partner success computer media technologies, inc. (cmt)
TRANSCRIPT
computer Media technologies, Inc. (cMt) Selling Smarter Data
Solutions and Services with Help from Symantec
Computer Media Technologies, Inc. (CMT), a Symantec Platinum Partner, provides customers with Symantec solutions for email archiving, data center management, data protection, and data loss prevention. Since 2005, CMT has been successfully selling and deploying Symantec solutions to more than 340 customers in the western United States. In 2008, CMT was named Symantec Partner of the Year, and was recognized as Symantec Services Partner of the Year in 2007. With offices in Santa Clara and Orange County, California, as well as Seattle and Phoenix, CMT serves the enterprise data management, data pro- tection, and security management needs of customers throughout the greater Western territory.
Giving customers a competitive advantage
Change happens. Small companies don’t always stay small, and business challenges and priorities shift over time. Successful IT consultants are able to grow and adapt to their customers’ changing needs.
Computer Media Technologies, Inc. (CMT) has helped clients architect and integrate best-of-breed data management and protection technologies for more than 25 years. The California-based com- pany’s strong emphasis on professional services combined with a technically articulate sales staff has earned it a good deal of repeat business.
“Some of our biggest customers 10 years ago are still our biggest customers today,” says Vince Zappula, director of sales at CMT. “They’ve grown with CMT and they are buying different products than they were buying 10 years ago. They stay loyal because we’re focused on improving their efficiency, lowering IT costs, and giving them a competitive advantage.”
CMT serves the enterprise data management, data protection, and security management needs of customers throughout the greater Western territory. In these practice areas, the company chooses to partner with Symantec for software solutions and professional services expertise. Symantec’s strategic technology acquisitions and new product releases are helping to differentiate CMT from its competitors, and by taking the lead on delivering Symantec Consulting Services, CMT is able to drive more professional services revenue.
Partner PrOFILe
Website: www.gocmt.com
Serves company Size: Large- Enterprise, Enterprise, Mid-market, Healthcare, and Public Sector
Status: Symantec Platinum and Symantec Consulting Partner
Symantec Solution Focus: Archiving, Data Loss Prevention, Data Protection, Endpoint Management
“Symantec has been
a dynamite partner
from the standpoint
of bringing me
expanding a consulting practice
To drive more professional services revenue into its already thriving Symantec business, CMT recently created a dedicated Symantec Consulting Services Practice. The company is adding a significant number of consultants and technical staff to supplement its already strong services bench, which will be respon- sible for delivering consulting services that help customers minimize IT risk and maximize IT performance with Symantec solutions.
The addition of a consulting services practice is a natural evolution of CMT’s relationship with Symantec, says Kurt Klein, president and CEO of CMT. “Symantec plays a key role in three of our four key practice areas,” he says. “Our mission is to be a trusted advisor to each and every client we serve, and our dedication to becoming experts in Symantec solutions and services has helped us differ- entiate ourselves and gain a competitive edge.”
To successfully position partners to provide Symantec Consulting Services, Symantec will significantly enhance its channel enablement programs to include additional access to in- tellectual property, services enablement re- sources, and expanded training programs. The transition to a partner-led consulting services delivery model will benefit both CMT and its customers.
“We’ve always been very good at presales architecture and delivery of Symantec solu- tions, and being a part of Symantec’s transi- tion to a partner-led consulting services de- livery model will help make us bigger, better, and stronger,” says Victor Villegas, VP of business development and partner alliances at CMT. “Now we can offer our customers one point of contact from start to finish, includ- ing consulting services.”
