Monday, July 28th
This is Our "Phenomenal Opportunity"
The Americas Sales Conference 2003, "Operation Revenue Growth," began in Orlando yesterday, with its focus symbolized by the silver Porsche Carrera convertible parked prominently outside the Royal Pacific Hotel conference rooms. Each time a sales rep successfully migrates a Legato customer to VERITAS, he or she earns a chance to win a free two-year lease on the car.
Featuring three separate tracks aimed at Managers, Sales Executives, and SEs, the conference is portrayed as a "field mobilization" designed to focus efforts on building revenue growth in the second half of 2003. The theme of Day 1 was "Reconnaissance."
Joe Julian, head of Americas Field Sales, kicked off the Managers' session by thanking everyone for a great second quarter. Following him was Mike Coney, VP U.S. Sales Operations, who reinforced the need to target customers' key performance indicators.
Gartner analyst Ray Paquet detailed his view of the industry, noting that Gartner client inquiries are rising, which is usually a six- to nine-month foreshadowing of a return to rising buying cycles. In other words, Q403 and Q104 should see rising revenues. Paquet outlined important industry trends such as regulatory/legal agencies dictating storage retention policies; networked storage; and server, storage, and industry consolidation.
VERITAS Chairman, President, and CEO Gary Bloom noted in a Q&A with Managers that VERITAS "will be a consolidator, not a consolidatee" as the number of software companies begins to converge. He noted his "contrarian" view of Utility Computing. Instead of presenting a hardware-centric offering, VERITAS is providing companies with the building blocks that enable a heterogeneous software solution. This, says Bloom, "presents a phenomenal opportunity for us."
For Sales Executives and SEs, the day was spent in intensive drills on VERITAS products and competitive offerings.
The conference continues this week with "Boot Camp" on Day 2 and "Behind Enemy Lines" on Day 3.
Tuesday, July 29th
Protecting and Growing Our Leadership Position
Yesterday was "Bootcamp," as "Operation Revenue Growth," the Americas Sales Conference 2003, continued in Orlando. From morning reveille to the afternoon session on Combat Experiences, the day was packed with training designed to help the VERITAS Sales organization protect and grow the company's industry leadership position.
A focal point of the day's activities was the "Allies Panel," featuring CIOs from Arsenal Digital Solutions, the State of North Carolina IT Services, and VISA, who each discussed their preference for a partnering vs. vendor relationship with VERITAS.
VERITAS is now being aggressively pursued by its competitors because of its leadership position, noted Joe Julian, head of Americas field sales. Both he and VERITAS Chairman, President, and CEO Gary Bloom thanked the assembled sales reps for helping deliver "phenomenal" Q2 results.
The entire company is now aligned behind a growth strategy and holds a leadership position in every market segment in which VERITAS competes, explained Commander in Chief Bloom, who outlined his view of Utility Computing.
Likening the concept to turning on your faucet and expecting to receive water, Bloom said that IT services "should be just like any other service utility," with availability, performance, a shared infrastructure and low cost. No one company can provide Utility Computing, but VERITAS can provide the building blocks to enable Utility Computing in a heterogeneous world.
As head of Product Operations, Executive Vice President Mark Bregman provided the troops with his "VERITAS Arsenal Debrief," an overview of the company's product strategy. Creating integration between various products to foster "synergistic functionality" is a top priority.
EVP and CFO Ed Gillis led the audience through the company's recent financial results, and explained the relationship between financial performance and stock market valuations.
Former Precise CEO Shimon Alon gave a spirited presentation on how the Precise Application Performance Management (VERITAS i3) and Storage Resource Management (VERITAS StorageCentral) products could help VERITAS customers and lead to increased sales from every account. The Drill Sergeant was so impressed by Alon's presentation that he came out, dropped to the floor, and gave 20 push-ups in homage.
The day ended with Sales Executives, Sales Managers, and SEs gathering in sales training exercises before enjoying a night out at the Universal Studios CityWalk for dinner. The conference continues into Day 3 tomorrow with "Behind Enemy Lines."
Going Behind Enemy Lines
The VERITAS Americas Sales organization was taken "Behind Enemy Lines" yesterday during Day 3 of "Operation Revenue Growth," the Americas Sales Conference 2003 being held in Orlando. The day's training featured "Know the Enemy Briefings" on EMC/Legato, CommVault, and Computer Associates as well as "War Games" training exercises on Clustering, Replication, Data Protection, SAN Management, and Performance.
The day began with "Enter the Matrix"-Chief Marketing Officer Jeremy Burton's reprise of his VERITAS VISION 2003 presentation on storage automation. Using "The Matrix" movie series' themes to spoof the competition, the interactive presentation provided a thorough overview of forthcoming VERITAS SANPoint Control features.
The "Winning with AIX" session, led by Matt Vitale, VP Eastern Field Sales; and Steve Dvorak, a senior account rep based in Phoenix, provided an overview of the AIX market opportunity for VERITAS and tips on how to work with IBM and IBM Global services to win sales.
Special Agent Matt Fairbanks conducted a well-received "Know the Enemy" briefing series in which the senior manager of Competitive Marketing led the assembled troops through behind-the-scenes looks at the vulnerabilities of Legato, EMC, and CommVault.
Fairbanks's session included "freeing " an EMC sales rep "prisoner of war" by "opening" him to "the truth" and allowing him to become a VERITAS sales rep. The audience also learned a hilarious military marching song about beating EMC.
Drill Sergeant Tyrone Franklin reminded the sales troops that they needed to "up-sell, side-sell, cross-sell, and super-sell" to help keep VERITAS a market leader and beat the competition.
The afternoon sessions consisted of War Games training exercises in which groups of sales reps studied various maneuvers they can rely on when they're on the front lines during various sales situations.
At the same times, VERITAS SEs were just a few blocks away, learning Solution Selling, competitive selling information, and in-depth product training.
The Americas Sales Conference will wrap up this week with "Special Forces" on its final day. This will feature Chief Marketing Officer Jeremy Burton discussing "Marketing Reinforcements;" Lindsey Armstrong, head of EMEA Field sales, talking about "Sales Special Tactics;" and Al Crews of Field sales instructing the troops on "Special Forces Services."