RETURN ON

INFORMATION
Retain for Value sales play

SALES PLAY KIT FOR VERITAS PARTNERS

Partner Force

Contents
Why do customers need Return on Information? Key resources to identify, qualify
and advance your opportunities
What does it mean to your customers?
How you can help Accelerate discovery : after discovery

Your opportunity in Information Governance Maximize your profitability

Technologies to accelerate your customers’ ROI What next?

Profiles you can target in partnership with Veritas Partners in success

Campaigns and Sales Plays: Campaign help and contacts

Demand to Acceleration
Further help and contacts
Sales play 1: Retain for Value
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Why do customers need Return on Information?

Uncovering the issues
The accelerating growth of unstructured data is threatening to undermine the very
purpose of the organizations that create it, according to the 2016 Data Genomics Index
THE DATABERG
Report.
To take a closer look at this issue, Veritas commissioned the Global Databerg
Report, one of the largest global independent research reports into enterprise data
management. Carried out by research firm Vanson Bourne, the Global Databerg survey 15%
looks at the attitudes and behaviors at the root of the challenge. BUSINESS CRITICAL DATA

The headline conclusion: on average, only 15% of globe organizations’ total data is
identifiable business critical data. The rest is either ROT or dark data. This could equate
48%
TAGGED OR
CLASSIFIED DATA 33%
to $3.3 trillion of avoidable storage management costs by 2020*. REDUNDANT, OBSOLETE
AND TRIVIAL, OR ROT DATA

Capturing Looking across

insights from key industries in

2,550 22 52%
DARK DATA, LURKING FAR
respondents countries BENEATH THE LINE OF SIGHT

These are real-world findings from one of the largest independent research
reports into organizational data management, covering 2,550 senior IT decision
makers in 22 countries, across the Americas, EMEA and Asia Pacific.

Read the Databerg Report

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What does it mean to your customers?

How you can help
Help your customers gain visibility, take action and assume control It’s happening right now where your
Using the Databerg insights, you can help your customers transform their customers are:
unstructured data challenges into an information management strategy. What
action do your customers need to take to manage the risk and avoid Germany
0% 50% 100%

spiraling costs? Canada

Australia
They need your help to illuminate Dark Data, lose the ROT which clogs their UK
organization and encourage their employees to proactively maintain and South Africa

manage the data which is vital to their operations. Italy

France
It’s simple, your customers and prospects face a big challenge. For you, it’s Spain

a big opportunity. So you want to be working with the best products and the Japan
China
best people. USA
Singapore
The value we can bring together Russia
Mexico

1 Help your customers GAIN VISIBILITY

Identify their Dark Data, expose the risks and extract the value from
UAE
Brazil
Netherlands
their information. Talk to your Partner Manager about the Dark
Denmark
Data Assessment. Sweden

2
Norway
Help them TAKE ACTION Switzerland
Make better business decisions to classify, retain or defensibly delete Israel

their ROT data. Key: Dark Data ROT data Clean data

3 Help them ASSUME CONTROL

Define a workable information governance strategy, sponsored at C-Level,
to encourage compliant user behavior and reduce risk.
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Your opportunity in Information Governance

This is your opportunity to solve real, significant and compelling problems which have attention within both IT and the business. No
wonder Gartner predicts a fast growing market opportunity in Information Governance. Here’s a summary of the Gartner predictions.

Data-Centric Audit
File Analysis Archiving eDiscovery
Protection & Control

Today: $144M Today: >$1B Today: $1.9B Today: $1.9B

2019: $361M 2019: TBD 2019: $2.9B 2019: $2.7B

By 2020, 20% of organizations By 2018, data-centric audit and By 2020, 50% of information By 2020, the adoption rate of
will utilize file analysis to protection products will replace governance initiatives will be purpose-built Enterprise Legal
provide visualizations of their disparate siloed data security enacted with policies based on Management solutions by
unstructured data environments, tools in 25% of large enterprises, metadata alone. enterprises will increase from
up from less than 2% today. up from less than 2% today. 20% to 50%.

