of consolidation, maturation, and convergence contributed to this trend. However, what was once a broad range of distinct stand-alone software is being replaced by bundled data management features, and provided in the form of an integrated appliance.

Market shifts across many storage segments, including backup, archive, storage virtualization, and unification of block, file, and object storage are influencing a changing storage vendor landscape. It is also an important part of an even broader market shift, with the convergence of compute, storage, and networking that is driving a realignment of server, network, and storage supplier ecosystems. Symantec is uniquely positioned to provide scalable integrated appliances, leveraging proven software technology with ease of implementation.



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Security will continue to become a boardroom discussion for organizations of all sizes as cyber threats receive increased media coverage. As a result, executives will go to their IT departments for reassurance that they are taking the right steps to protect the business whilst continuing to place more scrutiny around IT budgets.

Many IT departments are struggling to respond to this increased awareness; in fact they struggle to answer these questions internally within the IT department. If you were to ask a senior IT leader what their biggest challenge to security is, they will most likely tell you that there is a lack of visibility across their entire infrastructure.

Many organizations own a large and complex collection of different security technologies and controls that they have built up organically over the years as new threats and capabilities have emerged. With each of these products working in isolation and speaking their own unique language, IT departments find it hard to see the bigger picture required to understand the effectiveness of their overall security infrastructure.

Symantec provides security management that not only consolidates all IT management information but also helps IT departments to display it in a way that the business can understand. This enables IT departments to not only show the state of security but also demonstrate the value that the investment in security brings to the business.

As customers become more mature in the way they manage IT and security, they will look to deploy new solutions that provide even greater value to the business, such as risk management. They will strive for efficiency within the IT department so that more resources can be allocated to supporting business growth and innovation.

SECURITY MANAGEMENT

SYMANTEC PROTECTION CENTER MOBILE DASHBOARD



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REACTIVE & MANUAL

People based, following doctrine and doing their best to “Put Out Fires”

TOOLS BASED

Applying tools & technologies piecemeal to assist people

INTEGRATED PICTURE

Loosely integrated with focus on interoperability and standards based data exchange for IA situational awareness

DYNAMIC DEFENSE

Predictive and agile, the enterprise instantiates policy, illuminates events and helps the operators find, fix and target for response

RESILIENT ENTERPRISE

Predictive & mission focused, isolates and contains damage, secures supply chains and protects key critical infrastructures to operate through cyber attack

TOWARDS CYBER-RESILIENCE

RIS

K M

AN

AG

EMEN

T

AGILITY / SPEED OF ACTION

CURRENT STATE ?

DESIRED STATE ?

SECURITY MANAGEMENT



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CLOUD

While the move to the cloud often yields operational efficiencies and business agility, it must not increase your customer’s availability or security vulnerabilities. Enterprises must remain protected.

Cloud outages and cloud breaches can be avoided with an approach that aligns with IT investment strategy. Three patterns of successful cloud deployments have emerged: consuming cloud services directly, building cloud services, and extending existing IT to leverage other third-party cloud services. These models differ in key success factors, required skills, vendor capabilities, and investment priorities.

Whether your customers want to consume services directly, build their own cloud for internal operations or external reach, or extend into third-party clouds safely and efficiently, Symantec delivers a path to a protected cloud that can help them be more confident.

TOP CLOUD SERVICES DISCUSSEDEmail management or security cloud backup or storage security management

93%of organizations are at least discussing cloud services

Source: Symantec, State of Cloud Survey (2012)



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PRIVATE CLOUD

One Login with Strong Credentials

Identity-based Access Control

Application Visibility and Audit

Information Protection

O3

CLOUD

SyMANtEc O3 : thE NEw cLOud cONtrOL POINt



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BUSINESS AND IT PROjECTS PER VERTICAL

EMEA INFRASTRUCTURE IT SPENDING PER VERTICAL

- TELECOMS/COMMUNICATIONS SERVICE PROVIDERS

- BANKING

- PUBLIC SECTOR

- GOVERNMENT

- DEFENCE

- HEALTHCARE

- MANUFACTURING

- ENERGY

CUSTOMER BUSINESS

PrIOrItIES VERTICAL MARKETS


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BUSINESS AND IT PROjECTS PER VERTICAL

tELEcOM � Cloud and network convergence

� new cloud and mobile services

� reducing churn

fINANcE � Infrastructure resilience

� mobility for the workforce

� operational risk

PubLIc SEctOr � shared services implementation

� Cyber risk mitigation � operational efficiency

MANufActurING � security on the plant floor

� Intelligent automation � ecosystem productivity

ENErGy � securing production operations

� smart meter rollouts � data privacy and regulatory compliance

58% of new It InVestments In 2013 wIll InVolVe dIreCt PArtICIPAtIon BY lIne of BusIness eXeCutIVes

