SUN STAROFFICE 8'0 CORPORATE ENTERPRISE TEMPLATE V'1 Feedbac

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Customer Program Specifics for the Channel SEE
regionCaroline Garret Serdar Sayar
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The SunSymantec PartnershipA full range of
hardware and software solutions optimised for
your customers datacenter challenges..

• For more than 15 years, Sun and Symantec have
  shared a vision to secure, manage, and protect
  customer data and infrastructurewhile delivering
  performance that is second to none. In your
  hands, their joint solutions help customers
  streamline and manage datacenters, get the most
  from their IT investments, and reduce the overall
  cost of IT.
• The Sun and Symantec program of joint
  engineering, optimization, test, and validation
  delivers solutions that deploy quickly, perform
  flawlessly, and scale to meet future
  requirements.
• Joint offerings
• Cost-effective Storage Management
• Best-in-Class Archiving
• Business Backup Protection
• Comprehensive Server Management
• Effective Spam and Malware Defence
• As a Sun and Symantec partner, you play an
  essential role in bringing these innovations to
  market. Recognising your central importance to
  the success of our joint strategy, Sun and
  Symantec have developed attractive program with
  technical, marketing, and support tools designed
  to get you started quickly, and build long-term
  revenue and profit streams for your business.

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Customer Programs Summary
Comments
Status
Campaign
Products
Goal
Program
Open Archive
Disti / management partner led campaign 
Launch May 09 

• Mid-Market/ Open Archive
• Data Center Optimization 

•  4150, 4600, 2540, 5000
• Enterprise Vault 8

• 27M hardware revenue/ 1001 ROI
• 8.75M software revenue/ 301 ROI 

Mid-market
Data Protection for Virtualized Environments
Disti / management partner led campaign   
Launch Mayl 09  

• Data Protection for Virtualized Environments
• Data Center Optimization

•  5220, 7000, SL500, NBU, VMware vSphere, ESX

•   27M hardware revenue/ 1001 ROI
• 8.75M software revenue/ 301 ROI

Enterprise-Sun, Symantec ( VMware optional)?
 
x64/x86
Channel partner led campaign 
Launch Julyl 09 

•  Mid-Market- Systems Management

•  Intel AMD based Servers
• Altiris, Backup Exec

 
Manageability and Backup
New Campaigns for Channel partners
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Channel led Sun / Symantec SEE Region Campaign
support from Sun / Symantec locally
(countries/GEMs)

• Define 6 countries and local owner from both Sun
  and Symantec
• Russia
• Turkey
• Israel
• Greece
• Middle East
• South Africa
• Actions for local Symantec/Sun marketing /
  alliance team
• Define owner from both Sun and Symantec (either
  sales or marketing)?
• Select campaign topic (Data Protection or Open
  Archive)
• Select joint target partners
• Receive partner acquisition flyer from EMEA
  agency distribute to chosen partners
• Engage with partners and agree on chosen
  marketing activities (See page 6)
• Get commitment from partner
• Communicate back to the EMEA team what partners
  are committed and timeframe agreed
• The EMEA agency will then contacted the local
  marketing resource to execute the joint campaign
• Follow up on generated leads, make sure that all
  leads are allocated to relevant partners in SFC
  to track success of campaign and measure ROI
  (details to be determined)?

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Channel led Sun / Symantec EMEA Campaign Open
Archive or Data Protection in Virtualized
Environments

• What Integrated campaign incl. roadshow
• 4 selectable In-a-box-activities eMarketing,
  Telemarketing, Webcast, Event
• Who Symantec, Sun and selected joint channel
  partners
• When - partner recruitment in September
• emarketing and tele in October-November for lead
  generation and invitation to webcasts/local
  events
• events between October and November
• tele marketing for lead generation and/or follow
  up for lead qualification
• online marketing activities incl.
  Call-to-Action
• Where Russia , Turkey, Israel, Greece, Middle
  East, South Africa
• To whom customers and prospects across all
  industries from mid-sized, IT-savvy companies
  with 100-1,000 employees (OA) or all companies
  with more than 100 servers (Virtualization)?
• Open Archive The IT Generalist and/or Legal or
  HR Managers
• Virtualization IT decision makers (C-level or
  staff) or Functional IT Managers

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Channel led Sun / Symantec EMEA Campaign Open
Archive or Data Protection in Virtualized
Environments

• Why generating leads for incremental revenue for
  our channel partners based on Symantec-Sun
  archiving solutions to improve archiving
  performance while reducing risk and costs
• Structure 4 marketing activities to choose from
  (2-3 recommended)?
• Emarketing
• Telemarketing
• Webcast
• Event / seminarAll pre-defined and ready to
  execute in-a-box-concept
• Funding - set up campaign preparation costs
  covered by Symantec/Sun on regional level
• tele- and emarketing activities plus events
  zero costs for partners
• 50 of costs covered by Symantec (MDF or PMF)
• 50 covered by Sun (reimbursement via PGF)?
• chosen marketing activities by the partner must
  be approved by Sun and Symantec locally to
  receive funding.

