Upload
stuart-smith
View
131
Download
7
Embed Size (px)
Citation preview
Copyright © 2016 DataCore Software Corp. – All Rights Reserved. DataCore Software The Data Infrastructure Software Company 1
Why Become a DataCore Partner The Key to Partner Profit and Growth
Copyright © 2016 DataCore Software Corp. – All Rights Reserved. DataCore Software 2
$40 Billion TAM - 2015-2020
Copyright © 2016 DataCore Software Corp. – All Rights Reserved. DataCore Software
• $30B Tier 1 / Tier 2 storage market is rapidly moving away from traditional storage arrays
• Software-defined Storage represents an opportunity to
• Move on “Servers as the new storage”
• Give a second life to existing storage arrays
• Enhance New storage arrays capabilities
• Free yourself from any Vendor lock-in
• DataCore deliver a common platform – from hyperconverged to converged to SANs to Cloud
• DataCore is enterprise ready, proven & globally deployed
3
The Market Opportunity
Copyright © 2016 DataCore Software Corp. – All Rights Reserved. DataCore Software 5
30,000 + Deployments Worldwide
10,000 + Customers Founded 1998
Strength Across all Market Segments
Application-Adaptive Data Infrastructure
Storage Virtualization, Hyper-converged, Software-defined Storage + Parallel I/O
Proven. Globally.
Copyright © 2016 DataCore Software Corp. – All Rights Reserved. DataCore Software
Rich Targets of Opportunity
Existing SAN Consolidation &
Expansion Cloud
Cloud
Hyper-converged projects
Disaster Recovery Initiatives
Cloud Integration
Remote Office Branch Office
rollouts
Copyright © 2016 DataCore Software Corp. – All Rights Reserved. DataCore Software
Data Center
Integrated Enterprise-wide Solution
7
Hyper-converged Cluster
Remote Office / Branch Office (ROBO)
Disaster Recovery Site
HDD Hybrid Flash Legacy
External SAN
Mainstream IT Services
Centralized
Management
iSCSI /
Fibre Channel
Cloud
Copyright © 2016 DataCore Software Corp. – All Rights Reserved. DataCore Software 8
Range of Deployment Alternatives
Converged
Storage Servers
Compute servers
and storage servers in
same chassis
Hyper-converged
Cluster
Combine compute
and storage for
smallest footprint
Virtualized
External SAN
Integrate, manage, and
enhance existing
storage arrays
DataCore SDS Platform
Copyright © 2016 DataCore Software Corp. – All Rights Reserved. DataCore Software 9
Ideal Fit
Infrastructure
Consolidation
through
Virtualization
High performance
Highly available
Infrastructure for
Critical Apps
12
6
9 3
1
7
10
4
11
5
8
2
Data center
in a Box
Copyright © 2016 DataCore Software Corp. – All Rights Reserved. DataCore Software
Full Stack of Storage Services Feature Highlights
Software-defined Storage Platform
AVAILABILITY
Synchronous Mirroring
Snapshots / Backups
CDP
Asynchronous Replication
PERFORMANCE
Caching
Random Write Accelerator
Auto-tiering
Quality of Service (QoS)
EFFICIENCY
Thin Provisioning
Storage Pooling
Data Migration
Deduplication/Compression
MANAGEMENT
NAS/SAN (Unified Storage) VVols Centralized
Management Analysis & Reporting
Cloud Integration
VIRTUALIZED HOSTS PHYSICAL SERVERS
Adaptive Parallel-IO
Copyright © 2016 DataCore Software Corp. – All Rights Reserved. DataCore Software 11
100K
200K
300K
400K
$50K $100K $150K $200K
SPC-1
IOPS
PRICE
NetApp EF560
AFA
EMC VNX 8000
459K
DataCore
500K
HP 3PAR
7400
Comparison with
Major Brand Name
Price Performance Leaders
DataCore Price Performance is Off the Curve
Copyright © 2016 DataCore Software Corp. – All Rights Reserved. DataCore Software 12
The Power of DataCore™ Adaptive Parallel-IO
VNX 8000 Power780 FAS 8080EX
Best price-performance
Fastest response time
Next generation consolidation
* SPC-1 Benchmark Results
Any Servers
Copyright © 2016 DataCore Software Corp. – All Rights Reserved. DataCore Software 13
Customer Benefits
75% 10x 4x 100% 90% reduction
in storage
costs
performance
increase
capacity
utilization
reduction in
storage-related
downtime
decrease in time
spent on routine
storage tasks
Surveyed DataCore™ Customers Report Up To:
www.techvalidate.com
Leveraging a proven, Software-defined Storage Platform
Copyright © 2016 DataCore Software Corp. – All Rights Reserved. DataCore Software 14
Darden Restaurants Food Servicies, Orlando (Florida)
Organization • World’s largest full service casual restaurant company, 1,500
restaurant locations, $7.9B in annual revenue
Challenges • Refresh aging point-of-sales hardware & virtualize POS application • Implement cost effective high-availability – eliminate downtime • Required remote management of 2,000+ servers
DataCore Solution • DataCore SANsymphony-V (Microsoft System Center plug-in • Microsoft server 2012 and Hyper-V • Microsoft System Center Orchestrator Customer Benefits • Low cost high value solution that provides:
• High-Availability • Remote management of 2,000+ servers from Orlando with
one administrator
Copyright © 2016 DataCore Software Corp. – All Rights Reserved. DataCore Software 15
Barren County Schools Education, Glasgow (Ky.)