Source: IDC CIO Agenda Top 10 Predictions 2013



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29%Other Verticals

25%Manufacturing

20%Finance

19%Public Sector

7%Telecommunications

EMEA INFRASTRUCTURE IT SPENDING PER VERTICAL

Source: IDC Vertical Markets Sizing for Symantec, 2013



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TELECOMS / COMMUNICATIONS SERVICE PROVIDERS

The telecommunications industry is becoming a battlefield. All manner of new players are entering the marketplace, and some of these are already using the existing network resources of Communication Service Providers (CSPs) to generate new income streams. As a result, the competition for customers and revenue is more complex and price sensitive than ever before.

Security and information protection will become a major priority for companies of all sizes, as the industry moves towards service-enabling initiatives for cloud, mobile and machine-to-machine (M2M) communication.

But the greatest impact will be to SMBs who lack the resources to deal with information protection issues internally. As a result, there is increasing evidence that many SMB customers would rather purchase cloud and mobile services than try to solve these information protection challenges themselves.

CSPs have an advantage over many other players in the market. They run networks, have a huge customer base and are seen as very trustworthy in their core business. This presents CSPs with the ideal opportunity to expand their network-related services and turn the necessity of security and information protection for their customers into an avenue for additional revenue and growth.

thEIr fOcuS: To increase revenue with new cloud and mobile services.

yOur OPPOrtuNIty:Solutions to build and sell information protection services with confidence.



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KEY TRENDS � Decline in traditional business, such as voice and fixed line services � Strong competition with OTT players (e.g. Netflix) and web-based service providers (e.g. Skype)

� Reduction of TCO in IT and Network Operations (all-IP, virtualization) � Investments in promising service enabling initiatives � The convergence of forces impacts CSPs: Cloud, Mobile, Social, Big Data � Internet of Things – The next internet revolution

OPPORTUNITIES

Customer Priorities and Concerns

Solutions Added Value

Explore new revenue opportunities

Information Protection as a Service

Increase Average Revenue Per User (ARPU) for customers with cloud and mobile services

Exploit new generation mobile network access (4G/LTE)

LTE infrastructure protectionBuild trusted and efficient network infrastructures for your customers’ future high bandwidth, low latency services

Manage the explosion of connected devices/machines

Secure M2M servicesBecome a key player in the upcoming M2M ecosystem and increase revenue

Adapt to cloud business models

Consume/resell, build or extend to cloud

Reduce time to market, reduce cost and tailor offerings to customers’ businesses

Optimize the customer experience

Scalable, protected platforms with self-care portals

Increase lifecycle value and reduce churn



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Next Generation Network Protection Services

SYMANTEC OFFERINGS

CSP TARGET MARKETS

Enterprises

SMB

Consumers

M2M

Information Protection as a Service

Secure M2M Services

TELCO CHANNEL BUSINESS MODEL & SOLUTION INTEGRATION

(Symantec Sell-Through Solutions)

TELCO NETWORK & SERVICES PLATFORM

(Symantec Sell-To Solutions)

Telco Platform Protection OSS/BSS/Network Operations

Next Generation Network Protection

4G/LTE Infrastructure Protection

USER PRODUCTIVITY & PROTECTION

INFORMATION CONTROL & SECURITY

INFORMATION AVAILABILITY, PERFORMANCE & SCALABILITY


SYMANTEC CSP VERTICAL SOLUTION FOCUS 2013



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BANKING

As part of core transformation projects, many banks are consolidating their application portfolio. To achieve this successfully and increase operational efficiency, the selection of resilient, hardware vendor agnostic infrastructure will be key.

As consumers continue to embrace online, mobile and social channels, both IT and business departments will need to address new challenges relating to data privacy and access security. They will also need to develop secure transactions using non-traditional methods such as mobile, to remain competitive against new entrants.

The adoption of tablets in the bank as an alternative - or complement - to standard desktops will transform the way IT delivers applications to various departments. The need for Enterprise AppStores is emerging, and securing access to these apps from any device should be considered as the number one priority before implementation.

