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Altiris IT Management Suite 7.0 Sales Enablement Training

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Presentation on theme: "Altiris IT Management Suite 7.0 Sales Enablement Training"— Presentation transcript:

1 Altiris IT Management Suite 7.0 Sales Enablement Training
Presenter’s Name Here Presenter’s Title Here

2 Agenda ITMS Overview 1 2 Messaging and Target Market Sales Plays 3
This is a sample “Agenda/Preview” slide. This slide is ideal for “setting the scene” at the beginning of your presentation by providing a “big picture” overview of what you plan to cover. To Change Slide Title: In Normal View (View > Normal), triple click on the title placeholder to select the title text and begin typing desired text. To Change Titles in Shapes (i.e.: “Text here”): Place cursor on top of text in Shape and triple click to select text. Begin typing desired text. To Change Font Color/Size: Place cursor on top of text and triple click to select it. right-click and select “Font” from the drop-down menu. Select desired attributes to change font, size, boldness, color, etc. Note: many of the same commands can also be accessed from the “Font" group of the “Home” tab or from the “Mini” toolbar that appears when text is selected. To Change a Shape’s Fill Color: double-click along edge of Shape to activate the “Drawing Tools Format” tab. Click the “Shape Fill” button within the “Shape Styles” group to select a color or desired effect. To choose a custom color, click on the “More Fill Colors” option. Choose “Picture,” “Gradient” or “Texture” to set a gradient, texture, pattern and/or picture fill. To Delete a Shape: Select the edge of the desired object by clicking once. Press the “Delete” key from your computer keypad. To Copy a Shape: Select the edge of the desired object by clicking once (making certain the selection border appears around the object to be copied). Type “Ctrl C” (copy), click outside object, then type “Ctrl V” (paste) to place the object. Click and drag the pasted object to desired location. Sales Plays 3 Cross-sell Opportunities 4 Licensing, Pricing, Entitlement 5

3 Symantec Enterprise Security Solutions
Symantec Protection Suite Control Compliance Suite Data Loss Prevention Suite Altiris IT Management Suite Protect the Infrastructure Develop and Enforce IT Policies Protect the Information Transcript: Today we are seeing very different IT threat landscape than we saw even 18 or 24 months ago. The primary drivers of IT security attacks today are organized criminals, not the hackers that we'd seen a few years ago. The attack tree therefore looks different, and the target of the attacks is information, not infrastructure. Based on that we at Symantec have laid out a model for what an attack looks like and what the criminals are targeting. And we're finding they're targeting four things: poorly protected infrastructures, companies that don't have IT policies developed and enforced, poorly protected information assets within companies, and companies that have poorly managed systems. To help our customers deal in today's threat environment we offer four flagship offerings from Symantec. Symantec Protection Suites brings together everything we at Symantec have to help our customers protect their infrastructure. Our Control Compliance Suite is the one product our customers will need to develop and enforce IT policies. Our Data Loss Prevention product is the market-leading product to help our customers protect their information assets. And our Altiris Total Management Suite is everything customers will need to manage their systems. Manage Systems 3 Altiris IT Management Suite – Sales Enablement

4 Altiris IT Management Suite
The Endpoint Management portfolio is compromised of four focal areas: Server Management, Client Management, ServiceDesk and IT Asset Management. Our Server Management capabilities support not only the Windows operating system, but also UNIX and Linux. In addition, we apply the same management disciplines to both physical and virtual systems as well (this includes both Microsoft Hyper-V and VMware). Similarly, our Client Management capabilities support Windows and a growing number of other platforms – including Mac OS X and Linux operating systems. Combined our client and server management products form the underpinning of our configuration management capabilities. We recently re-launched our helpdesk capabilities with a full featured ServiceDesk solution. This product provides the necessary components for any ITIL based service management initiative and covers key functions, such as incident and problem management, change management, self service options and service catalog. Rounding out our features is IT Asset Management that builds upon our solid inventory foundations from configuration management. IT Asset extends our capabilities to include both discoverable and non-discoverable assets, managing software and hardware contracts, maximizing investments and building out the configuration items in our CMDB for effective change management. What sets our solutions apart is that all of these features are managed through a central console that is supported by a common platform, Symantec Management platform. This integration allows us to integrate management functions to accelerate automation for better service, value and IT efficiency. Recent Anecdotes/Customer Stories Based on a recent Forrester report, Mac OS X and Linux OS only represent 5% of most corporate environments. However 2% of respondents to a recent Forrester poll indicated they were investigating moving to Mac or Linux during their Windows 7 migration. Competitive Differentiators Ability to support not only the Microsoft platform, but many other operating systems seen in corporate environments (Microsoft) Integration based on a single platform, database and shared console. Most of competitors with a similar product portfolio are based on acquisition and non-natively integrated products. (LANDesk, BMC, HP, etc.) Client Management IT Asset Management Server Management Service Desk Altiris IT Management Suite – Sales Enablement

