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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.

Presented By:

Tim Willey

SVP, Commercial Strategy & Insights, Symantec

Publish Date: May 3, 2016

TSIA is well worth the investment. This is the one place where you can come and get a fusion of ideas that you can then marry up to the goals and objectives of your organization and boil that down into several actionable plans that you can implement over the next 6 months to a year.

Peg Rodarmel, SVP, Subscription Services, Infor

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