cMt SOLutIOn SuMMarY
Altiris™ Service & Asset Management Suite from Symantec
Symantec Backup Exec™
Symantec Brightmail™ Gateway
Symantec™ Protection Suite Small Business Edition
Symantec™ Security Information Manager
technical accreditations
STS Symantec Backup Exec 11d for Windows Servers (2 held)
STS Symantec Backup Exec System Recovery 8.5 (3 held)
STS Symantec Control Compliance Suite 8 (1 held)
STS Symantec Data Loss Prevention 9.0 (2 held)
STS Symantec Endpoint Protection 11 (4 held)
STS Symantec Enterprise Vault 2007 (1 held)
STS Symantec Enterprise Vault 8.0 for Exchange (2 held)
STS Symantec Mail Security 8300 Series (1 held)
STS Symantec Management Platform 7.0 with Notification Server (3 held)
STS Symantec Network Access Control 11 (3 held)
STS Veritas Cluster Server 5 for UNIX (3 held)
STS Veritas NetBackup 6 for UNIX (2 held)
STS Veritas NetBackup 6.5 for Unix (3 held)
STS Veritas NetBackup 6.5 for Windows (1 held)
STS Veritas NetBackup PureDisk 6 Remote Office Edition (2 held)
STS Veritas NetBackup PureDisk 6.5 (4 held)
STS Veritas Storage Foundation 5 for UNIX (5 held)
authorizations
Enterprise Vault Authorized Partner
Sales awards
Awarded Symantec Rookie of the Year in 2007 and Symantec Partner of the Year in 2008
For more information on Computer Media Technologies (CMT) and other success stories, please go to www.symantec.com/ customersuccess
c-level respect from enterprise clients
Part of the value of being a Symantec partner for CMT is driven by Symantec’s strategic acquisitions and product roadmap, says Klein.
“When we make a commitment to a partner such as Symantec and build a professional services and sales organization around their products, I don’t want to have to move away to some other company to acquire the latest technology,” he says. “Symantec is doing that for me. The products that Symantec has been acquiring over the past few years have been spot-on. I use the word ‘sticky.’ I can walk into a large enterprise customer, get the meeting at the C level, and sell the product.”
CMT does not sell products that are com- petitive to Symantec, Villegas notes. “Our investment in Symantec and depth of focus is what differentiates us,” he says. “We believe we can be better at what we do if we concentrate on one product line, and we apply that philosophy to all of our practice areas. Some resellers have a very heavy line card, and risk putting themselves in the posi- tion of being commodity pushers as opposed to adding real value.”
Driving new sales with Symantec™ Data Loss Prevention
One recent product acquisition that has resonated especially well with CMT’s custom- ers is Vontu™, now called Symantec™ Data Loss Prevention.
“We can provide our customers with a tool that shows them where and how their intel- lectual property is going in and out,” says Klein. “That’s incredibly useful. Symantec Data Loss Prevention is definitely helping us to expand into other areas with customers and have conversations about additional in- frastructure products, because we get to know their infrastructure better. Judging by the seminars that we’ve been running in conjunction with Symantec, DLP seems to be a hot topic. We’re filling the seats, and that’s exciting.”
Adds Zappula: “Symantec Data Loss Preven- tion is the only DLP product we’ve seen that can cover all of our customers’ requirements, so we’ve committed to it. There’s a methodol- ogy that our typical services team goes through with the customer so that they imple- ment the product in phases. They learn how their employees are using the data and what steps need to be taken so that the company can secure the data and remain or become compliant.”
Helping customers stop buying storage
CMT participated in Symantec’s early adopt- er program for Symantec NetBackup™ 7, which unites critical data protection capa- bilities such as deduplication, advanced vir- tual machine backup, snapshots, continuous data protection (CDP), and replication—all through a single console. This unique inte- gration gives customers far greater control of their information infrastructure, which trans- lates into reduced total cost of ownership in terms of improved storage efficiency, greater infrastructure utilization, and faster recovery times.
“The financial crisis of 2008 and 2009 hit us hard just like everybody else, and we deter- mined that it was necessary to find products that help our customers do more with less,” says Klein. “NetBackup 7 is helping our cus- tomers to stop buying storage, reduce head- count, and optimize their environment in many ways. And we see the product differen- tiating us from competitors like CommVault or some of the EMC offerings. Our customers are clamoring for this technology.”
Because NetBackup deduplication is soft- ware-based, ease of management will be a major selling point for CMT. “Cost of manage- ment is a big concern for our customers, and by giving them the ability to manage a soft- ware tool instead of another piece of hard- ware in their data center, we’re really simpli- fying their day-to-day activities,” says Klein.
Partner SucceSS cOMPuter MeDIa tecHnOLOGIeS, Inc. (cMt)
“We’ve always been very good at
presales architecture and delivery
a part of Symantec’s transition to
a partner-led consulting services
bigger, better, and stronger.”
Alliances
CMT
Copyright © 2010 Symantec Corporation. All rights reserved. Symantec, the Symantec logo, Altiris, Backup Exec, Brightmail, Enterprise Security Manager, Enterprise Vault, NetBackup, PureDisk, Storage Founda- tion, Veritas, and Vontu are all trademarks or registered trademarks of Symantec Corporation or its affiliates in the United States and other countries. Other names may be trademarks of their respective owners. Symantec document #: 20985243
Partner SucceSS cOMPuter MeDIa tecHnOLOGIeS, Inc. (cMt)
“Our mission is to be a trusted advisor
to each and every client we serve, and
our dedication to becoming experts
in Symantec solutions and services
has helped us differentiate ourselves
and gain a competitive edge.”