Read on! This is your opportunity to:

• Open new doors with new offerings
• Create new opportunities to upsell your customer base
• Position your value added services and portfolio

* Source: http://www.gartner.com/document/3177017?ref=special-report&refVal=3179731
Partner Force

Technologies to accelerate
your customers’ ROI
Proven, market leading Information Governance technologies to underpin your customer propositions

Visibility Action Control

Expose Risk Execute Decisions Enforce Governance

Read what Gartner Information Governance

has to say on our
leadership in Enterprise
Information Archiving
View now
Partner Force
Read what Forrester
has to say in their
Wave report:

Find out more about View report now

our Information
Information Data Enterprise Enterprise eDiscovery
Governance technologies
Map Insight Vault Vault.cloud Platform
View now

Portfolio Integration | Universal Connectors | Decisions at Scale

Partner Force
Profiles you can target
in partnership with Veritas
Your customers are facing a critical challenge. Here’s what our joint value means to them:
Veritas delivers an
integrated approach for
controlling unstructured
data so organizations can
earn a positive ROI.
So you can:
Gain Visibility,
Take Action
& Assume Control
CDO
Veritas exposes the Veritas analyzes the worth
liability in your data to of your information to
predict an information ensure you protect the
crisis before it happens. jewels and destroy the junk.
So you can: So you can:
Protect your Accelerate
company’s reputation Business Agility
Exchange
CISO Admin
Veritas infuses your
data with intelligence to
accelerate investigations
and reduce human effort.
So you can:
Find the Smoking
Gun First
Legal &
Compliance
Partner Force

Campaigns and Sales Plays:

Demand to Acceleration

Marketing Campaign

Marketing Led
The ROI Partner Success Kit helps you
RETURN ON plan and execute:
INFORMATION • Demand Generation
• Lead Generation and Nurture
• Lead Conversion

RETURN ON Sales Program

INFORMATION

Sales Led
Retain for Value sales play This presentation sets out how to convert
leads from your marketing campaigns
RETAIN FOR
into sales:
VALUE
• Opportunity Qualification
• Showing Value
• Sales Acceleration
CAMPAIGN SUCCESS KIT FOR VERITAS PARTNERS

Sales Play: Retain for Value

Simple Retention Management
Partner Force

Sales play 1: Retain for Value

Empower customers to act to retain or delete information as necessary to
meet regulatory and business requirements, improve visibility and access to Enterprise Vault 12.0
archived data and enhance operational efficiency. Retention Promotion

Better control — A suite of new classification features enable greater control over the Retention license includes:
information your customer retains. Classification, Reclassification
Enhanced supervision and search — A continuously learning engine to help streamline and Gated Deletion
supervising archived content and improve end user productivity by enabling more Find out more here
seamless access to archived information.
Improved manageability — New high availability options for the Enterprise Vault archive,
new custom reporting and flexibility and scalability enhancements for SMTP archiving.
Upgrade to Veritas Enterprise Vault 12 customer microsite
Key assets to support your upgrade conversation:
• What’s new in Enterprise Vault 12
• Enterprise Vault 12 Technical Customer Presentation
• Enterprise Vault 12 Licensing Guide
• Enterprise Vault 12 Pricing FAQ
All available on the PartnerNet Enterprise Vault product page
and the Enterprise Vault.cloud product page
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Key resources to identify, qualify and

advance your opportunities

01 Understand 02 Qualify 03 Position Solution 04 Demonstrate Value

your Customer

Data Genomics Data Privacy Report Information Governance Case study: Clarke
Report Solutions Power Services
Video Information
Databerg Report Governance Delivering Case study: VHB
Next-Generation
Databerg Infographic IDC Whitepaper: Visibility Case study: CDCR
Archiving
Solution Overview:
Return on
Archiving
Information Video First meeting
presentation Data Sheet: Archiving
& eDiscovery
Partner Force

Accelerate discovery:
Dark Data Assessment
Solving real problems for your customers From Gartner’s recent paper on
Once you’ve started customer conversations, an assessment can help to “Curbing Unstructured Data Glut.”
further establish credibility, build relations and open the door to helping your
customers to solve their bigger challenges. Cost Focused Risk Focused
Available to Certified Veritas Partners, The Dark Data Assessment tool
can help your customers understand their unstructured data challenge and Optimize storage Identify your liability
prioritize their actions. It enables them to optimize their storage, reduce costs
and identify potential risks.