5 Altiris IT Management Suite 7.0 Components
Deployment Solution for Clients Inventory (Clients) Patch Management (Clients) pcAnywhere Solution Client Management Suite 7.0 SP 2 Real-Time System Manager Server Management Suite 7.0 SP 2 Notification/Processing Automation Rules Software Management Asset Management Suite 7.0 Deployment Solution for Servers Symantec Workflow 7.0 Inventory (Servers) Symantec ServiceDesk 7.0 Monitor Deliver Wise Package Studio Suite 8.0 Patch Management (Servers) Real-Time System Manager Software Management Symantec Management Platform SP4 Asset Management Solution Barcode CMDB Solution 5 5

6 Intelligently Integrate Capabilities…
Self Service (Service Catalog) Avoid calls or requests entirely with best practice self service delivered via the Service Catalog Increased Service, Efficiency and Savings Process Automation (Workflow Engine) Automate human and system interactions; eliminate latency, errors and omissions IT Management Suite intelligently integrates multiple capabilities such as self-service, process automation, task automation, and remote management among others. The result is higher service levels, greater IT efficiency, and savings. Moving from remote mgmt to automated mgmt Policy Enforcement (Policy Engine) Detect and remediate automatically, with no human involvement Task Automation (Task Engine) Perform multiple remote management tasks simultaneously Remote Management (Remote Services) Avoid desk side visits with one to one remote management capabilities Altiris IT Management Suite – Sales Enablement 6

7 IT Management Suite 7.0 Overview
Suite Name: Altiris™ IT Management Suite 7.0 from Symantec (formerly Altiris Total Management Suite) Abbreviation: ITMS Components: Altiris Client Management Suite Symantec ServiceDesk SEP IC Altiris Server Management Suite Symantec Workflow Altiris Asset Management Suite Wise Package Studio - Suite On Competition No other competitor bundles a similar set of functions. However the following competitors offer a similar set of tools: Microsoft, LANDesk, BMC, HP, CA. Note that Microsoft is currently in beta with their ServiceDesk product Market Size: $4.0 billion in 2008 to $5.5 billion in 2013 Market Growth: 6.8% CAGR Market Share: SYMC = 7.3% MSFT (#1) = 14% #1 Competition: Microsoft through Enterprise Agreements* Market Landscape GA: March 1, 2009 Launch: April 12, 2009 Where: Vision | Las Vegas Launch Overview Altiris IT Management Suite – Sales Enablement * Additional details in the speaker notes.

8 What’s New in IT Management Suite?
New products in one comprehensive suite Client Management Suite 7 Asset Management Suite 7 Server Management Suite 7 ServiceDesk 7 Workflow 7 Process automation Symantec Workflow automates business processes not just IT tasks Intelligent software management Substantial cost savings from license management Windows 7 migration support Automated, reliable migrations This slide is intended for the Altiris overlay sales team. Altiris IT Management Suite – Sales Enablement

9 Key Messages Theme: Redefining IT lifecycle management and automation
Market Messages Benefits Comprehensive Suite Brings all Altiris suites to version 7 under a new name Compelling sales plays and common scenarios Windows 7 Migration License Compliance IT Automation Employee onboarding/termination Software request Patch management Enhanced Effectiveness Delivers unique value to the business through faster deployments, increased security and enhanced service Reduced Costs Closes technology gaps to maximize technology investments and mitigate risks Integrated Management Improves manageability amidst increasing information and infrastructure sprawl On Competition No other competitor bundles a similar set of functions. However the following competitors offer a similar set of tools: Microsoft, LANDesk, BMC, HP, CA. Note that Microsoft is currently in beta with their ServiceDesk product Other compelling use cases: Service Catalog Patch Management Power Mgmt Altiris IT Management Suite – Sales Enablement

10 Target Market Mid-size businesses to mid-size enterprises
Sweet spot: 500+ clients and servers Look for companies with: High level of complexity Large number of IT assets Large number of assets in remote locations Appropriate for all verticals, but especially: Federal SLED Financial Healthcare Look for companies with: - High level of complexity – different platforms, infrastructure, assets; difficult system management challenges Altiris IT Management Suite – Sales Enablement