The recent turmoil about Libor will bring tighter regulations and compliance to anti-fraud regulations, forcing financial institutions to retain more data about their employees, and their communications with third parties.

thEIr fOcuS: To enable banking through the use of enterprise applications and new devices, amongst customers and employees.

yOur OPPOrtuNIty:To meet associated data privacy and security needs. Work closely with Financial Services Application Vendors.



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Top Banking Vendor Headquarters Banking Solutions

fiserv USA Core Banking

Sungard UK Financial Services

Swift Belgium Interbank Transfer

Experian Ireland IT Services, Risk Management

tcS India IT Services and Applications

Infosys India IT Services

temenos Switzerland Core Banking, Payments

Oracle US Core Banking

Misys UK Core Banking

Murex France Trading, Risk Management

SAP Germany Core Banking

Sopra banking Software France Core Banking

wincor Nixdorf Germany ATM, Payments

BANKING

FINANCIAL SERVICES APPLICATION VENDORS OPPORTUNITIES



As part of core banking transformation, need to ensure end-to-end business continuity

Business Continuity platform for Banking Applications – end-to-end application availability

Managing server and storage SLA on various databases and systems (Unix, Linux® & Windows®)

Securing mobile adoption in the bank

Corporate Mobile AppStore Securing applications for both corporate and personal devices

Libor, MiFID, Basel III data retention & compliance

Email/IM/File Archiving On-premise or cloud archiving to ensure faster e-discovery processes



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PUBLIC SECTOR: GOVERNMENT

Social, economic and political tensions will continue to impact governments’ spending strategies, eroding their ability to provide the same level of services to citizens and businesses, and further reinforcing the adoption of a “do less with less” approach.

In IT, governments will have little capacity to embark on new developments, and will need to focus on solutions that can both demonstrate clear efficiency savings and ensure the security of critical assets and information.

The Symantec Internet Security Threat Report (ISTR)1 show that cyber attacks against citizens and governments are intensifying at a dramatic rate. Landmark cases show that the risks to governments and national critical infrastructures are real and can be highly damaging. At the same time, compliance needs will drive further adoption of security and data protection measures for government agencies.

According to many industry analysts, cloud computing, shared services and BYOD “are happening in government”. However, the adoption will be slower and with much more caution than in the Private Sector. Notably, the percentage of cloud spend against the total IT spend in the Public Sector in EMEA is a low one-digit figure. Security continues to be the main inhibitor to both BYOD and cloud adoption. This presents security and cloud vendors, as well as Systems Integrators, with the opportunity and responsibility to educate IT/business decision makers on the best way to implement and secure cloud solutions.

Smart City is a growing subject of discussion and already being implemented by municipalities of all sizes. Cities have a vested interest in attracting new businesses and citizens to the area. As a result, visionary administrators are investing in improvements to infrastructure such as energy, utilities and intelligent transportation; incidentally all are closely linked to carbon footprint compliance. Successful initiatives will rely on multiple disciplines including security, backup, critical infrastructure protection, disaster recovery and data loss prevention.

thEIr fOcuS: Efficiency savings & critical asset security.

yOur OPPOrtuNIty:Cloud education and implementation and solutions around infrastructure protection and data loss prevention.

1 Symantec Internet Security Threat Report: Volume 17 Published April 2012. www.symantec.com/threatreport



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PUBLIC SECTOR: GOVERNMENT

KEY TRENDS � The rising cost of sophisticated and increasingly targeted attacks on complex, heterogeneous infrastructure

� Protecting Information and Critical Infrastructure from damaging cyber and cyber warfare attacks

� Explosion of data � Cloud adoption – private, public and some hybrid – to meet cost efficiency needs

� BYOD/BYOT – managing and securing devices and leveraging capabilities offered by mobility

� Smart City, to ease urban congestion (Intelligent Transportation + M2M) and energy efficiency (Smart Grid)

� Increased use of Intelligence Threat Reports

� EU and national governments to favour SME cloud vendors to boost economy

� EU to endorse cloud regulations and CSP certification

OPPORTUNITIES

Customer Priorities and Concerns Solutions Added Value

Security and agile device management for BYOD adoption

user/App/device management & Protection solutions – manage devices and their security

