Symantec - Ελληνικά

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Symantec CorporationA Growth CultureReality,
Fact Opportunity

• Kevin Bailey
• Director, Product Marketing EMEA
• July 2009

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(No Transcript)
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The Day the World Changed
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The Day the World Changed
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The Day the World Changed
BAILOUT FAILED
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Macro Economics
US Federal Reserve says the current financial
crisis is the worst since 1930s The US and
global economy is in a recession which will last
into 2010 (18 month minimum). As a result, the
tech market will see slow growth for the next 3-4
quarters, then start to improve in late 2009.
Source IMF, Forrester IDC
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EMEA Countries by Population
Rank City Population
1 Russia 140,702,096
2 Germany 82,469,552
3 Turkey 71,892,808
4 France 64,057,792
5 United Kingdom 60,943,912
6 Italy 58,145,320
7 Spain 40,491,012
8 Greece 10,737,428
9 Switzerland 7,581,520
10 Norway 4,644,457
Norway
Russia
UK
Germany
France
Switzerland
Italy
Spain
Turkey
Greece
Export Partners - Germany 11.6, Italy 10.8,
Cyprus 6.6, Bulgaria 6.5, UK 5.5, Romania
4.5, France 4.2, US 4.2 (2007)
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A Snap Shot of Greece
10.7m
Population of Greece
4.96m
Labour Force
9.4
Unemployment Rate
4.4
Current Inflation Rate
-1.3
Gross Domestic Product
2.54m
Internet Users
264.9Bn
Market Value of Publicly Traded Shares
174m
2009 Infrastructure Software Spend
Source May 2009 - CIA 2008, International
Monetary Fund., ILO
- OECD June 2009
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The Big Picture

• Business Strategy
• Focus on your install base
• Take share from weaker competitors
• Outlay will provide accelerated ROI
• Exploit opportunities for alternative IT delivery
  models Residency, Managed Services, SaaS, etc.

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IT software market expected to decelerate, but
will fare better than the overall IT sector
Worst case scenario Overall globalIT market
growth will slow from 7-8to 2.3
Infrastructuresoftware is expected to be more
resilient to economicdownturn
Downturn willbe shallow with no v-shaped
recovery Spending expected toremain soft over
the next 4 to 6 quarters
Software license revenue declinesare likely
Worst case scenario Global IT SW spending is
expected to decline by1-2 in 2009
EMEA is expected to have 2-3 quarters of flat to
negative real growth ending in the latter
quarter of 2009
SaaS revenue expected to account for between 3-5
of current license revenuesuntil 2010
Storage SW to reduce by 1.6 in 2008 and 2.8 in
2009(IDC)
Security Software to reduce by 50 in 2009 7.7
(from 14.61) Recovering to 8.5 in 2010
Maintenance growth should decelerate but remain
relatively resilient and continue to grow
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Projected Slowing of IT Software Spending
Expected to Shift Customer Priorities
Symantec A Growth Culture
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Clouds and silver linings in the economic outlook
Clouds that will keep economic growth weak

• Major industrial countries are all in recession
• World economy will shrink 1st time in decades
• Tight credit will last until 2010
• 2.8 trillion in credit crunch losses and state
  bail-outs totalling 1.4Trn worldwide.
• 1.1Trn funds provided by G20 to IMF, World Bank,
  other global organisations

• US housing market will continue toweaken (20.3
  down since June 2006)
• Greece Housing market dropped 10
• Job losses continue to increase
• US 7.2 to 9.4 (worse since 1980)
• European Union 7.9, (19.16 m)
• Greece 9.4 (gov est. 8 thru 2009)

Silver linings that will foster a recovery in
late 2009

• ITEP shows Greece business tourism down 7.2 Q1,
  although major tourism islands are18-26 up
• Regional Councils creating local banks
• Many corporations have limited debt, strong cash
  positions
• Barack Obama 819Bn Stimulus Bill

• Energy prices down by half fromtheir 2008 peak
• ECB Interest rates are coming down (1)
• Flexible Greece Loan rates
• Citigroup, Bank of America Goldman Sachs
  reported profits Q1 2009
• Greece Govt invest 2.5Bn to support
  unemployment

