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
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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