Help customers with device management design and implementation

Security, data portability and data sovereignty for private cloud adoption

o3 – maintain control of employee use of cloud systems

eV.cloud – archive emails in a secure cloud environment

Be.cloud – back up data to the cloud

Provide reassurance to IT and business decision makers about their data and applications

Protect government data in critical departments

user Authentication – ensure only authorized users have access to resources

data loss Prevention – identify data spills of confidential information and monitor for inappropriate access

security Information manager – detect and correlate suspicious traffic patterns within the infrastructure

encryption – render data unreadable by unauthorized users

Assist customers in identifying what assets are important to their business, where the data is held and how to enforce access policy

Manage disruption of activity by politically motivated attackers

managed security services – monitor networks to detect intrusion attempts

Critical system Protection – harden vital services against attack

endpoint Protection – block files with low reputation or prevalence – Powered by Insight technology

Design and implement robust threat mitigation strategies to protect against current and future threats

Secure critical country infrastructure

Control Compliance suite – consolidate and analyze security information to understand risk exposure


Help customers understand and manage the security risks found on their infrastructure



25

PUBLIC SECTOR: DEFENCE

Even while geo-political tensions deepen and global threats such as terrorism and cyber warfare intensify and become more sophisticated, Ministries of Defence (MoDs) will remain under pressure to achieve cost efficiency. Nevertheless, securing information and protecting assets and citizens are key priorities and governments will continue to ring-fence budgets and invest in these vital areas.

MoDs will also focus on compliance, in order to align to allied States in their approaches to military operations, information security and the management of big data. MoDs will need to be able to process, store and retrieve large amounts of data with constant availability and flawless reliability for real-time situational awareness purposes.

Private cloud adoption will continue, creating a critical need for security, backup and recovery. And the need for mobile capabilities will increase, especially in the military, operational and disaster relief spaces. MoDs will need to ensure that communication is secure by protecting networks and managing identity and access. Encryption plays a vital role in ensuring mobile data is protected, but MoDs also need to improve cyber knowledge across organizations and refine and strengthen processes and tools to prevent malicious insider attacks designed to smuggle classified information out of legitimate premises.

thEIr fOcuS: Increased cost efficiency and compliance while protecting assets.

yOur OPPOrtuNIty:Solutions around private cloud, mobile capabilities, big data and encryption.



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PUBLIC SECTOR: DEFENCE

KEY TRENDS � Political tensions and global threats will escalate the importance of cyber security solutions

� Private cloud adoption will increase the need for security, backup and recovery � The adoption of mobile working will drive the need for identity management and network security

� Data on the move is increasing the risk of data loss and targeted attacks � Big data management continues to be a concern

OPPORTUNITIES


Security and agile device management for BYOD adoption

user/App/device management & Protection solutions – manage devices and their security

Help customers with device management design and implementation

Secure critical resident data

user Authentication – ensure only authorized users have access to resources

data loss Prevention – identify where data is held and secure access

encryption – render data unreadable by unauthorized users

Assist customers in identifying what assets are important to their business, where the data is held and how to enforce access policy

Manage disruption of activity by politically motivated attackers

managed security services – monitor networks to detect intrusion attempts


endpoint Protection – rapidly detect malware incursions

Design and implement robust threat mitigation strategies to protect against current and future threats

Secure critical country infrastructureControl Compliance suite – consolidate and analyze security information to understand risk exposure

system recovery – superior backup and disaster recovery for Windows® servers

Help customers understand and manage the security risks found on their infrastructure



27

PUBLIC SECTOR: HEALTHCARE

Healthcare Vendor IT Security Requirement Storage & Server Infrastructure

McKesson Protecting officesLeading ISV with more than 20 applications, need for high availability

Cerner Device Security Application Availability

AGFA Healthcare Access Control PACS Storage

CSC Security Services, Telemedecine eHealth, Mobile Health

GE Healthcare Device Security Imaging Systems Protection

Siemens Medical Device Security and Compliance eHealth solutions for hospitals, PACS

THE HEALTHCARE PROVIDER ECOSYSTEM

SECURITY OPPORTUNITYAs healthcare organizations learn more about potential security threats, many are already implementing data protection and data loss prevention initiatives. Mobile devices and consumer connectivity will also create new security challenges for CIOs as wired and wireless connected remote patient and personal health monitoring devices will collect and send clinical data.