Kurt Klein
CMT
To make upgrading as easy as possible—and open up opportunities for additional busi- ness—CMT is offering a discounted upgrade path for customers interested in NetBackup 7, which includes a health check of the cus- tomer’s environment.
“For us to be able to walk in with a new, re- vised product like NetBackup 7 and talk about deduplication, talk about data protec- tion as it relates to virtualization, and mini- mizing the need for storage purchases—it’s just a very relevant offering right now,” says Klein. “We’re excited, because it’s re-opening doors at existing customers and gaining us some new customers as well.”
a new angle on archiving
The product that launched CMT’s partner- ship with Symantec still accounts for a sig- nificant percentage of CMT’s sales, as cus- tomers using Symantec Enterprise Vault™ for email archiving begin exploring additional functionality such as Enterprise Vault File System Archiving.
“We actually began our relationship with Symantec via acquisition, because we were a KVS partner prior to the Enterprise Vault functionality being acquired by Symantec,” Klein explains. “It got to the point where we felt some saturation in our territory with customers that were rushing to handle PST files and get a handle on email archiving. So I think we left a lot on the table from a file system archiving standpoint and from an e- discovery standpoint. Now we’re concentrat- ing on showing customers how to use the Enterprise Vault platform to flow into other areas of their business.”
enhancing productivity with automation
CMT has also recently begun reselling Altiris™ Client Management Suite and Altiris™ Service & Asset Management Suite from Symantec— to help customers gain more visibility into, and control over, their infrastructure.
“So many of our customers have tasks that they do on a regular basis that could be automated,” says Zappula. “Suddenly they don’t need an IT person opening a ticket and emailing somebody and letting them know they’re taking care of it. All that can be auto- mated with Altiris products to lower custom- ers’ operational costs, and allow their IT employees to be more proactive instead of reactive.”
“a dynamite partner”
Klein looks forward to continuing to build client relationships and furthering his com- pany’s goal of selling smarter data solutions with help from Symantec.
Computer Media Technologies, Inc. (CMT), a Symantec Platinum Partner, provides customers with Symantec solutions for email archiving, data center management, data protection, and data loss prevention. Since 2005, CMT has been successfully selling and deploying Symantec solutions to more than 340 customers in the western United States. In 2008, CMT was named Symantec Partner of the Year, and was recognized as Symantec Services Partner of the Year in 2007. With offices in Santa Clara and Orange County, California, as well as Seattle and Phoenix, CMT serves the enterprise data management, data pro- tection, and security management needs of customers throughout the greater Western territory.
Giving customers a competitive advantage
Change happens. Small companies don’t always stay small, and business challenges and priorities shift over time. Successful IT consultants are able to grow and adapt to their customers’ changing needs.
Computer Media Technologies, Inc. (CMT) has helped clients architect and integrate best-of-breed data management and protection technologies for more than 25 years. The California-based com- pany’s strong emphasis on professional services combined with a technically articulate sales staff has earned it a good deal of repeat business.
“Some of our biggest customers 10 years ago are still our biggest customers today,” says Vince Zappula, director of sales at CMT. “They’ve grown with CMT and they are buying different products than they were buying 10 years ago. They stay loyal because we’re focused on improving their efficiency, lowering IT costs, and giving them a competitive advantage.”
CMT serves the enterprise data management, data protection, and security management needs of customers throughout the greater Western territory. In these practice areas, the company chooses to partner with Symantec for software solutions and professional services expertise. Symantec’s strategic technology acquisitions and new product releases are helping to differentiate CMT from its competitors, and by taking the lead on delivering Symantec Consulting Services, CMT is able to drive more professional services revenue.
Partner PrOFILe
Website: www.gocmt.com
Serves company Size: Large- Enterprise, Enterprise, Mid-market, Healthcare, and Public Sector
Status: Symantec Platinum and Symantec Consulting Partner
Symantec Solution Focus: Archiving, Data Loss Prevention, Data Protection, Endpoint Management
“Symantec has been
a dynamite partner
from the standpoint
of bringing me
expanding a consulting practice
To drive more professional services revenue into its already thriving Symantec business, CMT recently created a dedicated Symantec Consulting Services Practice. The company is adding a significant number of consultants and technical staff to supplement its already strong services bench, which will be respon- sible for delivering consulting services that help customers minimize IT risk and maximize IT performance with Symantec solutions.
