CLOUD TRANSFORMS IT PARTNER GUIDE. Copyright 2012 EMC Corporation. All rights reserved.

Transcription

1 CLOUD TRANSFORMS IT PARTNER GUIDE 1

2 Table of Contents Introduction Overview Execution Diagram Awareness Consideration Cloud Infrastructure Applications Backup Purchase Customization Getting Started Planning Steps GFS EMC Success Street 2

3 Introduction CLOUD TRANSFORMS IT Mid Market Solutions Focus This campaign targets organizations who are looking to simplify how their IT infrastructure is built and deployed, how backup is integrated across physical and virtual infrastructures, and how application performance and availability can be improved all while lowering costs. Designed to be executed as a series of multi-touch programs it is recommended to begin with the Cloud level program first followed by (in no specific order) the Infrastructure, Applications, and Backup programs. This allows you to fully surround the account with key messages and value propositions; addressing all aspects of their IT infrastructure. Materials include: Direct marketing and event materials Social media and search engine marketing guides Partner sales enablement NEW! Campaign templates are customizable to allow you to promote EMC Global Financial Services offers. For details and guidelines for promoting GFS offers see slides

4 Cloud Transforms IT Overview Transform IT Get unmatched efficiency and agility Ready to transform your IT with cloud computing, enabled by virtualization? [Partner] and EMC bring you unmatched cloud expertise and a wide range of powerful solutions. All deliver new efficiency, agility, and cost savings. Choose the approach and pace that works best for your business. EMC cloud solutions from [Partner] are: Comprehensive: Get storage, backup, management, and more Flexible: Choose your deployment option Efficient: Eliminate IT complexity Affordable: Explore attractive financing options Get the cloud solution that s right for you >> Mid Market Product Offers: VSPEX VNX Family Avamar NetWorker Data Domain Personas IT-Management IT-Storage IT-Data Recovery IT-Traditional Applications Recommended Alliances 4

5 Cloud Transforms IT AWARENESS 1 AWARENESS PROGRAMS CONSIDERATION 2 CLOUD DIRECT MARKETING LANDING PAGE 3 PURCHASE SALES ENABLEMENT SEARCH & CAMPAIGN KEYWORDS DIRECT MAIL BATTLE CARDS ONLINE BANNER ADS 2a INFRASTRUCTURE DIRECT MARKETING CLOUD SEMINAR X3 LANDING PAGE INVITE REGISTRATION PAGE PITCH SHEETS SOCIAL MEDIA 2b APPLICATIONS DIRECT MARKETING X2 LANDING PAGE CONTENT SYNDICATION 2c BACKUP DIRECT MARKETING GFS SALES CARDS X2 LANDING PAGE 5

6 AWARENESS Awareness Programs and materials to increase awareness SOCIAL MEDIA ACTIVATION KIT TIPS FOR INTERACTING & SHARING FOR BUSINESS VALUE MEDIA PACKAGES DEMAND AND LEAD GEN PROGRAMS AD BANNERS SEARCH ENGINE MARKETING GUIDE INCREASING VISIBILITY IN SEARCH ENGINE RESULTS 6

7 CONSIDERATION Demand Generation - Cloud Demand generation templates to drive response to compelling offers on the campaign landing page AD BANNERS S LANDING PAGES POSTCARD 7

8 CONSIDERATION Calls To Action - Cloud Embed lead capture form in front of these recommended calls to action INDUSTRY PAPER CLOUD READINESS ONLINE SURVEY ANIMATION VIDEO GFS BROCHURE ANIMATED VIDEO TOP REASONS 8

9 CONSIDERATION Seminar In A Box Demand generation templates to drive event registration INVITATION REGISTRATION PAGE FOLLOW UP S POSTERS PRESENTATION 9

10 CONSIDERATION Demand Generation - Infrastructure Demand generation templates to drive response to compelling offers on the campaign landing page S LANDING PAGES 10

11 CONSIDERATION Calls To Action - Infrastructure Embed lead capture form in front of these recommended calls to action INDUSTRY PAPER TOP REASONS 11