11 Decision Makers/Influencers
VP of IT Desktop Operations Dsktp Engineering Mgr Dsktp Engineer Client Engineer Dsktp Services Mgr Infrastructure Solutions System/IT Admin IT Manager IT Ops Director IT Ops Manager Server Operations Server Engineering Mgr Server Engineer Data Center Analyst Server Administrator Datacenter Manager Asset Mgmt Groups Asset Manager Help Desk Manager IT Support Specialist IT Director Desktop Services & Support Change Manager ITMS’s functionality can address three common, but often disparate groups: Desktop Operations, Server Operations, and Asset Management Groups. Common titles for roles within these organizations are listed on the slide. All usually role up to a VP of IT. Because ITMS addresses multiple areas in the organization, you may encounter internal conflicts among teams that have established tools already in place or that aren’t interested in bringing in ITMS. This can be especially common in enterprises where it’s likely that different individuals manage each of the three areas. In this case, start high at the VP of IT level. Smaller organizations may not break out these three functions separately – they may report to up to the same director. In that case, start at the director level. Enterprise Sales: start high at VP of IT Mid-size organizations: can start at functional level 11

12 Market Drivers and Opportunities
Drivers to look for a solution like ITMS… ITMS Sales Pitch Existing Altiris customers with additional management needs Get full management at an aggressive price Multiple point products from different vendors Integrated, best-of-breed management from single vendor. Supports convergence of management and security. Upcoming OS migration Symantec is an expert in reliable Windows 7 migrations Software licensing costs too high Automate licensing harvesting process and reduce costs IT staff spending too much time on repetitive tasks Automate processes to make IT more efficient

13 Sales Plays

14 Windows 7 Migration Key Opportunities Migration Assessment
Migration Automation License Renewal Competitive Displacement Chief Competition Microsoft Deployment Toolkit 2010 - Collection of loose tools for migration projects only According to IDC, there are currently over 1 billion PCs running Windows, and approximately 50% are capable of running Windows 7. Why Symantec Migration technology since 1999 Over 300 million systems deployed and migrated Integrated tools with ongoing management Top 3 Qualifying Questions When are you migrating to Windows 7? How are you migrating to Windows 7? Are you ready for Windows 7 (HW and apps)?

15 Reduce Costs with Management
Average cost for deploying a new PC Deployment, Software Delivery, Patching, Retirement and Packaging $882 What’s the impact of automating IT process? Let’s take a simple example of deployment. Deploying a system with the operating system, all the software and patches, and retiring the old PC and migrating the user data and settings costs about $882 per PC. This is expensive not to mention problematic and inconsistent. Simply automating this process, according to Gartner, can save 2/3rds of the cost or $304 per PC. CMS has tools for every step of this process. “Saving Money on PC Deployment”: Michael A. Silver Gartner Dec 2005: G $303 Source: Gartner Dec 2005: G 15

16 7 Steps to Windows 7 1 2 3 4 5 6 7 Assess Environment Build Image
Inventory Asset Mgmt CMDB Build Image 2 Deployment Solution Prepare Applications 3 Wise Package Studio Assess – Inventory, Asset Management (procure new hardware), CMDB (determine cost centers of machines needing upgrade) Build Image – DS Prepare Apps – Wise Capture Personality – DS Assemble & Automate – Workflow Migrate – DS, Software Management, Patch Measure & Report – Inventory, ServiceDesk (issue resolution) Capture Personality 4 Deployment Solution Assemble & Automate 5 Workflow Migrate Systems 6 Deployment Solution Software Mgmt Patch Mgmt Measure & Report 7 Inventory ServiceDesk Altiris IT Management Suite – Sales Enablement

17 Windows 7 No Touch Migration
Customer Profile Background Planned OS upgrade and migration of 300,000 endpoints within 18 months Moving to corporate standard image Estimated $ migration cost per endpoint Estimated 5 migrations per technician per night Global Financial Institution 300,000+ endpoints 30+ hardware platforms 600+ applications 7 data centers Previous Products Ghost / Microsoft ImageX Previous Migration Rate 1,000 migrations in 12 months Results 200% greater efficiency while using less staff Migrated ~1,800 endpoints in a 24-hour period Required only 6 technicians per 400 migrations Process deployed the corporate SOE, then Line of Business software, then specialized “one off” applications

18 License Compliance & Software Management
Economic Downturn Often Drives Audits Vendor audit activity has increased more than 25% over the past two years. – Gartner Too Much Software, Too Much Waste 20 to 25 % of all software ends up as shelf ware. – Gartner Key Opportunities Software Inventory Contract Analysis Software Distribution Primary Competition LANDesk Asset Manager Smaller tools (ConfigureSoft) Why Symantec Integrated inventory and asset management 60,000 plus commercial software catalog Integration with packaging and endpoint virtualization $91,396 First quote based on Polling results from Gartner conferences in 2008. Top 3 Qualifying Questions Do you suspect you’re spending too much on software? Have you had a negative vendor software audit? Of your installed software, do you know what is actually used?

