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1© Copyright 2011 EMC Corporation. All rights reserved.
EMC Channel Today
Raif Abou Diab
Distribution Manager – Saudi Arabia
EMC Corporation
2© Copyright 2011 EMC Corporation. All rights reserved.
To Lead Customers On Their Journey To
Cloud Computing And Transforming IT . . .
EMC’s Mission…
By Enabling Them To Store, Manage Protect
And Analyze Their Information Assets In A
More Agile, Trusted And Cost-efficient Way.
3© Copyright 2011 EMC Corporation. All rights reserved.
EMC Values
• Focus and Channel Growth
• New simplified Partnering Program
• Financially strong
• Strong acquisition path
• Number one market share position in many segments
• Complete portfolio to help your customers to start their
Virtualization Journey
• Expert in storage, software and services
4© Copyright 2011 EMC Corporation. All rights reserved.
EMEA Channel Vision
By becoming the number 1
channel company, EMC will attract
& develop the best Partners and
Employees, supporting our goal as
the undisputed leader in enabling
Cloud Computing
4
5© Copyright 2011 EMC Corporation. All rights reserved.
Velocity Partner Program: Three Keys to Your Success
OPPORTUNITY
DIFFERENTIATION
PROFITABILITY
6© Copyright 2011 EMC Corporation. All rights reserved.
Key to Success: Opportunity
• By joining forces with EMC, partners
uncover unlimited opportunities to: – Increase revenue
– Penetrate new markets
– Win business with EMC’s world-class
portfolio of products and services
7© Copyright 2011 EMC Corporation. All rights reserved.
Growing by a
factor of 44
2020: 35.2
Zettabytes
2009:
0.8
Zettabytes
The Digital Universe 2009 to 2020Data storage needs are growing fast
Equivalent to a stack of DVDs in 2009 reaching to the
moon and back, now reaching halfway to Mars by 2020
8© Copyright 2011 EMC Corporation. All rights reserved.
Products to Address the Growth of the Digital Universe
SCALABLE FAMILY OF NETWORKED STORAGE SYSTEMS
INTEGRATED DATA MANAGEMENT SOLUTIONS
DATA PROTECTION AND RETENTION SOLUTIONSRSA DLP | Encryption | Avamar | Data Domain | RecoverPoint | SRDF
Ionix | SourceOne | Insight | SCM | Unified Infrastructure | Capacity IQ | VMware SRM | TimeFinder | Oracle | DiskXtender
vSphere | Vblock | VCB with Avamar | Captiva | VMAX | SAN Virtualization | FAST
INFRASTRUCTURE SOLUTIONS FOR VIRTUALIZED ENVIRONMENTS
Iomega | VNX | Celerra | CLARiiON | Connectrix | Centera | Symmetrix |
VPLEX
9© Copyright 2011 EMC Corporation. All rights reserved.
The Journey to the Cloud and VirtualizationWhere are you along the journey?
15%
30%
50%
85%
IT PRODUCTION BUSINESS PRODUCTION IT-AS-A-SERVICE
95%
Percent
Virtualized
Lower costs Improve quality of service Improve agility
GoldPlatinum
Simple
Efficient
Scalability
Protection
Availability
Security
Policy &
Automation
Chargeback
10© Copyright 2011 EMC Corporation. All rights reserved.
EMC is the BEST Solution for VMware
12/09 10/09 06/09 02/09 10/08
EMC 38% 41% 36% 35% 36%
Dell 18% 7% 21% 16% 21%
IBM 16% 10% 11% 13% 16%
NetApp 12% 11% 13% 13% 9%
Hewlett-
Packard11% 19% 14% 13% 8%
Compellent 4% 4% 2% 1% 1%
SUN 1% 5% 0% 2% 2%
Hitachi 0% 3% 0% 3% 9%
3PAR 0% 0% 1% 0% 0%
―Almost 40% chose EMC as
preferred storage vendor in
virtualized server environments
(more than two times any other
supplier).‖
Source: Goldman Sachs, Americas Technology
Hardware 2010 Outlook, January 2010
―EMC remains the clear storage
leader in virtualized storage
environments.‖
Source: Goldman Sachs IT Spending Survey,
January 7, 2010
EMC: The #1 choice for virtualized environments
11© Copyright 2011 EMC Corporation. All rights reserved.