Source IMF, Bank of England, Forrester IDC
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Know which industriesare suffering most
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IDC Gartner Market Commentary
Storage Backup
tailwinds
headwinds
Increased number of govt. investigations
Macro-environment
Post Y2K refresh cycle
Refresh cycles will be pushed out
Server virtualization driving re-architecture
Lack of brand loyalty. Re-architecting opens
discussion, risk with dissatisfied
customerswhere switching costs are low
Time of recovery amount of data to recover
Moving from tape to disk backup
Limited new initiatives
Projects that can be turned quickly
Source IDC, Gartner
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IDC Gartner Market Commentary
Security Systems Management
tailwinds
headwinds
Compliance and audit requirements
Macro-environment
Enterprise preference for leveragingexisting
vendor relationships andreducing number of
vendors
Increased cautiousness
Refresh cycles pushed outand extended sales
cycles
Demand for more integratedsolutions and
decreased complexity
Bleed of trust
Retail decline
Increase in cyber crime
Consumer freeware adoption
Emerging market preference for regional players
Source IDC, Gartner
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Analysts Recommendationsfor Software Vendors
Problem/Issue IDC Approach Gartner Approach Forrester Approach
Customer Cutting or Delaying Investment Always be able to answer the So what scenario Only sell whats required. Sales 101 Sell Value,Focus on Payback
Customers are capital constrained SaaS / Cloud Opportunity Reconsider Budget priority Alternate Licensing models
Customers resist higher maintenance fees Analyse cost or face loss to local vendor Dont drop price, sell value of offer Give some ground, agree to share the pain
Partner ecosystem is underperforming Target top performers and invest Re-evaluate and then re-align Focus on enablement, compete for mindshare
Product portfolio shows mixed results Invest in Portfolio analysis Stars and Cash cows, then decide about dogs ??s Focus marketing on better performers
Sales Org is complacentat the top Re-focus routes to market Reduce headcount Change compensation plans to leverage focus
Source IDC, Gartner, Forrester
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Tough Times Create Opportunities
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Economic Index
632
F E B R U A R Y 1 2 1 9 9 9 T O F E B R U
A R Y 1 3 2 0 0 9
2321 ?1534
44.5?18.64
25.59?12.06
50.61 ?5.14
38.21?35.86
44.62?30.32
-7
-34
-33
-41
-47
-91
9.36 ?17.78
2.31 ?14.6
Symantec A Growth Culture
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Recessions and Crashes are Challenges Not
Inhibitors
Symantec A Growth Culture
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2009 EMEA Market Growthand Technology
Spend IDC, Feb, April 2009
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EMEA/ Greece GDP
Source Table 1.1. Overview of the World Economic
Outlook Projections, International Monetary Fund
April 2009
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EMEA Storage SecuritySoftware Spend CY09
Note Storage Security markets in EMEA only.
Consumer Excluded.
Source IDC, Symantec Custom Model EMEA, Jan 2009
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FY10 EU Spend on IT
Total IT Spend 631Bn
Total SW Spend 110Bn
Total Infrastructure SW Spend 31.6Bn
Symantec Storage Security SW Opportunity 8Bn
Symantec Share 19 1.5Bn
Symantec Headroom 81 6.5Bn
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IT Spending Overview EMEA
Calendar Year 2009 YoY Growth
SW 1.9 110,531m
Infrastructure SW 2.3 31,482m
EPS 9.1 1,900m
Message Security 9.1 405m
Services 2.5 246,901m
Applications 1.0 53,133m
Web Security 9.1 405m
Network Security 13.5 314m
Printers -4.4 21,291m
Appl. Development 3.0 25,915m
Compliance 13.4 943m
Backup 3.6 1,338m
Total IT 0 574,857m
Network -2.2 52,707m
Online Backup n/a n/a
Email Archiving 13.2 518m
VCS 3.3 662m
Storage -1.8 9,957m
EM 4.1 937m
File System 4.5 153m
Servers -10.7 16,138m
Storage Infrastructure 4 380m
Storage Management 3.6 450m
PCs -6.6 85,220m
Consumer n/a n/a
Source IDC (Dec 2008, Apr 2009)
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EMEA Region Franchise Metrics
EMEA MARKET FY10
EMEA MARKET FY08
SYMC Mkt. Position
Opportunity
Growth
Mkt. Share
Mkt. Leader
Major Threat
EM
937m
4.1 (7.4)
9 (Up)
4
Msoft (18)
IBM (16)
EPS
1,900m
9.1 (16.3)
17 (Down)
SYMC
McAfee (10)
BE
602m
3.6 (7)
35 (Flat)
SYMC
IBM (16)
VCS
662m
3.3 (5.6)
14 (Flat)
3
Msoft (27)
HP (27)
SF
1,800m
4.1 (7.4)
13 (Up)
4
EMC (30)
NetApp (15)
NBU
735m
3.5 (6.9)
35 (Flat)
SYMC
IBM (16)
EPS SYMC Market share adjusted based on IDC
Vendor shares (./. 20 - taking out Brightmail)
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EMEA Region High Growth Metrics
EMEA MARKET FY10
EMEA MARKET FY08
SYMC Mkt. Position
Opportunity
Growth
Mkt. Share
Mkt. Leader
Major Threat
Messaging Security
405m
9.1 (16.3)
11 (Flat)
SYMC
McAfee (10)
Compliance
13.4 (20.5)
943m
11 (Flat)
SYMC
IBM (10)
Archiving
518m
13.2 (12.4)
17 (Flat)
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IBM (29)
Autonomy (13)
DLP
n/a
191m
110 (117)
n/a
n/a
n/a
Messaging Security Market Share aligns to
Antispam only DLP market share