Anticipated outcomes:
30% Redundant Data
• You will accelerate the process of your customer investing in technology to
realize the potential benefits and mitigate the risks identified. 50% Dark Data

• The insights from the assessment may lead to a broader or more detailed
Mission Critical Data
assessment requirement, and/or to an advisory consulting engagement.
20%
To gain access to the Dark Data Assessment, please discuss your
opportunity with your Partner Manager to find out more.
Gartner June 2015
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Maximize your profitability

Opportunity Registration Program
This program provides rebates to you for actively identifying,
developing and closing incremental sales opportunities on
qualifying products.

The opportunity must also be one of the following:

• A new end-user customer account
• A sales opportunity for new products within an
existing customer account
• A new project for an existing customer

Growth Accelerator Rebate

As a qualifying partner, you can earn growth rebates by reaching
and exceeding revenue targets for Veritas defined eligible new
business in your Expert competency arena(s).

Find out more (login required)

Limited time promotion on Enterprise Vault™ 12 retention license purchases!

Log in to PartnerNet and see details here
Partner Force
What next?
Work with your Partner Manager to...
Plan
1. Identify target customers
• f rom your demand generation
activites
• from your customer base
2. Hold initial discovery
conversations
3. Uncover and qualify your
oppurtunities
Enable
1. Use sales program resources
and assets
2. Agree milestones and metrics
• Log your opportunities in ORR
3. Execute your sales program
Measure
1. Engage Veritas and/or
distributor to co-sell
2. Track your ORR progress
through the sales cycle
3. Close your incremental business
with Veritas!
Partner Force
Partners in success
At Veritas we are committed to helping our valued partners make the most of every opportunity, selling leading
technologies that will help your customers to combat data growth and realize the full value in their information.
Veritas Partner Force
To make it easier and more rewarding than ever
before to work with us we are constantly evolving
our partner program. Find out information on the
program and what’s coming next.
Visit the page
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Your one-stop portal for all the information
about partnering with Veritas. See the Sales
and Marketing tab for resources such as the
Market Opportunity Guide and the Sales and
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Log in to PartnerNet
Veritas Partner Enablement
To help you build skills, knowledge and
competencies, access Partner Enablement
on PartnerNet.
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Veritas Partner News
Get the knowledge to sell confidently with the
latest news and thought leadership articles direct
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Look out for the Veritas Voice newsletter, with in
depth features and the key articles for where you
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Subscribe today and stay current by opting-in
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Veritas Sales and Partner Playbook
A mobile-friendly enablement tool which provides
our sales teams and our partners with anywhere
and anytime access to the information they
need to have effective conversations and sell to
different customer personas.
Download now
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Our distributors will help engage, on-board and
support you as you take on the great opportunities
to sell Information Management.
Visit the page
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Visit now
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Bookmark our dedicated Partner Force
Campaigns page for the latest information
from Veritas.
Visit the page
Partner Force

Campaign help and contacts

Help with the Grid Any other questions?

If you need some help planning, launching and following up For other information or assistance, please contact your
campaigns, including web content syndication and social Partner Manager or email:
syndication, our Grid Marketing Advisors can provide free-of-charge
professional marketing services simply email: Americas:

Veritas@elasticgrid.com AMSChannelComms@veritas.com

For technical support, email: Europe, Middle East and Africa (EMEA):
Enquiries@elasticgrid.com EMEA.ChannelMarketing@veritas.com

or call Asia Pacific and Japan (APJ):

EMEA: +40 3100 051 641 APJ.ChannelMarketing@veritas.com
APJ: +61 2 8396 5700
Latin America and Caribbean (LAMC):
AMERICAS: LAMC.ChannelComms@veritas.com
North America: +1 801-416-0801

LATIN AMERICA:
Brazil: +55 (11) 3527-1940
Mexico: + (52) 55 6717-2934
Other: + (1) 305-671-2312
Partner Force

Further help and contacts

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We’re here to assist you with pre- or post-sales queries on any partnering with Veritas.
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