Product of the Year
Award Finalist in
Enterprise Security
EMC Best-in-the-Industry Honors
Recognized Leadership
#1 external storage
#1 external RAID
#1 networked storage
#1 open SAN
#1 NAS
#1 total storage software
#1 storage management
software
#1 replication software
#1 device management software
$11 Billion invested—45 strategic
acquisitions since 2003
IDC and Gartner Market Reports
Product Innovation,
Support and
Partnership
Best Storage
Vendor of the
Decade
Most Influential
Techies of the Decade
12© Copyright 2011 EMC Corporation. All rights reserved.
Keys to Success: Differentiation and Profitability
• The differentiation partners achieve
from a wide range of
tools, training, and certification
translates to:– Fortified technical skills
– Enhanced intellectual capital
– Increased value to customers
• Programs, incentives, and
promotions open new doors to
bolster partner profitability
13© Copyright 2011 EMC Corporation. All rights reserved.
EMC Velocity Solution Provider Program
Performance
Benefits
Marketing
Benefits
PREMIER
Velocity Incentive
Program and
Deal Registration
Affiliate Marketing
Affiliate Elite
Marketing
Co-op and
Specialty Branded
Marketing
Co-op and
Specialty Branded
Marketing
Quarterly
Rebates
Quarterly
Rebates
Quarterly
Rebates
Performance-Based
Rebates
Performance-Based
Rebates
Velocity Incentive
Program and
Deal Registration
Velocity Incentive
Program and
Deal Registration
Velocity Incentive
Program and
Deal Registration
REVENUE, TRAINING, AND SPECIALIZATIONINC
RE
ME
NTA
L B
EN
EF
ITS
AN
D R
EW
AR
DS AFFILIATE
Co-op and
Specialty Branded
Marketing
Quarterly
Rebates
Performance-Based
Rebates
Velocity Incentive
Program and
Deal Registration
SIGNATURE
SSCPSIGNATUR
EAFFILIATEAFFILIATE
ELITE
Incremental benefits and rewards
14© Copyright 2011 EMC Corporation. All rights reserved.
EMC Velocity Solution Provider ProgramIncremental requirements
Service and
Specialty
Training
Revenue
Development Center
Online Training
Minimum
Revenue Required
+ Minimum
Revenue Required
++Minimum
Revenue Required
+++ Minimum
Revenue Required
Optional Velocity
Services Implement
or QuickStart
Velocity Services
Implement
Velocity Services
Implement
One Specialty Multiple Specialties
Sales and SE
Accreditations
+ Sales and SE
Accreditations
++ Sales and SE
Accreditations
REVENUE, TRAINING, AND SPECIALIZATIONINC
RE
ME
NTA
L B
EN
EF
ITS
AN
D R
EW
AR
DS
Optional QuickStart
for Limited Service
Implementations
PREMIERAFFILIATE SIGNATURE
SSCPSIGNATUR
EAFFILIATE AFFILIATE
ELITE
+++ Minimum
Revenue Required
Velocity Services
Implement
Multiple Specialties
&
Solution Center
++ Sales and SE
Accreditations
15© Copyright 2011 EMC Corporation. All rights reserved.
* By Invitation Only
RESELLER VELOCITY REQUIREMENTS
TIER LEVEL REVENUE SPECIALTY
SALES
ACCREDIT
ATIONS
VELOCITY
SE
VELOCITY AFFILIATE
ENABLEMENT CENTERSOLUTION
CENTER
SALES SE
SIGNATURE
SSCP* ≥3m 2 3 1 - - Required
Signature ≥3m 2 3 1 - - -
PREMIER Premier ≥300k 1 1 - - - -
AFFILIATE
Affiliate Elite ≥100k - 1 1 - - -
Affiliate ≥30k - - - 1 1 -
Velocity Requirements
16© Copyright 2011 EMC Corporation. All rights reserved.
