EMC Velocity 2 Partner Program 2008

Transcription

1 1 EMC Velocity 2 Partner Program 2008 Enhancements in 2008 VELOCITY CLUB Q1 Dagmar Michalovova

2 2 EMC Velocity 2 Partner Communities Solution Providers Affiliate Premier Signature Distributors Value-add Volume ASN Implement Support

3 3 EMC Velocity 2 Partner Program for Solutions Providers Signature Solutions Center Partner (SCP): Partners with alliance and expertise in Microsoft, Oracle, SAP, or Cisco, operating an EMC Velocity 2 Signature Solutions Center, and have the ability to demonstrate EMC Solutions in these environments Premier Solutions Partner (PSP): Specialized Partners, focused on selling EMC products or solutions on which they are skilled accessing the program through the EMC distribution network Affiliate Partner: Partners who sell Velocity 2 products and access the program through the EMC distribution network

4 4 EMC Velocity 2 Partners in Slovakia S&T Comparex Datalan Indirect through distributor Tempest, EXE, Interlan, Corinex, Plaut, Softline, EMM, Telegrafia, NESS, Digmia, CPE

5 5 What s NEW in Velocity 2 Partner Program in 2008 January : EMC announces the 2008 Velocity² Partner program enhancements and the new Velocity² Benefits and Requirements Matrix. July : The effective date for the new Velocity² Benefits and Requirements Matrix is July 1, partners will have 6 months, from January to July, to become certified before the next Velocity² compliance review (July 2008). Home > Tools/Resources > Velocity Partner Programs > Velocity Solution Provider Program > EMEA

6 6 5 Specialties - First 3 SPECIALTIES announced in January 2008 : CONSOLIDATE BACKUP ARCHIVE - Next 2 SPECIALTIES will be announced 2HY 2008: SECURITY CONTENT

7 7 Velocity 2 Affiliate Partners Partners who sell Velocity 2 products and access the program through the EMC distribution network Benefits are supported by a network of EMC Velocity 2 Distributors Deal registration through distributor Marketing support from distributor Demo and not-for-resale products through distributor EMC Global Financial Services (GFS) Discounted pass to EMC Technical Conferences EMC WORLD Requirements include completing an EMC Partner Application on EMC.com and maintaining $50,000 annual net revenue No requirement for any of 5 Specialties neither ASN BUT HIGHLY RECOMMENDED

8 8 Velocity 2 Premier Solutions Partners Specialized Partners, focused on selling EMC Products or Solutions on which they are skilled - accessing the program through the EMC distribution network Benefits are supported by a network of EMC Velocity 2 Distributors Performance rebates as per announcements Deal registration 5% through distributor Marketing support with co-op 2% through distributor Demo and not-for-resale products through distributor EMC Global Financial Services (GFS) Discounted pass to EMC Technical Conferences EMC WORLD Requirements per country include Annual net revenue of $500,000 2 Accredited EMC Proven Sales Representatives 2 EMC Proven Solution Engineers or Technical Architects MINIMUM 1 of 3 SPECIALTIES from July 1, 2008, ASN membership

9 9 Velocity 2 Signature Solutions Center Partners Partners with Microsoft, Oracle, SAP, or Cisco alliance and expertise Benefits are supported directly by EMC Performance rebates Deal registration 5% Marketing support with co-op 3% Demo and not-for-resale products EMC Global Financial Services (GFS) Discounted Pass to EMC Technical Conferences EMC WORLD Requirements per country include Annual net revenue of $5,000,000 4 Accredited EMC Proven Sales Representatives 4 EMC Proven Solutions Engineers or Technical Architects 2 Technical Architects ASN Membership, MINIMUM CONSOLIDATE SPECIALTY EMC Velocity 2 Signature Solutions Center with application practice certificate in Microsoft, Cisco, Oracle, or SAP

