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
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Video #1
Introduction to SMB Partner Enablement
w/ Stephen Banbury
(this video to be filmed on April 5)
Link Here
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SMB Partner Plays: Enabling Partners to Ensure Success
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Session Overview
SMB Partner Plays: Enabling Partners to Ensure Success
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 Flow
Learning
Q&A
Quiz
Case Study
PE Plan
Development
Case Study
PE Plan
Presentations
3 Cases
Teams present PE Plan to Partner
2 Teams Compete on each Case
Judges score 1-10 via “Partner Idol”
3 winning teams, one for each case
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.
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Video #2
_Partner Training Opportunities_Final.mov
Link Here
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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.
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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.
Answer:
• SSE (Symantec Sales Expert)
• SSE+ (Symantec Sales Expert +)
• STS (Symantec Technical Specialist)
• ASC (Authorized Symantec Consultant)
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Training: Quiz Question 2
What tool can partners use to see the live training
events scheduled for their locale?
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Training: Quiz Question 2
What tool can partners use to see the live training
events scheduled for their locale?
Answer:
The Global Partner Enablement Events Calendar
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Video #3
_SymBrain_Final.mov
Link Here
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SymBrain: Quiz Question 1
Where can partners get access to SymBrain?
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SymBrain: Quiz Question 1
Where can partners get access to SymBrain?
Answer:
PartnerNet
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SymBrain: Quiz Question 2
What allows partners to use SymBrain without having to
go to PartnerNet and login each time?
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SymBrain: Quiz Question 2
What allows partners to use SymBrain without having to
go to PartnerNet and login each time?
Answer:
SymBrain Desktop
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Video #4
_SMB Specialization_Final.mov
Link Here
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SMB Specialization: Quiz Question 1
Name 3 Benefits of being an SMB Specialized Partner.
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SMB Specialization: Quiz Question 1
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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SMB Specialization: Quiz Question 2
To become SMB Specialized, a partner must have staff
earn which accreditations:
a) SSE and STS
b) SSE, STS, and SSE+
c) SSE+ and SSE
d) SSE, SSE+, and STS
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SMB Specialization: Quiz Question 2
To become SMB Specialized, a partner must have staff
earn which accreditations:
a) SSE and STS
b) SSE, STS, and SSE+
c) SSE+ and SSE
d) SSE, SSE+, and STS
Answer:
c) SSE+ and SSE
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Video #5
_Symantec_Connect_Final.mov
Link Here
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Symantec Connect: Quiz Question 1
Name the 3 big user segments for Symantec Connect.
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Symantec Connect: Quiz Question 1
Name the 3 big user segments for Symantec Connect.
Answer:
• Partners
• Customers
• Symantec employees
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Video #6
_Dot_Cloud_Services_Enablement_Final.mov
Link Here
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Video #8
_Product_Family_Quickstart_Final.mov
Link Here
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Quick Start: Quiz Question 1
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?
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Quick Start: Quiz Question 1
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
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Case Study Situations
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.
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Case Study Situations
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 Study Situations
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
Developing your PE Plan
1.
2.
3.
4.
Prepare your plan to present to the partner
Your plan must cover a one year horizon
Describe your high-level strategy
Describe your partner enablement execution plan
A. Identify specific tools, programs, messaging to be used to entice the partner
B. Identify the portfolio of enablement assets to be used to enable the partner
- you can include enablement that Symantec may not currently have
D. 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
Presenting your PE Plan and Judging
1.
2.
3.
4.
5.
6.
7.
Select team member to present
Present your partner enablement plan directly to the partner (4 judges)
You have 4 minutes to present
Each judge will score your plan from the partner POV on a scale 1-10
Team score is the sum of the four judge scores
Each team competes against other team with the same case
Team with highest total score is the winner of each case
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Partner Enablement & Readiness Cheat Sheet
Sales
Marketing
• 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
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Training
Tools & Resources Collaboration & Support
• 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
SMB Partner Plays: Enabling Partners to Ensure Success
• 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
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End of Presentation
Teams Work on Case Solutions
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Next Step Asks of Attendees
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.
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End of Presentation
END of SESSION
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