1 worldwide sales and marketing leadership conference 2012 smb partner plays: enabling partners to...

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Worldwide Sales and Marketing Leadership Conference 2012

SMB Partner Plays: Enabling Partners to Ensure Success

Stephen Banbury and Team

19 April 2012

WSML 2012 SMB Partner Plays: Enabling Partners to Ensure Success

Video #1Introduction to SMB Partner Enablementw/ Stephen Banbury

(this video to be filmed on April 5)

2WSML 2012 SMB Partner Plays: Enabling Partners to Ensure Success

Link Here

Session OverviewSMB Partner Plays: Enabling Partners to Ensure Success

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Learning Objectives:

1. Know the portfolio of SMB and .cloud partner enablement assets available and how to access them.

2. Understand how they can be leveraged to drive Symantec revenue through partners higher.

Session Takeaways:

1. Partner Enablement Plan best practices templates that will be posted to SCORE for global use.

2. Videos packaged for SMB partner on-boarding, helping them get productive & drive revenue quicker.


Learning

Q&A

Session FlowCase Study

PE Plan Development

Case StudyPE Plan

Presentations

3 Cases

2 Teams Compete on each Case

Teams present PE Plan to Partner

Judges score 1-10 via “Partner Idol”

3 winning teams, one for each case

Quiz

Video #2_Partner Training Opportunities_Final.mov


Link Here

Training: Quiz Question 1


Name the 4 role-based training accreditation credentials partner staff can earn, that are requirements for various specializations within the Symantec Partner Program.



Name the 4 role-based training accreditation credentials partner staff can earn, that are requirements for various specializations within the Symantec Partner Program.

Answer:• SSE (Symantec Sales Expert)• SSE+ (Symantec Sales Expert +)• STS (Symantec Technical Specialist)• ASC (Authorized Symantec Consultant)



What tool can partners use to see the live training events scheduled for their locale?



What tool can partners use to see the live training events scheduled for their locale?

Answer:The Global Partner Enablement Events Calendar

Video #3_SymBrain_Final.mov


Link Here

SymBrain: Quiz Question 1

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Where can partners get access to SymBrain?


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Where can partners get access to SymBrain?

Answer:PartnerNet


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What allows partners to use SymBrain without having to go to PartnerNet and login each time?


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What allows partners to use SymBrain without having to go to PartnerNet and login each time?

Answer:SymBrain Desktop

Video #4_SMB Specialization_Final.mov

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Link Here

SMB Specialization: Quiz Question 1

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Name 3 Benefits of being an SMB Specialized Partner.


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Name 3 Benefits of being an SMB Specialized Partner.

Answer:• Additional profit opportunities• Access to exclusive pre- and post-sales support• Market differentiation via Specialization status


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To become SMB Specialized, a partner must have staff earn which accreditations:a) SSE and STSb) SSE, STS, and SSE+c) SSE+ and SSEd) SSE, SSE+, and STS


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To become SMB Specialized, a partner must have staff earn which accreditations:a) SSE and STSb) SSE, STS, and SSE+c) SSE+ and SSEd) SSE, SSE+, and STS

Answer:c) SSE+ and SSE

Video #5_Symantec_Connect_Final.mov

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Link Here

Symantec Connect: Quiz Question 1

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Name the 3 big user segments for Symantec Connect.

Symantec Connect: Quiz Question 1

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Name the 3 big user segments for Symantec Connect.

Answer:• Partners• Customers• Symantec employees

Video #6_Dot_Cloud_Services_Enablement_Final.mov

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Link Here

Video #8_Product_Family_Quickstart_Final.mov

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Link Here

Quick Start: Quiz Question 1

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Quick Start is the one tool partners should use to get fast access to all on-line enablement for a specific SMB product family.

True or False?

Quick Start: Quiz Question 1

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Quick Start is the one tool partners should use to get fast access to all on-line enablement for a specific SMB product family.

True or False?

Answer:True

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Case Studies

Developed in Coop w/ SMB Sales Exec Team

3 Hi-Value Channel Opportunities for FY13


Case A: Create Incremental Sales via Up-Sell, Cross-Sell

A partner integrates BE (Server and Small Business Edition) into its SMB customer environments. However, they do not sell BE options or other Symantec products or services to their customers.