Organization • Barren County Schools, a school system in Glasgow, Kentucky that comprises a high school,
a middle school and seven elementary schools.
Challenge • Needed more flexibility in terms of managing its server environment – both in terms of
rolling out new servers and ease of maintenance. • Sought a backbone for its virtual infrastructure to support VMware.
• DataCore Solution • DataCore SANsymphony-V is deployed in a mirrored environment which includes two Dell
servers supporting vSphere and a X-IO array in both a primary and a secondary data center.
Customer Benefits • The ability to migrate data seamlessly to users and the ability to do upgrades to the school
system’s SAN infrastructure (the data structure) without having to do a forklift upgrade. • DataCore serves as a front-end to any back-end hardware SAN that they choose.
“With DataCore SANsymphony-V, we bought more than we were sold. And DataCore support is just rock-solid.”
- Steve Gumm, IT director, Barren County Schools
Copyright © 2016 DataCore Software Corp. – All Rights Reserved. DataCore Software 16
Maimonides Medical Center Healthcare, New York (N.Y.)
Company • Based in Brooklyn, N.Y., Maimonides is among the largest independent teaching hospitals in the U.S. and has more than 800 physicians. Challenge •Prior to SANsymphony-V, storage was direct-attached to application servers. • It was increasingly difficult to maintain the systems while keeping all data accessible DataCore Solution •Four pairs (8 nodes) of DataCore SANsymphony-V currently run on enabling applications to be “metro-clustered” between two different sites. • Synchronous mirroring and transparent failover on each side provide high availability to over 1 petabyte of data. Customer Benefits • Hospital has consolidated storage management for mission-critical patient records. • The key benefit that DataCore delivers for Maimonides is high availability.
“Everything that is mission-critical to the running of the hospital is supported by the DataCore virtualized storage platform. Users not only receive faster access to data, but they benefit from more server capacity as well.” - Rog Fe de Leon, Head of the Storage Group, Maimonides
Copyright © 2016 DataCore Software Corp. – All Rights Reserved. DataCore Software 17
DataCore is a 100%
Channel-led
organization ensuring
your hard work and
investment into driving
new business is fully
protected.
- BENEFITS AS A PARTNER -
Route To Market
Copyright © 2016 DataCore Software Corp. – All Rights Reserved. DataCore Software 18
- BENEFITS AS A PARTNER -
Net Margin
Economics is the most critical element of a
partner value proposition.
Eligible to earn between 10% and 25% gross margin
on projects ranging from $15k to $500k and above.
Add-on other revenue generating products such as
storage, servers, services and consultancy.
On average every $1 of DataCore Software sold
brings approximately $5 of incremental business.