10 10 B E N E F I T S

11 11 Benefits out of Velocity Partner Program Performance based rebates - attractive cash incentives based upon tier eligibility SSCP, PSP & VAD - assigned goals via the GAFs for HW and SW products (3 Cs + IPS) - 6 months period January 1 st July 1 st - paid no later than 60 days after the end of each accrual period directly from EMC to partner Deal registration - Partner Project Registration Program via Channel Express - gives partners control over the deals - partners gain additional benefits on approved registrations 5% discount off list price - maximum 100k USD per opportunity - ability and resources to close the opportunity within 180 days - net NEW business to EMC - SBO, Symmetrix and upgrades for Open SW are not eligible for 5 % discount off list price

12 12 Benefits out of Velocity Partner Program CO OP - joint marketing effort between EMC and Velocity partners - to help partners to promote their business and EMC products and services - advertising, direct marketing, trade shows, seminars, conferences, EMC trainings - calculated based on partner s HW and SW net revenue (maintenance and services not included) - through AAS = web based, account on the co op website - earnings posted quarterly based on the co op eligible revenue of EMC products purchased for the applicable fiscal quarter - Affiliates do not accrue co op distributor receives on AAS shared account on the behalf of the affiliates - PSPs handled through distributor - / to : emeacoop@aas.com

13 13 Benefits out of Velocity Partner Program CO OP - money are generated automatically on the account of partner ( AAS system) - 6 months time schedule to spend funds for activities (detailed description in CO OP funding guidelines) - after activity 90 days time schedule to claim money PARTNER TO PAY ACTIVITY / PARTNER TO CLAIM / PARTNER TO GET BACK-END MONEY

14 14 Benefits out of Velocity Partner Program PSC Partner Support Center - dedicated to provide pre sales and technical assistance to EMC Partners selling solutions - providing tight integration with all EMC sales organizations - strong working knowledge of all functions of Channel Express - EMC online tool that enables partners to configure, price, quote and submit orders - contact: pscemea@emc.com - sales assistance through Channel Express - EMC WORLD May 2008 REGISTRATION NOW! EMC WORLD PROMO for VELOCITY partners - Code: 2008VELDIS for discounted EMC World passes

15 15 Velocity 2 Requirements Minimum Revenue Attainment $ $ $ Minimum Number of Specialties Not required 1 1 (Consolidate) Joint Business Planning Through disti Through disti (EMC CAP Quarterly review Quarterly review) Minimum co-branded Demand Generation Campaign Not Required 1 per Quarter 2 per Quarter Monthly forecast Not Required Required Required TRAININGS REQUIREMENTS Minimum based sales Accredited Resources / country Not Required 2 4 Minimum advanced sales Accredited Resources / Specialty / country Not Required 1 1 Minimum SE Accredited Resources / country Not Required 1 3 ASN MEMBERSHIP ASN Agreement signed Only if ASN member required Required Minimum Certified Technical Resources Only if ASN member Minimum Technical Certifications IE (Implementation Engineer) Only if ASN member 1 IE Associate Quickstart 1 IE Specialist 2 IE Specialist Minimum Technical Certifications TA Not required 1 TA 1 TA (Technology Architect) Specialist Specialist ASN Skills Assessment Not Required Required Required ASN mentor program participation (2 implementations min) Only if ASN member Required Required ASN Quality Assurance Only if ASN member Required Required Period to complete ASN requirements (from the date of agreement to Only if ASN member 6 months 6 months enter) 3 months Lab requirements Not Required Through disti Required Customer Help Desk Facility Not required Not Required Required

16 16 Velocity 2 Benefits Performance Based rebates Not Available Available Available Deal Registration 5% through disti 5% through disti 5% EMC WORLD Discounted Passes Discounted Passes Discounted Passes EMC Velocity Finance Available Available Available EMC Demo Program Through disti Through disti Available VELOCITY Snapshot Through disti Through disti Available Partner Support Center (PSC) Through disti Through disti Available MARKETING PROGRAMS CO OP Funds from disti 2% through disti 3% Partner Campaigns Available Available Available EMC Showcase Available Available Available Partner Plaque Certificate only Available Available ASN MEMBERSHIP BENEFITS Partner Delivery of EMC Professional Services Only if ASN member Available Available Access to EMC Methodologies and Tools Only if ASN member By approved & certified By approved & certified disciplines Disciplines ASN point of contact Only if ASN member Available Available EMC Services Implementation Help Desk access Only if ASN member Available Available