– Action: Develop and present to this partner, a comprehensive partner enablement plan to entice and enable this partner to up-sell BE options, including virtualization “V-Ray”, and cross-sell SEP and the .cloud services.

Case Study Situations

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Case B: Create Incremental Sales via the Unmanaged Partner

A partner is registered in the Symantec Partner Program, is unmanaged, and sells little or no Symantec products or services to their SMB customers. The partner is using various competitive on-premise backup and security products in their customer’s environments.

– Action: Develop and present to this partner, a comprehensive partner enablement plan to entice and enable this unmanaged partner to drop the competition and sell Symantec BE, SEP and .cloud services to their customers.


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Case C: Displace SaaS Competition in a New Route to Market

A VAR partner who integrated BE and SEP on-premise solutions in their SMB customer environments for many years, has transitioned to become a Managed Service Provider. This partner now protects customers with backup and security SaaS solutions from the competition.

– Action: Develop and present to this partner, a comprehensive partner enablement plan to entice and enable this partner to move from the SaaS competitors to BE.cloud, SEP.cloud and other .cloud services. (For this case, assume Symantec.cloud is integrated in RMM platforms like Level Platforms, Kaseya, N-able).


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Case Study Solution Rules of the Game

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1. Prepare your plan to present to the partner2. Your plan must cover a one year horizon3. Describe your high-level strategy4. Describe your partner enablement execution plan

A. Identify specific tools, programs, messaging to be used to entice the partnerB. Identify the portfolio of enablement assets to be used to enable the partner

- you can include enablement that Symantec may not currently haveD. Describe the sequencing of the enablement over time from start

5. Convince the partner how Symantec will help drive their revenue and by how much

1. Select team member to present2. Present your partner enablement plan directly to the partner (4 judges)3. You have 4 minutes to present4. Each judge will score your plan from the partner POV on a scale 1-105. Team score is the sum of the four judge scores6. Each team competes against other team with the same case7. Team with highest total score is the winner of each case

Developing your PE Plan

Presenting your PE Plan and Judging


Partner Enablement & Readiness Cheat Sheet

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Marketing


Sales Training Tools & Resources Collaboration & Support• Top ten reasons to upgrade• Price List• Partner Positioning Guide• Cheat Sheets• Sales call script• FAQs• Brochures• Channel Notifications• Datasheets• Competitive Comparisons• BE Dedupe Assessment Tool• How to Sell PPTs• Product Guides• Quoting Tools• Whitepapers• Promotions• Campaign Creator• Partner Support Center• Margin Builder• Symantec Advertising

• SPP Specializations• Campaign Creator• Partner Locator• SymPoints/SymPlus• SMB Tech Support Center• Tech Support Incident Packs• Tech Center modules• Pre-sales support• .cloud Trialware• Free SW to use in-house• XSP licensing program• SSE courses & accreditation• SSE+ courses & accreditation• STS courses & accreditation• ASC courses & accreditation• Training webcasts• Live in-person training events• Live virtual training events• Partner Enablement Calendar• How-to Videos

• Mobile live training • Symantec Vision events• Symantec Enablement Toolkit• ebooks on-demand• Symantec Connect• SymWISE knowledge base• SymBrain• Sales Readiness Playbook• Scripted Demos• Symantec IQ for Partners• Quick Start tool• Joint sales calls• Symantec channel PAMs, SEs• PartnerNet• Symantec University for Partners• Competitive upgrade SKUs• Opportunity Registration• Symantec Brand• Partner council participation• Sales and provisioning process

End of Presentation

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Teams Work on Case Solutions

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Next Step Asks of Attendees

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1. Review the course content and learning objectives with your teams.

2. Go to PartnerNet and Symantec University for Partners. Become familiar with the SMB and .cloud enablement assets.

3. Tell your partners about the enablement that will help them drive their revenue and profits higher via Symantec.


End of Presentation

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END of SESSION

1 worldwide sales and marketing leadership conference 2012 smb partner plays: enabling partners to...

Documents

partner training

partner idol

success slide

symantec partner program

partners higher

portfolio of smb

success link

case quiz slide