Copyright © 2016 DataCore Software Corp. – All Rights Reserved. DataCore Software
- BENEFITS AS A PARTNER -
Build a Sustainable Revenue Stream
• Excellent Maintenance and Support renewal program
• Provide strategic value, not just one time sale
• Enables much needed cash flow and profitable renewal business
• Access to the most up-to-date maintenance and support
• Compelling upgrade path
• Simple software license key
• Unique no-penalty carry forward upgrade model
19
Copyright © 2016 DataCore Software Corp. – All Rights Reserved. DataCore Software 20
• Servers
• Mainstream
• High-end
• Storage
• E1012/E1024 DAS
• S2200/S3200 SAN
• PCIe Flash
• SSDs
• Networking
• NICs
• HBAs
• Switches
• Software
• Virtualization
• Databases
• Professional Services
• Virtualization
• Integration
• BC / DR
• Data Migration
• Performance Acceleration
• Networking
• Security
- BENEFITS AS A PARTNER -
Lucrative Ecosystem Drag
Copyright © 2016 DataCore Software Corp. – All Rights Reserved. DataCore Software 21
- BENEFITS AS A PARTNER -
Hardware Drag
Copyright © 2016 DataCore Software Corp. – All Rights Reserved. DataCore Software
Benefits Prerequisites
PREMIER
Partner Portal Access
Lead Registration discount of 20% on Price List via
Distribution
NFR licences for free
Internal Use Licence 100% discounted
Elligible to receive opportunity leads
Free Training Voucher ( 1 DCIE /Year)
Sales dedicated resource
Technical dedicated resource
Logo posted on our website
Elligible to receive our Bi monthly Channel NewsLetter
Marketing support via our Disties
Elligible to our Marketing CDF ( Channel Dev Fund) on
a joint activity and event plan setup
First Hand-update Webinar participation
Program fee of $1,500 waived for New Partners
Be Certified on our Solution :
* 1 x DCSP ( 90 Days after joining)
* 1 x DCSA ( 180 Days after joining)
* 1 x DCIE( 180Days after joining)
Commit on an Annual Business & Marketing plan
Generate $250K (NSS)* / Year
Participate to monthly forecast
Participate to the QBR
PR and Case Study ( 2/Yr)
Partner Program (*New System Sales -includes Base Licenses, Upgrades, Features/Add-ons, 1st Maintenance)
22
Copyright © 2016 DataCore Software Corp. – All Rights Reserved. DataCore Software 23
DataCore can provide the 1st line of support
Resellers are allowed and encouraged to provide customer support
Opportunity to increase services revenue
Delivered by DataCore highly qualified Engineers
Enable resellers to realize DataCore revenue from the rapidly growing SDS market place
A portfolio of services to complement Reseller offerings
Advanced consultancy, health checks and optimization services
Full range of training classes
Certified to position, scope, implement and upgrade
Complimentary online web-based training
Traditional instructor-led classroom training
Sales & Technical
Certification
Customer Support
Services
Professional
Services
- BENEFITS AS A PARTNER -
Copyright © 2016 DataCore Software Corp. – All Rights Reserved. DataCore Software
Certifications
24
DCSP (DataCore Certified Sales )
► DataCore‘s website Online Test (FREE OF CHARGE)
► http://datacore.com/Partners/training-certifications
DCSA (DataCore Certified Solution Architect)
► Training at our HQ in Ft Lauderdale or on Partners‘ site (FREE OF CHARGE)
► DataCore‘s website Online Test
DCIE (DataCore Certified Implementation Engineer)
► 3 to 5 days at our HQ in Ft Lauderdale (FL)
Copyright © 2016 DataCore Software Corp. – All Rights Reserved. DataCore Software
DCIE CERTIFICATION DETAILS
DataCore Certified Implementation Engineer to offer professional installation services for SANsymphonyTM-V implementations of more than
one node, solution providers must achieve DCIE certification.
The steps to becoming a DCIE include:
1. Attend a training course organized by DataCore: Visit www.datacore.com and click “Course Calendar” in the Support section OR click on
http://datacore.com/Support/Class-Calendar.aspx
Dates and locations of training courses, as well as web-based presentations.
2. Pass a certification test. After taking the training course, submit a request to take the associated exam by sending
an e-mail to [email protected] with the subject of DCIE Test Request
3. Subscribe to the DCIE Installation Documents. You will find these in the Support section of the DataCore website, by clicking “FAQs.”
4. Successfully complete a DCIE shadow engagement under the supervision of a existing DCIE
this exercise validates that the individual follows proper site planning, installation and
functional testing procedures.
5. Request a NFR from the partner portal
Copyright © 2016 DataCore Software Corp. – All Rights Reserved. DataCore Software
- BENEFITS AS A PARTNER -
Selling DataCore Software
Open new opportunities by easily and
non-disruptively adding DataCore
software to your customers existing
infrastructure, ensuring better utilization
and management of current storage
solutions, reduce overall cost and
improve performance. Increase customer
penetration and customer share of wallet.
Install Base 1. Provide prospect new customers with a
different approach to solving storage
issues. Easily demonstrate the value and
advantages of adding DataCore Software
to existing infrastructure and ensure
better utilization of current infrastructure.
Become the customer Trusted Advisor on
the Software Defined Storage Trend.
Penetrate New Accounts 2.
