Conference Presentation

Service Revenue Generation Keynote: Moving to Security-as-a-Service: Lessons From Making the Transition at Symantec

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We are in the process of transitioning our business model to Security-as-a-Service, which we define as offering our customers the ability to buy and consume the best combination of technology (delivered as-a-service) with our professional and managed services – all billed together as a subscription and enabled on our secure Cloud platform. This is a multi-phase journey that includes moving our on-premise offerings to the cloud, enabling our sales and marketing engine to focus on Customer Success, and simplifying our processes and systems to support Subscription. This presentation will cover the lessons learned along the way, including the importance of sales comp and enablement, the need to rewrite your GTM strategy and simplify pricing, as well as cultural challenges in bringing together teams like IT and Engineering to work together differently in the new model. The focus will be on real-world transition problems, and how we’ve solved them at Symantec.

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Publish Date: May 3, 2016

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