available from 2008 Gartner reports
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Symantec Regional Market Growth Opportunity
2009 Greece IDC, Gartner, Sept 2008, Apr 2009
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FY10 Greece Spend on IT
Total IT Spend 3.58Bn
Total SW Spend 443m
Total Infrastructure SW Spend 174m
Symantec Storage Security SW Opportunity 50m
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IT Spending Overview Greece
Calendar Year 2009 YoY Growth
SW 2.5 443m
Infrastructure SW 2.4 174m
EPS 5.7 13m
Message Security 5.5 3m
Services 2.3 815m
Applications 2.1 191m
Web Security 5.5 3m
Network Security 15.8 2m
Printers -11.1 184m
Appl. Development 2.7 77m
Compliance 19.8 6m
Backup 3.8 8m
Total IT -0.3 3,581m
Network -4.6 541m
Online Backup n/a n/a
Email Archiving 15.2 3m
VCS 4.5 3m
Storage -3.0 65m
EM 5.1 4m
File System 4.9 1m
Servers -18.4 120m
Storage Infrastructure 4.5 2m
Storage Management 3.3 2m
PCs -7.0 959m
Consumer n/a n/a
Source IDC (Dec 2008, Feb 2009)
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Greece Franchise Metrics
Greece MARKET FY10
Greece MARKET FY08
SYMC Mkt. Position
Opportunity
Growth
Mkt. Share
Mkt. Leader
Major Threat
Endpoint Management
4.3m
5.1 (7.9)
16 (Flat)
3
Novell(18)
IBM (17)
Endpoint Protection Suites
13m
5.7 (13.9)
49 (Down)
SYMC
McAfee (8)
BackupExec
3.7m
3.8 (9.1)
45 (Flat)
SYMC
IBM (20)
Veritas Cluster Server
3m
4.5 (8.6)
26 (Flat)
2
HP (34)
Msoft (10)
Storage Foundation
9.6m
4.3 (7)
18 (Up)
3
EMC (25)
IBM (21)
NetBackup
4.5m
3.8 (7.3)
45 (Flat)
SYMC
IBM (20)
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Greece High Growth Metrics
Greece MARKET FY10
Greece MARKET FY08
SYMC Mkt. Position
Opportunity
Growth
Mkt. Share
Mkt. Leader
Major Threat
Messaging Security
2.7m
5.5 (13.8)
61 (Flat)
SYMC
McAfee (7)
19.8 (24.7)
Attachmate (10)
Compliance
5.6m
11 (Flat)
IBM (20)
2
Archiving
15.2 (15)
EMC (6)
3.3m
17 (Flat)
2
IBM (37)
DLP
n/a
2m
100 (120)
n/a
n/a
n/a
Messaging Security Market Share aligns to
Antispam only
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Extending the OpportunityFY10 Campaign
Architecture
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FY10 Campaign Architecture
ENTERPRISE
ENTERPRIISE
SMB
CIO
AWARENESS
CAMPAIGNS PROGRAMS
DEMAND GEN
CORE INSTALL BASE PROGRAM
COMPETITIVE COMMVAULT
Q2 INITIATIVES
COMPETITIVE MCAFEE
COMPETITIVE EMC
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FY10 Campaigns ThemesEnterprise
Target Audience
SECURE MANAGE YOUR INFORMATION-DRIVEN WORLD
CIO
VP / DIR Data Center
DATA CENTER OPTIMIZATION
CISO, VP, DIR Security
SECURITY
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FY10 Campaigns ThemesEnterprise
Target Audience
SECURE MANAGE YOUR INFORMATION-DRIVEN WORLD
CIO
Optimize Budget. Increase Value.
Mitigate Risk. Increase Value.
VP / DIR Data Center
DATA CENTER OPTIMIZATION
Stop Buying Storage
Dont Gamble with Recovery
Complete thePromise ofVirtualization
Commoditize?You need Enterprise
CISO, VP, DIR Security
SECURITY
Protect Today. Secure your Future.
One Breach. One Too Many.
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FY10 Campaigns ThemesEnterprise
Target Audience
SECURE MANAGE YOUR INFORMATION-DRIVEN WORLD
CIO
Optimize Budget. Increase Value.
Mitigate Risk. Increase Value.
VP / DIR Data Center
DATA CENTER OPTIMIZATION
Stop Buying Storage
Dont Gamble with Recovery
Complete thePromise ofVirtualization
Commoditize?You need Enterprise
BEAT COMMVAULT / BEAT EMC
CISO, VP, DIR Security
SECURITY
Protect Today. Secure your Future.
One Breach. One Too Many.
BEAT MCAFEE
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FY10 Campaigns ThemesMid-Market Small
Business
Target Audience
THE CHOICE IS YOURS COST OF PREVENTION VS
COST OF REPAIR
MID-MKTIT Director
INFORMATION IS YOUR BUSINESS. DONT RISK IT!
SMALL BUSINESS IT Consultant
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FY10 Campaigns ThemesMid-Market Small
Business
Target Audience
THE CHOICE IS YOURS COST OF PREVENTION VS
COST OF REPAIR
MID-MKTIT Director
Dont Gamble with Recovery
Protect Today. Secure your Future.
INFORMATION IS YOUR BUSINESS. DONT RISK IT!
SMALL BUSINESS IT Consultant
Protect your Information. Backup it up!
Protection takes more than AV
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FY10 Campaigns ThemesMid-Market Small
Business
Target Audience
THE CHOICE IS YOURS COST OF PREVENTION VS
COST OF REPAIR
MID-MKTIT Director
Dont Gamble with Recovery
Protect Today. Secure your Future.
BEAT COMMVAULT
INFORMATION IS YOUR BUSINESS. DONT RISK IT!
SMALL BUSINESS IT Consultant
Protect your Information. Backup it up!
Protection takes more than AV
BEAT MCAFEE
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PUTTING IT ALL TOGETHER
Endpoint Security
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Messaging Hierarchy
SECURE MANAGE YOUR INFORMATION-DRIVEN WORLD
Target CIO
Target VP IT
STRATEGIC PRIORITY
Data Center Optimization
Security
Target Director IT SOLUTIONS
Disaster Recovery
EndpointManagement
High Availability
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Campaign vs Solution ProductsHierarchy -
EXAMPLE
AWARENESS DEMAND GENERATION BUILD AWARENESS
PIPELINE
CAMPAIGN
THEME 1
THEME 2
THEME 3
CONSIDERATION OPPORTUNITY IDENTIFICATION
PURCHASE CLOSE THE DEAL