The addition of a consulting services practice is a natural evolution of CMT’s relationship with Symantec, says Kurt Klein, president and CEO of CMT. “Symantec plays a key role in three of our four key practice areas,” he says. “Our mission is to be a trusted advisor to each and every client we serve, and our dedication to becoming experts in Symantec solutions and services has helped us differ- entiate ourselves and gain a competitive edge.”
To successfully position partners to provide Symantec Consulting Services, Symantec will significantly enhance its channel enablement programs to include additional access to in- tellectual property, services enablement re- sources, and expanded training programs. The transition to a partner-led consulting services delivery model will benefit both CMT and its customers.
“We’ve always been very good at presales architecture and delivery of Symantec solu- tions, and being a part of Symantec’s transi- tion to a partner-led consulting services de- livery model will help make us bigger, better, and stronger,” says Victor Villegas, VP of business development and partner alliances at CMT. “Now we can offer our customers one point of contact from start to finish, includ- ing consulting services.”
cMt SOLutIOn SuMMarY
Altiris™ Service & Asset Management Suite from Symantec
Symantec Backup Exec™
Symantec Brightmail™ Gateway
Symantec™ Protection Suite Small Business Edition
Symantec™ Security Information Manager
technical accreditations
STS Symantec Backup Exec 11d for Windows Servers (2 held)
STS Symantec Backup Exec System Recovery 8.5 (3 held)
STS Symantec Control Compliance Suite 8 (1 held)
STS Symantec Data Loss Prevention 9.0 (2 held)
STS Symantec Endpoint Protection 11 (4 held)
STS Symantec Enterprise Vault 2007 (1 held)
STS Symantec Enterprise Vault 8.0 for Exchange (2 held)
STS Symantec Mail Security 8300 Series (1 held)
STS Symantec Management Platform 7.0 with Notification Server (3 held)
STS Symantec Network Access Control 11 (3 held)
STS Veritas Cluster Server 5 for UNIX (3 held)
STS Veritas NetBackup 6 for UNIX (2 held)
STS Veritas NetBackup 6.5 for Unix (3 held)
STS Veritas NetBackup 6.5 for Windows (1 held)
STS Veritas NetBackup PureDisk 6 Remote Office Edition (2 held)
STS Veritas NetBackup PureDisk 6.5 (4 held)
STS Veritas Storage Foundation 5 for UNIX (5 held)
authorizations
Enterprise Vault Authorized Partner
Sales awards
Awarded Symantec Rookie of the Year in 2007 and Symantec Partner of the Year in 2008
For more information on Computer Media Technologies (CMT) and other success stories, please go to www.symantec.com/ customersuccess
c-level respect from enterprise clients
Part of the value of being a Symantec partner for CMT is driven by Symantec’s strategic acquisitions and product roadmap, says Klein.
“When we make a commitment to a partner such as Symantec and build a professional services and sales organization around their products, I don’t want to have to move away to some other company to acquire the latest technology,” he says. “Symantec is doing that for me. The products that Symantec has been acquiring over the past few years have been spot-on. I use the word ‘sticky.’ I can walk into a large enterprise customer, get the meeting at the C level, and sell the product.”
CMT does not sell products that are com- petitive to Symantec, Villegas notes. “Our investment in Symantec and depth of focus is what differentiates us,” he says. “We believe we can be better at what we do if we concentrate on one product line, and we apply that philosophy to all of our practice areas. Some resellers have a very heavy line card, and risk putting themselves in the posi- tion of being commodity pushers as opposed to adding real value.”
Driving new sales with Symantec™ Data Loss Prevention
One recent product acquisition that has resonated especially well with CMT’s custom- ers is Vontu™, now called Symantec™ Data Loss Prevention.
“We can provide our customers with a tool that shows them where and how their intel- lectual property is going in and out,” says Klein. “That’s incredibly useful. Symantec Data Loss Prevention is definitely helping us to expand into other areas with customers and have conversations about additional in- frastructure products, because we get to know their infrastructure better. Judging by the seminars that we’ve been running in conjunction with Symantec, DLP seems to be a hot topic. We’re filling the seats, and that’s exciting.”