STORAGE MANAGEMENT OPPORTUNITYThe provider community will continue to transform – moving away from a reliance on paper based processes and records and embracing electronic records – signalling changes in the approach to IT infrastructure and specifically storage. The amount of storage required in support of legacy and new healthcare applications will continue to increase, for both documents and images with widespread EMR (Electronic Medical Records) adoption.



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PUBLIC SECTOR: HEALTHCARE

OPPORTUNITIES

IdENtIty ANd AccESS MANAGEMENt

� rIsk mAnAgement � sIngle sIgn on � strong AutHentICAtIon


hISHospital Information System

� High Availability � Security & Event Management � User Authentication � Desktop Virtualization

Maintain secure 24x7 operation of critical hospital IT systems

EMrElectronic Medical Record

� Data Loss Prevention � Encryption � Security Compliance

Prevent loss of healthcare data without impacting clinical workflows. Protect against malware and automate processes to meet compliance needs, as well as privacy requirements

PAcSPicture Archiving andCommunication System

� Backup Deduplication � Storage Management � Archiving

Augment providers’ PACS infrastructure and provide business continuity in the event of a disruption or disaster. Contribute to lower storage cost capabilities



29

MANUFACTURING

Manufacturing will remain a significant driver of innovation, increased productivity and export sales. New technologies and markets will drive manufacturers to adopt new business models to ensure that their products thrive in the 21st century.

There will be increased integration of IT systems – from enterprise accounting and ERP systems to industrial production systems – to support flexible, adaptive practices required by manufacturers. As these systems become interconnected, information security risk will spread throughout the organization. Risks that were previously considered as non-critical may increase in severity when systems are closely associated.

In line with this evolution, the industry will need to deploy the correct security architecture and risk management processes to maintain integrity and availability, as well as protect valuable intellectual property. This presents opportunities for those able to facilitate these changes and secure the processes of the modern production line.

thEIr fOcuS: Interconnecting IT and industrial production systems.

yOur OPPOrtuNIty:Solutions around managing the associated risk.



30

MANUFACTURING

KEY TRENDS � Closer integration between enterprise and production systems � Adoption of cloud systems to reduce costs and improve flexibility � M2M communication to speed up the manufacturing process � Financially motivated attackers seek to compromise valuable intellectual property � Politically motivated attackers seek to disrupt operation or affect production

OPPORTUNITIES


Maintain production schedules Business Continuity Assist customers to assure application uptime and reduced time to recovery

Protect intellectual property Data Loss Prevention, Encryption Help customer to manage access to highly valuable data

Manage IT and production risks Managed Security, Risk Management Systems Enable customers to prioritize risks and secure networks

Secure cloud adoption Cloud Access Brokerage, Hosted Data Solutions Help customers to control access to cloud services, secure & compliant storage

Secure M2M communication Embedded Solutions Assure authenticity and integrity of machine communications for customers



31

ENERGY

SMART GRID AND OIL & GAS Energy utilities are in transition. Increased competition, globalization, regulatory changes as well as the pressure to move to renewable energies have all forced radical change within the industry.

Smart Grids seek to improve operational efficiency and increase the flexibility of energy distribution control systems by digitizing them through the use of internet communication technologies. As a result, power generation, distribution and the end consumer’s active control are are being altered significantly. In fact, the current transformation to Smart Grids is the most radical change for the industry in 100 years.

The impact of digitizing production systems will be felt in other industries also, such as the oil & gas sector. And the need to control costs while increasing production will drive new investments in IT and technology.

The convergence of information technology and operational technology holds both opportunities and risks. Industries that rely on IT to deliver essential goods and services to businesses and the public will feel the immediate impact of any failures or outages.

Safeguarding these critical systems and the sensitive data that they contain requires security to be implemented from the beginning.

Not only do systems need protecting from attack and their availability assured, but data such as valuable oil & gas exploration data or confidential information generated by electricity meters, also needs protecting against loss or attempts of fraud. The recent Shamoon attacks against the oil & gas industry in the Middle East and security breaches in SCADA vendor networks underline how vulnerable the energy sector can be to sophisticated attackers.

thEIr fOcuS: The transition towards Smart Grids and ‘The Digital Oilfield’.

yOur OPPOrtuNIty:Solutions to protect critical infrastructure and sensitive information in transition.

http://www.technewsworld.com/story/75944.html

http://threatpost.com/en_us/blogs/attack-scada-vendor-telvent-raises-concerns-092712%20