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Channel led Sun / Symantec EMEA Campaign
Partner Support

• Deliverables from partners
• Commit to fund the campaign incl. event (100
  reimbursement)?
• Deliver logo, company abstract, brief description
  of value add/offerings, signing contract with
  agency
• Submit database contacts
• should be db from partners (to avoid channel
  conflict)?
• GEMs/Countries to decide to include any
  Symantec/Sun contacts
• consult partners to buy additional data / start
  nurturing own contact db esp. in context of new
  Sun coverage model
• Speaker for event / webcast
• Follow up on generated leads

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Channel led Sun / Symantec EMEA Campaign
Partner benefits

• What's in for a partner
• Deliverables
• Demand Gen Electronic Direct Mail (EDM), Direct
  Mail (optional), Telemarketing, Roadshow in a
  Box)?
• Solution Battle Card
• Telemarketing Script
• Customer Event presentation
• positioning and messaging document
• banner ads
• webcast
• Supporting
• Messaging Copy Blocks, Training, Sales Tools,
  Communication Plan
• centralized organized using single agency across
  EMEA
• everything Sun/Symantec and partner branded
• all promotion materials and marketing documents
  will be provided in local language (EFIGS tbd.
• execution done centrally for all e-and tele
  activities, set up of landing pages etc.
• utilizing Symantec's and Sun's partner
  reimbursement programmes PGF PMF

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Channel led Sun / Symantec EMEA Campaign Open
Archive

• Sun
• matching campaign
• Open Storage (09-ST-12)
• matching products
• Sun Storage 7x10
• Sun Fire X2270,X4x70, X4275 Server (Intel)?
• Sun Fire 4x40 (AMD)?

• Symantec
• matching campaign
• Data Center Optimization
• matching products
• Symantec Enterprise Vault 8

http//sun.symantec.com/open-archive-mid-market
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Channel led Sun / Symantec EMEA Campaign Data
Protection in Virtualized Environments

• Sun
• matching campaign
• Datacenter Efficiency and Virtualization
  (07-SY-10)
• matching products
• Sun Blade X627x (Intel)?
• Sun Blade X6450 (Intel)?
• Sun Fire 4600M2 (AMD)?
• Sun Fire 6x40 (AMD)?
• Sun Storage 7x10

• Symantec
• matching campaign
• Data Center Optimization
• matching products
• Symantec Net Backup 6.5

http//sun.symantec.com/virtualization
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Channel led Sun / Symantec EMEA Campaign
Example of what some European countries are
doing with their partners

• Austria
• Bacher, Data Protection, event on Sep 24
• Landing Page http//sun.symantec.com/austria/bach
  er-systems
• Status Sep, 14 30 registrations
• Spain
• Sistel, DP, eShot Telemarketing (October)
• Landing Page
• Finalizing planing
• Business Integration, DP, eShot Telemarketing
  (October)
• Landing Page
• Finalizing planing
• Cards Engineering, DP, eShot Telemarketing
  (October)
• Landing Page
• Switzerland
• Tradeware, OA, eShot telemarketing
• Landing Page http//sun.symantec.com/switzerland/
  tradeware
• eShot End of September/early October tbd
• Infoniqa, OA, eShot Telemarketing

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Channel led Sun / Symantec EMEA Campaign

• SEE REGION Emerging Region
• Latest Status
• Selected countries to launch this campaign next
  Q
• Russia (Moscow)
• Turkey
• Greece
• Middle East
• South Africa
• Israel
• Latest status Identify the targeted channel
  partners in region country by 25th September (2-3
  partners per country)
• Joint campaigns with channel partners in October
• Theme Data Protection

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Channel led Sun / Symantec EMEA Campaign
Messaging Open Archive Campaign