Adds Zappula: “Symantec Data Loss Preven- tion is the only DLP product we’ve seen that can cover all of our customers’ requirements, so we’ve committed to it. There’s a methodol- ogy that our typical services team goes through with the customer so that they imple- ment the product in phases. They learn how their employees are using the data and what steps need to be taken so that the company can secure the data and remain or become compliant.”
Helping customers stop buying storage
CMT participated in Symantec’s early adopt- er program for Symantec NetBackup™ 7, which unites critical data protection capa- bilities such as deduplication, advanced vir- tual machine backup, snapshots, continuous data protection (CDP), and replication—all through a single console. This unique inte- gration gives customers far greater control of their information infrastructure, which trans- lates into reduced total cost of ownership in terms of improved storage efficiency, greater infrastructure utilization, and faster recovery times.
“The financial crisis of 2008 and 2009 hit us hard just like everybody else, and we deter- mined that it was necessary to find products that help our customers do more with less,” says Klein. “NetBackup 7 is helping our cus- tomers to stop buying storage, reduce head- count, and optimize their environment in many ways. And we see the product differen- tiating us from competitors like CommVault or some of the EMC offerings. Our customers are clamoring for this technology.”
Because NetBackup deduplication is soft- ware-based, ease of management will be a major selling point for CMT. “Cost of manage- ment is a big concern for our customers, and by giving them the ability to manage a soft- ware tool instead of another piece of hard- ware in their data center, we’re really simpli- fying their day-to-day activities,” says Klein.
Partner SucceSS cOMPuter MeDIa tecHnOLOGIeS, Inc. (cMt)
“We’ve always been very good at
presales architecture and delivery
a part of Symantec’s transition to
a partner-led consulting services
bigger, better, and stronger.”
Alliances
CMT
Copyright © 2010 Symantec Corporation. All rights reserved. Symantec, the Symantec logo, Altiris, Backup Exec, Brightmail, Enterprise Security Manager, Enterprise Vault, NetBackup, PureDisk, Storage Founda- tion, Veritas, and Vontu are all trademarks or registered trademarks of Symantec Corporation or its affiliates in the United States and other countries. Other names may be trademarks of their respective owners. Symantec document #: 20985243
Partner SucceSS cOMPuter MeDIa tecHnOLOGIeS, Inc. (cMt)
“Our mission is to be a trusted advisor
to each and every client we serve, and
our dedication to becoming experts
in Symantec solutions and services
has helped us differentiate ourselves
and gain a competitive edge.”
Kurt Klein
CMT
To make upgrading as easy as possible—and open up opportunities for additional busi- ness—CMT is offering a discounted upgrade path for customers interested in NetBackup 7, which includes a health check of the cus- tomer’s environment.
“For us to be able to walk in with a new, re- vised product like NetBackup 7 and talk about deduplication, talk about data protec- tion as it relates to virtualization, and mini- mizing the need for storage purchases—it’s just a very relevant offering right now,” says Klein. “We’re excited, because it’s re-opening doors at existing customers and gaining us some new customers as well.”
a new angle on archiving
The product that launched CMT’s partner- ship with Symantec still accounts for a sig- nificant percentage of CMT’s sales, as cus- tomers using Symantec Enterprise Vault™ for email archiving begin exploring additional functionality such as Enterprise Vault File System Archiving.
“We actually began our relationship with Symantec via acquisition, because we were a KVS partner prior to the Enterprise Vault functionality being acquired by Symantec,” Klein explains. “It got to the point where we felt some saturation in our territory with customers that were rushing to handle PST files and get a handle on email archiving. So I think we left a lot on the table from a file system archiving standpoint and from an e- discovery standpoint. Now we’re concentrat- ing on showing customers how to use the Enterprise Vault platform to flow into other areas of their business.”
enhancing productivity with automation
CMT has also recently begun reselling Altiris™ Client Management Suite and Altiris™ Service & Asset Management Suite from Symantec— to help customers gain more visibility into, and control over, their infrastructure.
“So many of our customers have tasks that they do on a regular basis that could be automated,” says Zappula. “Suddenly they don’t need an IT person opening a ticket and emailing somebody and letting them know they’re taking care of it. All that can be auto- mated with Altiris products to lower custom- ers’ operational costs, and allow their IT employees to be more proactive instead of reactive.”
“a dynamite partner”
Klein looks forward to continuing to build client relationships and furthering his com- pany’s goal of selling smarter data solutions with help from Symantec.