* Subject to achieving relevant Specialty
** Subject to achieving Advanced Consolidate Specialty
COOP is capped at $500,000 per partner per year
GAF rebate is capped at $500,000 per partner, per year , per seasonality. (1H $220,000, 2H $280,000)
RESELLER - FINANCIAL BENEFITS
TIER LEVEL
COOP SPECIALTY BASED GAF
Quarterly
Incentives
VIP
RewardsConsolidat
e
Advanced
Consolidat
e
Governanc
e & Archive
Backup &
Recovery
Consolidat
e
Advanced
Consolidat
e
Governanc
e & Archive
Backup &
Recovery
SIGNATU
RE
SSCP 3%* 1%** 3%* 2%* 3%* 3%** 3%* - Eligible Eligible
SIGNATU
RE2.5%* - 2.5%* 2%* 3%* - 3%* - Eligible Eligible
PREMIER PREMIER 2%* - 2%* 2%* 2.5%* - 2.5%* - Eligible Eligible
AFFILIATE
AFFILIATE
ELITE
0.75% via
Disti-
0.75% via
Disti
0.5% via
Disti- - - - Eligible Eligible
AFFILIATE 0.75% via
Disti -
0.75% via
Disti
0.5% via
Disti - - - - - Eligible
Velocity Benefits
17© Copyright 2011 EMC Corporation. All rights reserved.
TEAM Velocity Partners
9
VVAD
6
SSCP
3
Signature
17
Premier
24
Affiliate Elite
45 Affiliate
379
Authorized Reseller
482PARTNERS
*November 2011
18© Copyright 2011 EMC Corporation. All rights reserved.
Saudi Velocity Partners
2
VVAD
1
SSCP
1
Signature
3
Premier
3
Affiliate Elite
24 Affiliate
51
Authorized Reseller
85PARTNERS
*November 2011
19© Copyright 2011 EMC Corporation. All rights reserved.
The Power of Indirect Forces…
Sales Accredited 483
Sales Engineer Accredited 287
Advanced Sales Accredited 100
Technology Architects 5
Implementation Engineers 10
Enabled Affiliate Sales / SE 45 / 36
Specialized Partners 5
*November 2011
20© Copyright 2011 EMC Corporation. All rights reserved.
The Power of Indirect Forces "Saudi Arabia…‖
Sales Accredited 42
Sales Engineer Accredited 28
Advanced Sales Accredited 30
Technology Architects 50
Implementation Engineers 170
Enabled Affiliate Sales / SE 124 / 133
Specialized Partners 7
*November 2011
21© Copyright 2011 EMC Corporation. All rights reserved.
VIP Rewardsis our way of saying ―Thank You‖
• Incentivising Velocity Partners who sell
specified EMC and EMC Alliance
Partner solutions
• Rewarding Partner Sales or SE’s with
SPIFFS redeemable for gifts or
vouchers
• Solidifying EMC’s commitment to the
channel
Getting Rewarded
for EMC
Registered
Sales of Focus
Solutions
22© Copyright 2011 EMC Corporation. All rights reserved.
Velocity Services
Velocity Services Implement
Velocity Services Manage
Velocity Services Support
• Deliver a comprehensive portfolio of best-in-class installation and implementation services
• Velocity Services Implement requirements compliant• Selected by EMC• Work in collaboration with EMC Customer Service to deliver
limited support services
• Velocity Services Implement requirements compliant• Selected by EMC• Deliver a full range of support and maintenance services
independent of EMC
EMC Velocity Services enable a select community of EMC Velocity partners who
are trained and certified to deliver a comprehensive portfolio of best-in-class
services ranging from installation and implementation to technical support.
There are three categories of Velocity Services: Implement, Manage, and Support:
23© Copyright 2011 EMC Corporation. All rights reserved.
Summary
• The EMC Velocity Solution Provider program helps you
uncover unlimited opportunities to increase
revenue, penetrate new markets, and win business with
EMC’s world-class portfolio of products and services.
• Differentiate through Velocity Specialties and gain access to
a wide range of tools, training, and certification that will
translate into fortified technical skills, enhanced intellectual
capital, and increased value to your customers.
• Velocity programs, incentives, and promotions open new
doors to bolster your profitability.
24© Copyright 2011 EMC Corporation. All rights reserved.
Need More Detail?
• For more information about the EMC
Velocity Program, visit the 2011 Velocity
Program landing page on www.emc-
vip.com
– Requirements and benefits
– Presentations
– FAQs
25© Copyright 2011 EMC Corporation. All rights reserved.
YOUCAN LEAD
IT
26© Copyright 2011 EMC Corporation. All rights reserved.
THANK YOU