• Storage Foundation
• Cluster Server
• NetBackup / PureDisk
• Enterprise Vault
• DR Services

• Storage Foundation
• Cluster Server
• Standardization Svs
• Optimization Svs

• Storage Foundation
• CC Storage
• Online Storage
• Standardization Svs
• Optimization Svs

• Cluster Server
• CC Storage
• Virtualization Services

• Cluster Server
• NetBackup / PureDisk
• Managed Backup
• DR Services

• Cluster Server
• NetBackup
• CC Storage
• Virtualization Services

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FY10 Campaigns, Themes, SolutionsEnterprise
Data Center Optimization
CAMPAIGN / STRATEGIC PRIORITY
DATA CENTER OPTIMIZATION
Stop Buying Storage
Dont Gamble with Recovery
Complete thePromise ofVirtualization
Commoditize?You need Enterprise
THEME
SOLUTIONS
PRODUCTS
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FY10 Campaigns, Themes, SolutionsEnterprise -
Security
CAMPAIGN / STRATEGIC PRIORITY
SECURITY
Protect Today. Secure your Future.
One Breach. One Too Many.
THEME
SOLUTIONS
PRODUCTS
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FY10 Campaigns, Themes, ProductsMid-Market
THE CHOICE IS YOURS COST OF PREVENTION VS
COST OF REPAIR
CAMPAIGN / STRATEGIC PRIORITY
Dont Gamble with Recovery
Protect Today. Secure your Future.
THEME
PRODUCTS
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FY10 Campaigns, Themes, ProductsSmall Business
CAMPAIGN / STRATEGIC PRIORITY
INFORMATION IS YOUR BUSINESS. DONT RISK IT!
THEME
PRODUCTS
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Sales Journey
CAMPAIGN
DATA CENTER OPTIMIZATION
BUILD PIPELINE
IDENTIFY OPPT
CLOSE THE DEAL
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Thank You
Kevin_Bailey_at_Symantec.com
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Thank You
Kevin_Bailey_at_Symantec.com