32

ENERGY

KEY TRENDS � Transition from legacy electricity grid architectures to Smart Grids � Transition to ‘The Digital Oilfield’ to increase operational efficiency � Convergence of Enterprise IT with OT (Operational Technology/SCADA) � Deployment of embedded systems and M2M communication � Politically motivated attacks against critical infrastructures � Big Data – exploration and real-time data for dynamic Grid management

OPPORTUNITIES

PROTECTION AND SECURITY FOR THE ENERGY INDUSTRY



Meet regulatory complianceIT GRC with Control Compliance Suite

Increase brand reputation, drive down cost to demonstrate compliance and reduce risk of fines for customers

Protect critical infrastructure and information

Critical System Protection, Encryption

Enable customers to prioritize risks, protect company value and gain competitive advantage

Deploy Smart Meters and embedded systems

Scalable and trusted Device Authentication with MPKI

Gain customer confidence, prevent fraud and secure industrial supply chains

Ensure reliability of IT and OT

Disaster Recovery, High Availability with SF/HA

Guarantee application uptime and continuity of essential energy services for consumers and the industry

Manage the explosion of sensitive information

Information Protection with Deduplication, Data Loss Prevention

Deliver secure, highly available and cost efficient storage management infrastructure

SEcurING OPErAtIONSSecurity and management in the SCADA and ICS control center

MANAGING thE dAtA EXPLOSIONProtection and management for data generated by SCADA and AMI networks

EMbEddING SEcurIty wIth thE dAtATrust information from anywhere, from anyone, from any device

MANAGING SMArt ENdPOINtS ANd EMbEddEd SyStEMSProtection for all smart devices



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TOP HIGH GROWTH OPPORTUNITIES WITH SYMANTEC

- UP-SELL NETBACKUP APPLIANCE

- CROSS-SELL ENTERPRISE VAULT

- CROSS-SELL ENCRYPTION

TOP HIGH GROWTH

OPPOrtuNItIES


33



34

TOP HIGH GROWTH OPPORTUNITIES WITH SYMANTEC

HIGHER REVENUE GENERATION. FASTER DEAL CLOSURE. DEEPER CUSTOMER RELATIONSHIPS. HIGHER CUSTOMER SATISFACTION.

Symantec recently conducted a detailed sales analysis of current customer buying behaviors and identified several opportunities that correlate to higher revenue generation, faster deal closure, deeper customer relationships and higher customer satisfaction.

The top cross-sell and up-sell opportunities outlined take advantage of a customers’ propensity to purchase solutions that solve their business problems; are in high demand; and typically align to new or emerging technologies.

Use this information to focus your selling efforts, maximize opportunities, and accelerate potential incremental revenue while also better positioning your business to enter new markets by building skills complementary to those you may already posses.

MAxIMIZE YOUR OPPORTUNITIES

UP-SELL NETBACKUP APPLIANCESymantec NetBackup Appliances are an excellent up-sell for existing Symantec NetBackup customers looking to consolidate disk space or leverage cloud solutions

CROSS-SELL ENTERPRISE VAULT If you sell Symantec Backup Exec, Symantec NetBackup or Veritas Storage Foundation High Availability, why not expand the offering to include Symantec Enterprise Vault

CROSS-SELL ENCRYPTIONIf you sell Endpoint Management, Compliance or Endpoint Security Management solutions, introduce Symantec Encryption solutions

For more high growth opportunities go to PartnerNet



35

UP-SELL NETBACKUP APPLIANCE

THE OPPORTUNITYMost IT departments know how many terabytes a database is consuming. Fewer can describe why the application is experiencing a particular level of growth, how much data is redundant, and how much is retained that is not core to the business – and this means opportunities for you. Help your customers streamline IT operations and raise their backup strategies to a higher level. This up-sell opportunity enables you to be the trusted advisor to your customers by up selling NetBackup Appliances to customers already running NetBackup 6.x and 7.x software.