26
Copyright © 2016 DataCore Software Corp. – All Rights Reserved. DataCore Software 27
- BENEFITS AS A PARTNER -
Marketing joint funding
Market intelligence
Prospect lists
Assistance in building marketing plans
Marketing Support
Qualified sales leads
Frequent demand generation activities
Lead Generation
Quarterly and Yearly programs and promotions
Install Base
New Customer Acquisition
Education and Government programs
Promotions and Programs
Copyright © 2016 DataCore Software Corp. – All Rights Reserved. DataCore Software 28
DataCore Distributors
Copyright © 2016 DataCore Software Corp. – All Rights Reserved. DataCore Software
• Execute with a consultative sales methodology
• Solutions orientation
• Sell a strategy & vision vs. a product
• Have a developed data center professional services practice
• Certified professionals (Microsoft, VMware, Citrix, SAP, Oracle, etc.)
• Reference sell
• Strong customer successes & case studies
29
Successful SDS Partners …
Copyright © 2016 DataCore Software Corp. – All Rights Reserved. DataCore Software
• Mid-size VAR (15 employees) specializing in high-end HDS storage
• Losing price wars to bigger VARs selling the same hardware
• Experiencing heavy margin erosion
• Decision Point: Lost a large deal to DataCore
• Top-of-the line HDS array was no match
• Competing DataCore + mid-range HDS solution offered • Higher availability
• Richer features
• Lower cost
• Faster performance
30
Partner Case Study: Before DataCore
Copyright © 2016 DataCore Software Corp. – All Rights Reserved. DataCore Software
• Standardized on DataCore to differentiate
• Generated $150K first year
• Put a stop to margin erosion
• $2M yearly in DataCore software drags ~ $7M in services & hardware
• Expanded to several branches
• Grown from 15 employees to 85
• Driving revenue growth & significantly increased profitability
31
Partner Case Study: With DataCore
Copyright © 2016 DataCore Software Corp. – All Rights Reserved. DataCore Software
Stand out in a crowded reseller marketplace
32
• Most comprehensive Software-defined storage platform
• Complete latitude to tailor solution for customer needs
• Customer-focused data & application-centric approach
Unrivaled Differentiation
Copyright © 2016 DataCore Software Corp. – All Rights Reserved. DataCore Software
• Get to know us – our focus is your success
• Get acquainted with SDS & DataCore’s value
• Identify near term opportunities and Engage early
• Install base, competitive, targeted, etc.
• Become familiar with the sales approach
• Customer value/vision based
• Disrupt by changing the playing field
• Let’s go win some deals together!
33
Next Steps
Channel Team
Brooks Butler Sr. Partner Sales Director East – ME VT NH MA RI CT NY NJ PA WV VA DC MD DE FL GA MS AL NC SC TN KY
Gabrielle Schmitz Partner Sales Director West – CA WA OR NV UT AZ ID
Devi Madhavan Vice President Channel Sales & Enablement
Stuart Smith Inside Partner Business Manager
Trang Le-Rabago Field Enablement Manager
KC Santos – Partner Sales Director Central –
WY MT ND SD NE MN IA WI IL MI IN OH CO KA MO NM OK AR TX LA
Ken Celecia Southeast FL GA MS AL NC SC TN KY
Jeffrey Germscheid
New York Metro NY City NJ PA
WV VA DC MD DE
Mike Coner New England – ME VT NH MA RI CT NY (beyond metro NYC)
Steve Houck West CA WA OR NV UT AZ ID
Americas Sales Directors
David Gentile North Central WY MT ND SD NE MN IA WI IL MI IN OH
Carrie Lou Huffmeister South Central CO KA MO NM OK AR TX LA
Chad Leeper Solutions Architect North Central
Alan Porter Solutions Architect Southwest & So Cal
Steve Hunsaker Solutions Architect Northwest
Bob Strachan Principal Solutions Architect – Northeast/NY Metro
Americas SA Team
Cory Dawson Solutions Architect South Central
Jeff Slapp Director, Systems Engineering
Tim Coste - Solutions Architect – Northeast/Southeast
Chris Brady Inside Sales Manager Americas
Andrew Omiatek ISR - West
Americas Inside Sales Team
Eddy Canizares ISR - NY Metro
Gary Mason ISR –Greater Southeast
Gary Mason- ISR – New
England
Chris Brady- South Central (Interim)
Eddy Canizares ISR – North Central
Customer Care Team
Amalia Alvarez Customer Care & Inside Sales Director, LATAM
Jojo Grant Customer Care Manager
Bettye Grant Vice President
Shannon Harmeling Customer Care Representative
Sander Puerto Technical Account Manager
The Data Infrastructure Software Company
QUESTIONS?
©2016 DataCore Software Corporation All rights reserved.
DataCore, the DataCore logo and SANsymphony are trademarks or registered trademarks of DataCore Software Corporation. All other
products, services and company names mentioned herein may be trademarks of their respective owners.
www.datacore.com