19 Licensing Harvesting at Whirlpool
Customer Profile Background Results World’s largest manufacturer and marketer of major home appliances. 214 locations in 44 countries 73,000 employees globally 31,000 Client Nodes 1,500 Server Nodes Needed better understanding of software environment Unstable software licensing costs Wanted increased negotiating power with software vendors to save money Uninstalled 6,441 unregistered software products Cost avoidance of over $2 million (US) Negotiated new Enterprise Agreement with vendor * This customer may not be publicly referenceable

20 Process Automation Gartner’s Predictions Key Opportunities
More than 60% of the IT operations process automation implementations will support provisioning and configuration management projects. Automation tools will evolve into IT management process automation applications, providing a foundation technology to support integrated IT service delivery suites. Key Opportunities Eliminate unnecessary IT labor Drag more product across Symantec Portfolio Use cases: employee on- boarding/termination, software request, patch Chief Competition Fractured market – big players on small players Why Symantec Base features in Symantec Management Platform Requires no coding Great services opportunity Top 3 Qualifying Questions How much time does your staff spend on manual repetitive processes? Can you automatically enforce processes that require audit trails? Would you like your IT staff to focus on strategic priorities vs. firefighting the same issues?

21 Drive Service Levels Costs
Service and Efficiency Cost per Transaction Automate human and system interactions; eliminate latency, errors and omissions Avoid calls or requests entirely Remote Management (Remote Services) Task Automation (Task Engine) Policy Enforcement (Policy Engine) Process Automation (Workflow Engine) Self Service (Service Catalog) Manual, Local Avoid desk side visits Perform multiple remote management tasks simultaneously Detect and remediate automatically, with no human involvement Single console push Security convergence Demand fulfillment Altiris IT Management Suite – Sales Enablement 21

22 Eliminating Unnecessary IT Labor
VPN Certificate Request Manual Effort Number of requests 334 requests in 2 months Estimated Helpdesk Time Spent 25.05 man weeks per year Before Automation User entered request via web site No error checking, no user verification Request forwarded to Helpdesk Worker opened ticket Found request number and logged into Certificate Server Approved or Denied request (blindly) Marked ticket completed Certificate ed to end-user with no security attached Average time to completion – 1.5 days Cost avoidance calculation: Travelport 1774 requests x 2 = 3548 (estimated requests per year) Multiplied by $24 per request (the mean cost of an -initiated help desk request according to the Help Desk Institute 2008 survey) Basic workflow capability is included with CMS. This enables customers to create and edit workflows that work within the confines of the suite (the database, the components and so on). Workflow Solution is an additional, for fee, product that enables customers to create and edit workflows that integrate with external systems such as AD, ERP systems, Help Desks, etc. Results Number of requests 1,774 requests in 6 months Estimated Helpdesk Time Spent 0 Hours Cost avoided $85k annually

23 Cross-sell Opportunities

24 Cross-Sell Opportunities
All Symantec products that work on the Symantec Management Platform are good cross-sells for IT Management Suite. Backup Exec System Recovery 2010 Symantec Endpoint Protection Mobile Edition 6 Symantec Mobile Management 7 Symantec Network Access Control Mobile Edition 6 Symantec Data Loss Prevention 10 Symantec Endpoint Encryption 7 Symantec Endpoint Protection 11 Altiris IT Management Suite – Sales Enablement

25 Competition

26 Competition Top Competitors Why ITMS? Differentiators Microsoft
Gartner & Forrester: ITMS is market leader in IT Lifecycle Management Microsoft System Center Config Mgr System Center Ops Mgr System Center Service Mgr (2010) LANDesk Enterprise Suite BMC, CA, HP, IBM Differentiators Integrated client, server, asset, service desk management built on Symantec Mgmt Platform Integrated process automation Integration with market-leading Symantec security solutions Award-winning solutions (Ghost, pcAnywhere, Altiris Client Management Suite) Symantec reputation and brand strength Altiris IT Management Suite – Sales Enablement