• Key customer pain points
• Customers need a cost-effective solution to store
  corporate email, files, and other data (cut
  costs)?
• Customers need to be able to access and recover
  all archived, secure data (grow revenue)?
• Customers need a simplified data management
  system (mitigate risk)?
• Key messages
• With the Sun and Symantec Open Archive solution,
  mid-sized companies can
• Cut storage costs by up to 90
• Reduce production and backup storage by up to 80
• Enable IT to focus on more strategic projects
• Provide improved search and discovery of archived
  information
• Leverage pretested configurations for faster
  implementation at a lower cost
• Easily access and use older, existing information
  to guide them through revenue-generating
  activities

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Channel led Sun / Symantec EMEA Campaign Open
Archive- example of an agenda
9.00 Registration Coffee 9.20 Welcome 9.30 A
Day in the Life of an Email Symantec pls add
name, Titel 10.00 Cut Storage Costs and Reduce
Complexity with email- lifecycle
solution Sun Symantec 11.00 Coffee
Break 11.15 How you can optimize and achieve
your email infrastructure with practical
steps Symantec 11.45 Bringing Sun and
Symantec together to solve customer
problems  Partner Sun Symantec pls add
name, Titel 12.15 Customer on stage/Sun-Symantec
or Partner talking about real
customer project Partner 12.45 Wrap up 13.00
Lunch/networking
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Channel led Sun / Symantec EMEA Campaign
Messaging Data Protection in Virtualized
Environments

• Key customer pain points
• Inadequate hardware utilization
• Requirement for fast and reliable Data
  backup/disaster recovery
• Increasing operational costs
• Inadequate knowledge of how to take advantage of
  virtualization
• Key messages
• Sun, Symantec, and VMware have joined forces to
  design a consolidated virtualization solution
  with data protection that decreases your
  operational, data management, and backup costs by
  maximizing the utilization of your physical or
  virtual IT infrastructurehelping you to achieve
  faster ROI
• With a pre-tested, proven reference architecture,
  the solution offers an easily integrated method
  for datacenters to cut costs and complexity from
  their infrastructures. The Data Protection for
  Virtualized Environments solution
• Decreases your customers operational, data
  management, and backup costs
• Increases utilization of their IT infrastructure
• Ensures their data is protected, whether in a
  physical or virtual environment

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Channel led Sun / Symantec EMEA Campaign Data
Protection in Virtualized Environments example
of agenda
9.00 Registration Coffee 9.30 Welcome 9.45
Sun and Virtualisation Sun pls add name,
Titel 10.30 Data Protection for Virtualised
Environments From Physical to
Virtual Symantec 11.15 Coffee Break 11.45
Bringing Sun and Symantec together to solve
customer problems  Partner Sun Symantec
pls add name, Titel 12.15 Customer on
stage/Sun-Symantec or Partner talking about real
customer project Partner 12.45 Wrap
up 13.00 Lunch/networking
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Channel led Sun / Symantec EMEA Campaign CTA's
modify for your local region

• Call to Action for attendees/respondents
• LEARN MORE
• Sales Contact
• White Papers
• Sun and Symantec EMAIL AND DATA Archiving Health
  Check (OA)
• TRY AND BUY
• TRADE IN

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Channel led Sun / Symantec EMEA Campaign
Partner Packages

• Base package 850
• incl. Emails send out branded with Partner Logo
  (3 emails, 48h reminder, thank-you-email in
  EFIGSD languages)?
• Flash Banner (in EFIGSD Language)?
• report out of all activities
• Telemarketing Follow Up Calls 1,315
  
• to call 250 contacts for lead generation and/or
  driving registrations for webcast/event
• Event 2,930
• for 30 participants, assumed catering costs of
  35EUR in Sun/Smantec/partner offices
• 3 Swingo banners, Namebadges, printed agenda,
  feedback form, solution battle card in EFIGSD
  languages
• Webcast 450
• set up for each live and recorded webcast
• Telemarketing Lead Qualification 315
• to call 30 contacts

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Channel led Sun / Symantec EMEA Campaign
Partner Packages

• Add On (only optional)
• Direct Mail 1,375.00
• Print costs for 1.000 units in EFIGSD languages
• 4 pager, landscape format, size open 420 x 105
  mm, size closed 210 x 105 mm paper 250 g/m²,
  incl. envelope
• Mailing costs on request (stampage differs by
  region)?
• Reminder Calls 1,598.33
• Reminder calls (500 contacts) to all registered
  customers 4 days before the event, to reduce no
  show rate