TARGET CUSTOMER � Backup Administrator � Director of IT/Storage

Target Company Size � Medium to very large enterprise organizations � 500 employees and greater (could reduce down to 250 employees depending on region and country)

IT Size � Greater than 20TB of primary data

Product � Customers currently using NetBackup software for backup and data protection � NetBackup 6.x: End of Support was 3rd October 2012 � NetBackup 7.0 or 7.1: new feature and functionality is current version

we eXPeCt tHe totAl worldwIde PurPose BuIlt BACkuP APPlIAnCe (PBBA) reVenue wIll grow roBustlY wItH A ComPound AnnuAl growtH rAte (CAgr) of 19.4%, totAlIng neArlY $5.9 BIllIon BY tHe Close of 2016…

Worldwide Purpose-Built Backup Appliance 2012-2016, Robert Amatruda, IDC.

https://partnernet.symantec.com/Partnercontent/News/Introducingtools-cross-sell.jsp



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UP-SELL NETBACKUP APPLIANCE

PARTNER VALUEValue To Your Bottom Line

� There is an estimated $825M addressable market opportunity in 2012 selling to 35,000 existing NetBackup customers

� There are 30,000 new or refreshed media servers per year � Data within IT organizations is growing at 62% CAGR – expect continued growth for data protection and replication solutions

� Sell your customers additional Data Protection Optimization (deduplication and replication) licensing

Stand Apart From The Competition � Lockout Competitors: NetBackup Appliances are one of the fastest growing appliances, and the only ones that offer dedupe on both the client and the target

� NetBackup Appliances offer customers scalability at less cost � A complete data protection solution from a single vendor � Differentiate yourself to customers by becoming a Symantec Data Protection Specialist

Additional Services Opportunities � Consulting and design services � Installation & integration services � Help Desk services

$825MAddrESSAbLE MArkEt OPPOrtuNIty IN 2012




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CROSS-SELL ENTERPRISE VAULT

THE OPPORTUNITYIt is estimated that up to 70% of data is duplicate and has not been accessed in 90 days. Customers are experiencing data growth across their email, SharePoint, and file servers. Without the right information management systems in place, customers will continue to struggle to manage and control this growth. This cross-sell opportunity enables you to be the trusted advisor to your customers by positioning Symantec™ Enterprise Vault™ (EV) into your existing Symantec™ Backup Exec™ (BE), NetBackup™ (NBU) or Storage Foundation (SF) install base.

TARGET CUSTOMER � Target the Director of IT, or similar role, as he/she will oversee and care about all of these operations (backup, storage, archiving and primary applications)

� Enterprise Vault personas - Exchange/Storage/IT Admin, IT Architect, Director/VP of IT, Legal

� For NetBackup or Backup Exec customers – Backup Admin, Director of IT � For Storage Foundation customers – Windows®/Linux® IT Architect, Director of IT

¹ Gartner 2012 Magic Quadrant for Enterprise Information Archiving Solutions

ALSO PurchASEd ENtErPrISE VAuLt.

16%19% Of Our NEtbAckuP

cuStOMErS

23% Of Our StOrAGE fOuNdAtION cuStOMErS

Of Our bAckuP EXEc cuStOMErS




38

CROSS-SELL ENTERPRISE VAULT

PARTNER VALUEValue To Your Bottom Line

� Enterprise Vault’s (EV) average sales price is over $200,000. There are a number of solutions that can be sold with EV, and this cross-sell opportunity focuses on selling EV into your existing NBU, BE, or SF install base. Once EV is installed, there are opportunities by expanding the archive footprint and cross selling Data Loss Prevention, the Clearwell eDiscovery Platform and other Symantec solutions.

Stand Apart From The Competition � Sell the industry leader¹ in integrated content archiving, that enables users to store, manage and discover unstructured information across the organization. As the industry’s most widely deployed enterprise archiving solution, Enterprise Vault helps customers deduplicate information at the source to reduce costs, delete information confidently and discover information efficiently

� Differentiate yourself to customers by becoming a Symantec Archiving & eDiscovery Specialist

Additional Service Opportunities � Customers planning an email migration project (archive before you migrate and especially after) � Customers who have a non-Symantec archive. Many customers choose to migrate off those solutions and onto EV or EV.cloud

� Attach storage to EV on-premise deals. EV requires a storage target for archived data as well as a SQL server. It is storage-agnostic and can store multiple platforms including NetApp, Hitachi, EMC, Dell, HP, and even vendors in the cloud such as AT&T, Nirvanix, Rackspace, and Amazon

¹ Gartner 2012 Magic Quadrant for Enterprise Information Archiving Solutions

ENtErPrISE VAuLt’S AVErAGE SALES PrIcE IS OVEr

$200,000




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CROSS-SELL ENCRYPTION

THE OPPORTUNITYAccording to the Symantec Global Internet Security Threat Report¹, 1 in 10 people have lost a laptop, smart phone, or USB drive with corporate information. That same report indicates that 32% of those employees did not report the loss or theft in a timely fashion. This cross-sell opportunity enables you to be the trusted advisor to your customers by positioning Symantec Encryption into your existing customers that have Endpoint Management, Endpoint Protection, Data Loss Prevention (DLP) or Compliance.