27 Licensing

28 Components of Altiris IT Management Suite 7.0
Included Not Included Client Management Suite 7.0 SP2 Mobile Management Server Management Suite 7.0 SP2 Recovery Solution – EOL Asset Management Suite 7.0 ServiceDesk 7.0 Wise Package Studio Suite 8.0 Symantec Endpoint Protection Integration Component 7.0 SP 1 Symantec Workflow 7.0 Altiris IT Management Suite – Sales Enablement

29 IT Management Suite 7.0 Component License Ratios
License Distribution Ratio Client Management Suite 7.0 1:1 Server Management Suite 7.0 1:1 (1 server to 50 clients assumed) Asset Management Suite 7.0 1:600 ServiceDesk 7.0 1:100 Wise Package Studio Suite 8.0 1:500 Symantec Workflow 7.0 1:1 (enterprise license) Notes Licenses are distributed according to the defined ratios Client and Server license will be distributed equally, but can only be applied up to the amount of IT Management Suite licenses purchased Altiris IT Management Suite – Sales Enablement

30 Altiris IT Management Suite 7
Altiris IT Management Suite 7.0 Licensing Example: 1,000 License Purchase Customer purchases 1,000 licenses of IT Management Suite 7.0 and receives the following: 1,000 client and server licenses Licenses can be applied to any mix of clients and servers up to 1,000 1 Asset Management Suite license 1 ServiceDesk core and 5 Analyst licenses (10 Analysts total) 2 Wise Package Studio Licenses Unlimited usage of Workflow Solution Altiris IT Management Suite – Sales Enablement

31 SKUs and Pricing

32 IT Management Suite SKU and MSRP
Description SKU MSRP License with Basic Maintenance 78201B $210.00 License with Essential Maintenance 78201E $220.00 Renewal with Basic Maintenance 78221B $20.34 Renewal with Essential Maintenance 78221E $26.13 Notes SKUs available in Altiris buying programs only Migration to Symantec buying programs expected in April 2010 Licensed per node IT Management Suite – Sales Enablement

33 Pricing Guidelines Minimum purchase of 200 licenses required
IT Management Suite should not be sold in place of Server Management Suite Server Management Suite is designed to only manage servers MSRP with basic maintenance is $411.00 IT Management Suite is designed for comprehensive IT management: clients, servers, IT assets, and IT services Pricing of IT Management Suite is modeled after a mix of clients and servers IT Management Suite – Sales Enablement

34 Entitlement

35 Current Altiris Total Management 6 Suite Customer
Customers with current maintenance on Total Management Suite 6 are eligible to a license for license entitlement of Altiris IT Management Suite 7.0. 1,000 licenses of Total Management Suite can be exchanged for 1,000 licenses of IT Management Suite 7.0 Altiris IT Management Suite – Sales Enablement

36 Resources and Next Steps

37 IT Management Suite Resources
SCORE Datasheet Customer-facing presentation Entitlement Presentation Links to individual product resources (CMS, SMS, Workflow, etc.) Windows 7 Migration microsite ( Altiris IT Management Suite – Sales Enablement

38 Identify opportunities
Next Steps 1 Identify opportunities 2 Engage with your Endpoint Management Sales Specialist For Symantec salesforce generalists North America Sales Support Center , option 1 38 38

39 Presenter’s Name Presenter’s Email Presenter’s Phone

40 Appendix

41 Symantec is Windows 7 Migrations
Symantec Has the Products and the Expertise Supports migrations from 2000/XP/Vista to Windows 7 Proven imaging technology Supports in-place migrations Completely automate the migration process Little or no scripting Scales to any size “Altiris Deployment Solution migrates a PC in minutes versus up to six hours with manual process. [Migrations] can be performed remotely [and- use a fraction of the IT resources.” – Financial institution 300 Million deployments migrations 10 years of experience Numerous awards and accolades Easy to Use Touch Free Automated Reliable Microsoft says you need a “clean” install if coming from 2000/XP 41

42 …Across Traditional Product Lines
Asset Management Suite ServiceDesk Software license management IT asset management ServiceDesk ITIL best practices Service Catalog Self Service (Service Catalog) Process Automation (Workflow Engine) Client Management Suite Server Management Suite Altiris IT Management Suite Configuration management Patch management Monitoring and alerting Remote control IT process automation Best practices IT Management Suite unites often disparate IT management processes into an integrated best-of-breed solution. Move from point product, one-to-one management to more robust solutions. Later maturity model with optimizing services. Policy Enforcement (Policy Engine) Task Automation (Task Engine) Deployment Solution System provisioning Task-based operations Simple one to one management Remote Management (Remote Services) Altiris IT Management Suite – Sales Enablement 42


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