17 17 A C C R E D I T A T I O N

18 18 Sales and SE Training to sell EMC products and solutions

19 19 Sales and SE Training to sell EMC products and solutions Strategies and Solutions Accreditation - for sales and pre sales exam based training program - simple accreditation : study on website + passing the tests with score 80 % at least - 5 steps are Product Foundations, Consolidate, Backup, Archive, Protect - sales 14 hours to review and pass the 5 online tests, - SE 24 hours to review and pass the 5 online tests, Link:

20 20 Sales and SE Training to sell EMC products and solutions 2008 Maintenance - if completed Strategies and Solutions Accreditation in 2007 one step needed to preserve Accreditation status: 2008 Accreditation Maintenance - 2 elearning courses and 1 associated test for Sales and SE - 2 up to 4 hours for completion Link:

21 21 Sales and SE Training to sell EMC products and solutions Advanced Sales Accreditation NEW IN to enhance knowledge through true-to-life case study excercises for Expanding the Base, Cross-Selling and Up-Selling - more details on 5 specialties - info to come within coming months Link:

22 22 A S N & C E R T I F I C A T I O N

23 23 Velocity 2 Authorized Services Network (ASN) - Closely integrated into the Velocity Solution Provider Program - Enables partners to implement EMC Solutions for their clients - SSCP, PSP and VAD minimum technical certification level they must meet for their respective Velocity category - ensures greater customer satisfaction and opens up another revenue opportunity integrating EMC infrastructure

24 24 Requirements for ASN Support Partners Only Velocity Partners can join ASN Partner must be nominated by PAM or distributor Partner must sign ASN Agreement Certification courses - Specialty Two categories available through ASN Program: 1. ASN Implement Partners authorized partners to provide Assessment services, Planning and Design Services and Install and Implement EMC Infrastructure 2. ASN Support Partners SSCP partners that wish to extend support for their customers to include maintenance on the infrastructure they sell, minimum is Implement Partner level to qualify for Support Partners level

25 25 ASN Consolidation Specialty, CX or NS Track CONSOLIDATE BACKUP ARCHIVE SECURITY CONTENT Celerra Software Bucket : CLARiiON Software Bucket : Multi-Path File System (MPFS) Rainfinity FMA & GFV Replication Manager CISCO WAAS (3rd party recommended) Celerra Startup Assistant (CSA) Celerra Replicator Celerra Manager Celerra FileMover Celerra SnapSure Performance Consideration Celerra Anti-virus Agent VMWare (VIP) Minimum certification enablement Optional Navisphere Manager PowerPath Switch native configuration tools SnapView Minimum certification enablement Recoverpoint, Recoverpoint / SE Replication Manager MirrorView / SANCopy Application Integration Performance Consideration VMWare (VIP) Optional

26 ASN Consolidation Specialty, CX or NS Track CONSOLIDATE BACKUP ARCHIVE SECURITY CONTENT Minimum Certifications (Two individuals): Minimum Certifications: (Two individuals) Storage Technology Foundations (24hrs, 1 Exam) Celerra NS Implementation Specialist (21.25 hrs, 5 days, 1 Exam) CLARiiON CX3-10, 20 QuickStart (16 hrs, 1 assessment test) Storage Technology Foundations (24hrs, 1 Exam) CLARiiON Implementation Specialist (16.5 hrs, 4 days, 1 Exam) Celerra NS20 QuickStart (12 hrs, 1 assessment test) Storage Technology Foundations (24hrs, 1 Exam) Celerra NS Architect Specialist Technology (38 hrs, 1 Exam) Solutions Design (18 hrs, 4 days, 1 Exam) Storage Technology Foundations (24hrs, 1 Exam) CLARiiON Architect Specialist Technology (38 hrs, 1 Exam) Solutions Design (18 hrs, 4 days, 1 Exam) Copyright 2007 EMC Corporation. All rights reserved. Number of hours shows self-paced learning duration assuming no previous experience 26