TARGET CUSTOMERExisting Data Loss Prevention and Compliance customers

� Chief Information Security Officer � Director of IT or Info Security � Director of Compliance or Privacy

Existing Endpoint Management and Endpoint Protection customers

� Director of IT or Info Security � Manager or Director of Desktop Operations

¹ Internet Security Threat Report: Volume 17 Published April 2012

ALSO PurchASEdENcryPtION.

14%12%

20%

Of Our ENdPOINt PrOtEctION cuStOMErS

Of Our cOMPLIANcE cuStOMErS

30% Of Our dAtA LOSS PrEVENtION cuStOMErS

Of Our ENdPOINt MANAGEMENt cuStOMErS




40

CROSS-SELL ENCRYPTION

PARTNER VALUEValue to Your Bottom Line

� Selling encryption will increase your revenue while helping your customers address many compliance and regulatory requirements

� $112M potential addressable market to cross-sell encryption

Stand Apart From The Competition � Differentiate yourself to customers by becoming a Symantec Encryption Specialist � Participate in a Services Review and Workshop and access the Encryption Services Delivery Resource Kit offered to Specialized Partners

Additional Services Opportunities � Implementation or upgrade services � Policy development � Compliance auditing

¹ Internet Security Threat Report: Volume 17 Published April 2012

$112MPOtENtIAL AddrESSAbLE MArkEt tO crOSS-SELL ENcryPtION



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Analysys Mason Mobile research www.analysismason.com

Enterprise Storage Group Storage research www.esg.com

Forrester IT research www.forrester.com

Gartner IT research www.gartner.com

IDC IT research www.idc.com

ISF Security best practices www.securityforum.org

Morgan Stanley Telecom research www.morganstanley.com

OECD – Organisation for economic Cooperation and Development

Economic statistics www.securityforum.org

Pyramid Research IT research www.pyr.com

SNIA – Storage Networking Industry Association

Storage best practices www.snia.org

WHO – World Health Organization Healthcare research www.who.int

REFERENCES

| INtrOductION | cuStOMEr It PrIOrItIES | cuStOMEr buSINESS PrIOrItIES | hIGh GrOwth OPPOrtuNItIES | rEfErENcES | GLOSSAry |

http://www.analysismason.com

http://www.esg.com

http://www.forrester.com

http://www.gartner.com

http://www.idc.com

http://www.securityforum.org

http://www.morganstanley.com

http://www.securityforum.org

http://www.pyr.com

http://www.snia.org

http://www.who.int


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GLOSSARY

AMI Advanced Metering Infrastructure

APT Advanced Persistent Threats

ARPU Average Revenue Per User

BE Backup Exec

BSS Business Support System

BYOD Bring Your Own Device

BYOT Bring Your Own Technology

CAGR Compound Annual Growth Rate

Churn Attrition rate

CSP Communication Service Provider

DLP Data Loss Prevention

EMR Electronic Medical Record

ERP Enterprise Resource Planning

EV Enterprise Vault

GRC Governance Risk and Compliance

HIS Hospital Information System

IA Information Architecture

ICS Industrial Control Systems

IM Instant Messaging

ISTR Internet Security Threat Report

ISV Independent Software Vendor

LTE Long Term Evolution

M2M Machine to Machine

MoDs Ministery of Defence

MPKI Managed Public Key Infrastructure

NBU NetBackup

OSS Operations Support Systems

OT Operational Technology

OTT Over The Top Player

PACS Picture Archiving and Communication System

SCADA System Control and Data Acquisition

SEP Symantec Endpoint Protection

SF Storage Foundation

SF/HA Storage Foundation High Availability

SLA Service Level Agreement

SME Small and Medium Enterprises

TCO Total Cost of Ownership

| INtrOductION | cuStOMEr It PrIOrItIES | cuStOMEr buSINESS PrIOrItIES | hIGh GrOwth OPPOrtuNItIES | rEfErENcES | GLOSSAry |

YellowBook 2013

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