12 CONSIDERATION Demand Generation - Applications Demand generation templates to drive response to compelling offers on the campaign landing page S LANDING PAGES 12

13 CONSIDERATION Calls To Action - Applications Embed lead capture form in front of these recommended calls to action INDUSTRY PAPER EMC PERSPECTIVE VIDEO TOP REASONS 13

14 CONSIDERATION Demand Generation - Backup Demand generation templates to drive response to compelling offers on the campaign landing page S LANDING PAGES 14

15 CONSIDERATION Calls To Action - Backup Embed lead capture form in front of these recommended calls to action INDUSTRY PAPER 15 MINUTE GUIDE VIDEO CALCULATOR 15

16 PURCHASE Sales Enablement Materials to prepare and execute sales/telemarketing follow up activity BATTLE CARDS PITCH SHEETS GFS SALES CARDS 16

17 CUSTOMIZATION 17

18 Customizing Templates PARTNER LOGO The default file PARTNER_LOGO.gif (200 pixels wide x 80 pixels tall) should be replaced with a version of the partner logo. Ideally this should be a one-color white logo reversed out of the blue header bar. Alternatively, a full-color version of the partner logo may be placed within a white box (max 180 pixels wide x 60 pixels tall) and this may be inset over the blue header LINKS All response links should be updated to direct customers to the partner s version of the campaign landing page. Partners may wish to create and promote a shortcut/redirect URL, e.g. of the form or a similar URL. Specific Contact us links may be set as MAILTO links to create an addressed to the partner, or may link to the partner s own existing website contact page or contact form PARTNER DETAILS The text placeholder [Partner] should be replaced with the partner s actual company name (e.g. Acme Solutions ). The text placeholder +XX-XXXX-XXXX should be replaced with the partner s preferred telephone number for this campaign (partners should consider using the full national or international dialing code). 4. SPECIAL OFFERS Special Offer panels are intended to be adapted with specific details promoting EMC Global Financial Service offers FOOTER The footer area includes standard EMC disclaimers. The partner should add any specific information/disclaimers they would use on e-marketing items. The link To unsubscribe or change your communication preferences, please click here. should be directed to the partner s own marketing communication preferences system. 18

19 Co-Branding VSPEX Templates VSPEX templates may be co-branded with technology alliances. Logo placement is illustrated below. Technology Alliance Logo Technology Alliance Logo 19

20 Co-Branding VSPEX Poster Co-brand the VSPEX poster following the guidelines below. Use a high resolution reverse (white) logo in Photoshop for placement. The width of the partner logo cannot exceed the width of the EMC logo. Opportunity to Co-brand with technology alliance partner too. 20

21 GETTING STARTED 21

22 5 Steps to Plan Your Campaign 1. Conduct Planning Session: Schedule a meeting with your marketing and sales team to determine campaign goals. 2. Review Campaign Materials: View campaign messaging, assets, and templates within the Partner Campaign Guide. 3. *Determine Price: Follow standard process for obtaining product pricing. Tier 1: Work through EMC Partner Support Center. Tier 2: Work with EMC Distributor to obtain product pricing. 4. *Determine Financial Offer(s): Review available EMC Global Financial Services programs. For finance price per month contact EMC GFS only after you have determined your product picing (step 3 above). North America: GFSNA@emc.com l Latin America: VelocityFinanceLA@emc.com EMEA: VelocityFinance@emc.com l APJ: VelocityFinanceAPJ@emc.com 5. Determine Execution Method: Choose to execute your campaign via the VCC self-service campaign portal or a preferred local agency. VCC: Select from a variety of activities, customize templates, schedule and execute, capture results all from your desktop. Preferred Agency: Download campaign source files, assets and enablement materials for free. ww.emc.com/velocitymarketingguide *Campaign templates may contain customizable fields whereby a partner can feature end user buy-price (ex: now only $X,XXX) and/or EMC GFS promotions (ex: or finance from $XXX a month). Follow standard process in working with PSC or EMC Distributor to obtain end user buy-price. 22