27 ASN Backup Specialty CONSOLIDATE BACKUP ARCHIVE SECURITY CONTENT Heterogeneous clients Key applications Backup Software Bucket : Recoverpoint, Recoverpoint / SE Replication Manager Backup server LAN EMC NetWorker (7.3/7.4) in Windows and UNIX environments Backup to Disk Considerations Minimum certification enablement Avamar EMC Backup Advisor RepliStor EDL Installation and Config. Next Steps NAS Tape library SAN Storage Node Disk-backup Target (incl. VTL) EMC NetWorker Backup Environment Minimum Certifications: (Two Individuals) ETF Backup and Recovery (BR) (12hrs, 1 Exam) ETF Backup and Recovery (BR) (12hrs, 1 Exam) BR Implementation Specialist (8 hrs, 5 days, 1 Exam) BR Architect Specialist Solutions Design (10 hrs, 3 days, 1 Exam) Copyright 2007 EMC Corporation. All rights reserved. Number of hours shows self-paced learning duration assuming no previous experience 27

28 ASN Archive Specialty CONSOLIDATE BACKUP ARCHIVE SECURITY CONTENT Archive Software Bucket : Content Addressing Content Address algorithm Object is created and sent to application server Digital fingerprint Globally unique Locationindependent Centera Seek Centera Viewer Centera Remote Replication SW CAS Copy Minimum certification enablement Centera Compliance and Governance Editions Xtender DiskXtender VisualSRM (for FSA/ESA) Next Steps CA Application server sends object to EMC Centera over IP network Database stores Content Address for future reference LAN CA EMC Centera performs Content Address calculation and sends address back to application EMC Centera Archive Environment Minimum Certifications: (Two Individuals) Storage Technology Foundations (24hrs, 1 Exam) Storage Technology Foundations (24hrs, 1 Exam) CAS (Centera) Implementation Specialist (20 hrs, 3 days, 1 Exam) CAS (Centera) Architect Specialist Technology (34 hrs, 1 Exam) Solutions Design (20 hrs, 4 days, 1 Exam) Copyright 2007 EMC Corporation. All rights reserved. Number of hours shows self-paced learning duration assuming no previous experience 28

29 29 ASN Certification Details

30 30 ASN Security / Content Specialty CONSOLIDATE BACKUP ARCHIVE SECURITY CONTENT Security and Content Specialties will be announced later in Security Specialty based on RSA Content Specialty based on Documentum

31 31 Certification trainings for Certification are typically a mix of web-based and instructor-led trainings. The instructor-led courses are typically take place in Frankfurt. Only if there is at least 6 attendees then those courses can be delivered locally, i.e. also in Bratislava or so. More details on the courses required for certification can be found : Training / Certification / Learning Path Trainings are only available to ASN partners. Training subscriptions need to be ordered and individuals can register for classes. Different levels of Certification: Associate Specialist Expert

32 32 Certification Costs Implementation Engineer certification Value Pack $3,960 for Specialist level Subscription $8,495 for Expert level Technology Architect Specialist certification Value Pack $1,980 for Specialist Level (Special offer 1 Pack for 2 people) Subscription $8,495 for Expert level EMEA_Education@emc.com

33 33 CertTracker As soon as a partner user completes an Accreditation test within Powerlink, a CertTracker account is created for them. All Accreditation/Certification tests are stored in CertTracker How to review your Personal Info in CertTracker 1. Log in to CertTracker at 2. From the left hand menu bar under Home Select Personal Info 3. Update information (ie. company name, address, phone number). 4. Scroll to the bottom of the page and click VERIFY.

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