President’s Forum and WSML 2012 INDSTRAT 02 Mobile Market Dynamics Brian Duckering, Deborah Clark, Evan Quinn “A Day in the Life of Mobile” 1

2 President’s Forum and WSML 2012 Course Introduction The rapid and constant evolution of the Mobile space results in an ever changing set of business challenges. How can you harness this changing landscape to drive new opportunities? In this course you will experience how to have solution-based conversations for ““Bring Your Own Device” (BYOD) and “Critical Data Protection” and walk away armed with the tools and knowledge necessary to practice these conversations.

Devices Corporate-OwnedPersonally-Owned Managed Unmanaged Future Devices M Corp PCs 300M Smartphones 15M Tablets M Corp PCs 293M Personal PCs 819M Smartphones 116M Tablets Consumerization is Driving Disruption 3 Embracing the Personally-Owned & Unmanaged – “BYOD” Relevent Devices Today Full Control Info/App Access Only Traditional Focus Evolving Focus Data Sources: Gartner, & IDC

1.Recognize how the IT trend conversation flows into related solution conversations. 2.Learn where to find and how to use key conversation tools and resources. 3.Gain competency by practicing relevant conversations with your peers. 4.Leverage experience and knowledge gained to train sales teams and deliver targeted customer value. Course Objectives 4 President’s Forum and WSML 2012

Course Agenda President’s Forum and WSML 2012 Set the stage for Solution Conversations – 5 min 1 Demonstrate Solution Conversations – 25 min 2 Solution Conversation Workshop – 75 min 3 Workshop Debrief – 10 min 4 Recap and Close – 5 min 5 5

President’s Forum and WSML Mobile Solution Conversation Demonstrations

Bring Your Own Devices (BYOD) 7 Device Management SMM & Athena Data Loss Prevention DLP for Mobile Device Security Mobile Security Secure Content Management Norton Zone App Security & Management Nukona Enterprise Management SCCM & SMP Enterprise & Cloud Access Control O3 & mPKI BYOD Corporate Owned

Critical Data Protection 8 Device Management SMM & Athena Data Loss Prevention DLP for Mobile Device Security Mobile Security Secure Content Management Norton Zone App Security & Management Nukona Enterprise Management SCCM & SMP Enterprise & Cloud Access Control O3 & mPKI BYOD Corporate Owned

President’s Forum and WSML Solution Conversation Workshop Overview

Participant “Solution Kits” President’s Forum and WSML Each Participant should have the following: 2-page Mobile Trend Conversation Guide 2-Page Consumerization: BYOD/BYOA Conversation Guide 2 Page Critical Data Protection Conversation Guide 1-page Spot Accreditation Checklist for Solution Conversations  Please note that you will not be accredited – but may leverage for context 3 Conversation Graphics (two solution / one trend) Feel free to whiteboard the solution using the paper & pens provided.

Workshop Agenda President’s Forum and WSML ActivityWho LeadsTimeSupporting Materials Workshop: choose one of the two Conversations – Study & prepare to present Table Teams30 min Conversation Demonstrations, Experience, Solution Kits, blank paper Break into pairs and present back to each other (play customer when not presenting) All Table team participants 30 minSolution Kit, blank paper With the aid of your Table Lead discuss the exercise & Best Practices for Roll-out Table Lead and all participants 15 minTable Lead Feedback form to capture people’s input

Workshop Instructions Start by reviewing the “Table Instructions”. Pick a “Table Lead” who will keep the table on track and conduct a debrief following the exercise. Pick the Solution Conversation from the two demonstrated that you will learn and role-play to a partner at your table. Use the overall Trend Conversation Guide as background, and a way to start the conversation. Pick a partner at your table to practice and role-play your Solution Conversation. Keep to time per the agenda and Table Instructions. After practicing the Solution Conversation with your partner, provide feedback to your Table Lead per their guidance. President’s Forum and WSML Note to keep this slide up as groups go to their workshop

President’s Forum and WSML Wrap-up

Rolling this out to your Teams President’s Forum and WSML Solution Kits can be accessed via the “Cascade Kit” – All Conversation Guides and Supporting Slides included Additional Content in the Cascade Kit will include: – Manager Guidance & Next Steps – how to Accredit your teams – Accreditation Checklist FY13 Sales Conversation Materials (for additional information and resources click on the Trend below) MobileCloudVirtualizationThreat Landscape Information Explosion Overall Trend Conversation Guide Conversation Slides Overall Trend Conversation Guide Conversation Slides Overall Trend Conversation Guide Conversation Slides Overall Trend Conversation Guide Conversation Slides Overall Trend Conversation Guide Conversation Slides Redefining Mobile Protection Conversation Guide Conversation Slides Building Resilient Private Clouds Conversation Guide Conversation Slides Business Critical Virtualization Conversation Guide Conversation Slides Malicious Insider Conversation Guide Conversation Slides Better Backup for All Conversation Guide Conversation Slides Securing Public Clouds Conversation Guide Conversation Slices Security Solution for Virtualization Conversation Guide Conversation Slides Advanced Targeted Threats Conversation Guide Conversation Slides Information Governance Conversation Guide Conversation Slides Solution Accreditation Form Manager Guidance for Accrediting their Teams Accreditation Tracking Spreadsheet Matrix of all Trend and Solution Conversation material is on the SCORE Strategic Trends homepage; linked to Cascade Kit

Closing Comments President’s Forum and WSML You should now be able to: 1.Recognize how the trend conversation flows into related solution conversations. 2.Know where to find and how to use key conversation tools and resources. 3.Speak more competently about the solutions based on practicing the conversation with your peers. 4.Leverage experience and knowledge gained to train sales teams and deliver targeted customer value.

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