23 EMC Global Financial Services EMC Global Financial Services offers a range of innovative Finance and Technology Refresh solutions that allow customers to easily procure EMC technology in a cost-effective, strategic way. To learn about our monthly financing rates and to answer additional questions about EMC s 2013 financing solutions contact: North America: GFSNA@emc.com Latin America: VelocityFinanceLA@emc.com EMEA: VelocityFinance@emc.com APJ: VelocityFinanceAPJ@emc.com Financing tools for EMC Partners: EMC Swap and Trade-In Calculator: Calculates a credit-value for customers interested in swapping out old, non-emc technology OR trading-in their existing EMC equipment for the latest EMC solutions. EMC VSPEX Finance Quote Tool: Create a flexible customer finance quote for VSPEX and other EMC solutions n seconds. 23

24 EMC Global Financial Services Sample Copy for s, Landing Pages, Brochures Trade In/Swap Out offer Sample copy: Trade in for extra value. EMC offers potential buy-back credit on your existing EMC and third party technology. We ll also take care of the equipment collection process it s that easy. Standard Leasing Sample copy: Simple monthly payments. Standard leasing rates make affording new EMC technology easy. 0% Swap Out Finance offer Sample copy: Ask about 0% financing. Swap out your third party technology for buy-back credit and get 0% finance on new EMC technology. EMEA NOT APPLICABLE in Africa, Baltics, Eastern Europe, Israel, Middle East, Russia & South Africa APJ ONLY APPLICABLE in Australia, Japan & New Zealand LA NOT APPLICABLE Low Rate Leasing offer Sample copy: Low monthly payments. Low leasing rates make affording new EMC technology easy. EMEA NOT APPLICABLE in Africa, Baltics, Eastern Europe, Israel, Middle East, Russia & South Africa APJ NOT APPLICABLE in Vietnam LA NOT APPLICABLE Deferred Leasing offer Sample copy: Buy now, Pay nothing for 3 months. Get your new EMC technology today and defer payments for up to 3 months. Then make affordable monthly payments over 3 years. EMEA NOT APPLICABLE in Africa, Baltics, Eastern Europe, Israel, Middle East, Russia & South Africa APJ NOT APPLICABLE in Vietnam LA ONLY APPLICABLE in Colombia, Brazil, Argentina, Chile & Mexico 24

25 EMC Global Financial Services Campaign Resources Versions for NA, LA, EMEA, and APJ: GFS Sales Card: Provides an overview of the available GFS programs, details, and positioning to end users. GFS Customer Brochure: End user facing overview of the GFS offers. 25

26 EMC SUCCESS STREET 26

27 Learn About EMC Success Street EMC Success Street is a programmatic approach to driving partner preference and loyalty; creating excitement to keep EMC top of mind; and educating partners on relevant EMC products, solutions, and programs. Take More Share Educate: Drive awareness for EMC channel products, solutions, and programs Enable: Provide partners with easy access to sales materials Entice: Create excitement and clearly convey the benefits of partnering with EMC to drive behavior 27

28 Visit Success Street Online Your destination for Campaign information and resources Learn about the Campaigns Access materials 28

29 Expand VSPEX Mindshare EMC VSPEX Mindshare Kit Keep EMC and VSPEX top of mind within your Marketing and Sales teams. Kit includes Branding materials VSPEX event speaker guides Sales and marketing enablement materials To learn more, contact your EMC Channel Marketing Manager 29

30 Recruit New Resellers For EMC Distributors! Recruitment Tool Kits Kit contains everything you need to recruit new resellers or re-energize existing resellers: Introduction Letter CRN Magazine EMC Channel Spotlight Overview Brochure: Becoming a Reseller EMC Velocity Solution Provider Program Overview EMC Services Overview Marketing & Sales Enablement EMC Products and Solutions Overviews & Top Reasons to Sell To learn more, contact your EMC Channel Marketing Manager 30

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