EMC Velocity Elite Camp Take the NEXT LEVEL

Transcription

1 EMC Velocity Elite Camp Take the NEXT LEVEL Jun-9,2011 DI Alexander Flor Indirect District Manager 1

2 Danke Schön!! 2

3 EMC Velocity Elite Camp Agenda Donnerstag :30-13:30 Allgemeines Update, Partner-Informationen, Demo Cloud, Club SE Wer bremst verliert 13:30-14:45 14:45-15:00 Special Guest Pause Breakout Sessions Sales Track Presales Track 15:00-16:30 GFS & Promotions BRS deep Dive BRS VNX deep Dive 16:30-16:45 16:45-17:15 VNX / Unified FAST Intro VNX Sizing Pool Sizing VNX Performance Pause VNX Roadmap, Isilon, Wrap-Up *18:00 Freitag :00-11:00 Aufi aufn Berg! Freizeit für Wellness & Brunch 3

4 Deal Registration 4

5 Deal Registrations for VNX/VNXe VNXe3100 VNX5300 VNX5500 VNX7500 List List Transfer + Base Reg +10% Transfer + Base Reg + Incremental Reg + New Acct +15% +5% +5% 5

6 Partner Central Sabine Glanz 6

7 Agenda 1. SFDC PRM: Overview & Value Proposition 2. Roles and Responsibilities 3. Functionality and Call To Action 1. Partner Profiles 2. Velocity Program Information 3. Lead Management 4. Channel Account Plans 5. Deal Registration 4. Where To Find More Information 7

8 Overview What is PRM? PRM is the Salesforce.com Partner Relationship Management module that EMC has deployed Partner users leverage PRM functionality via the new EMC Partner Central web-portal Why deploy PRM? With an ever growing Partner footprint, an increasingly broad product portfolio, and a diverse Sales organisation, PRM enables EMC and our Partners to: Work together more effectively Efficiently share information Successfully manage the joint relationship 8

9 PRM will become the transmission of EMC s Channel engine $ Reporting (OBIE) Deal Reg Partner Coverage Education / Certification PRM Contracts, Admin Velocity Compliance Lead Activity Strategic Planning (CAP) 9

10 What is the Value Proposition for Partners PRM allows our Partners to present and advertise themselves on EMC.com It provides Partners with a single location for Velocity Program and Education information PRM enables the systematic management of leads and deal registrations in a single location 10

11 Functionality Velocity Program & Education InformationVelocity Tier and Specialty Compliance Track Program Requirements vs Actual Achievements Education Accreditations and Certifications Lead Management in PRM Pass Leads Track Leads Channel Account Planning PRM Channel Account Plan functionality allows collaborative business planning process Track progress against plan goals 11

12 Deal Registration COMING SOON The Partner Deal Registration process is moving to Partner Central on 11 th July 2011 From this date, Partners will no longer use Channel Express to submit Deal Registrations 12

13 PRM Roles & Responsibilities: Partner All Partner Users Accept and disposition Leads View personal contact/education info View organization profile Generate and view reports Partner Profile Administrator Partner User responsibilities, plus Update and maintain the Partner Profile information Update the Partner logo and location Publish the Partner Profile information on EMC.com Partner Super User Partner Profile Administrator responsibilities, plus Create, maintain, and inactivate Partner user accounts and contacts as required View all Velocity and Education details for their Organisation 13

14 More Information/Training Job aids, FAQs, recorded webcasts, video clips and presentations are available here: Log in to SFDC -> EMC Help & Training -> Partner Relationship Management Quick Link Webcast Deal Reg training sessions will be held on: 14 and 15 June 14

15 Marketing Petra Mossbeck 15

16 Austria Petra Mossbeck 16

17 EMC Velocity Kampagnen im VIP Portal oder über > Marketing Support 17

18 Materialien im VIP Portal Personalisierbare Marketing-Vorlagen 18

19 Kampagnen Ablauf Bsp. Schrittweise vorgehen Leads erhalten 19

20 EMC Partner Kampagnen deutsch 20

21 EMC Partner Kampagnen mehr in ENG 21

22 Club SE Programm für Österreich Martin Stengel 22

23 Aufnahmekriterien Mitarbeiter eines aktuellen EMC Partners Affiliate bis zu Signature Status SE Accredidation oder Velocity System Engineer Affiliate -> Quickstarts 23

24 Registrierung Partner SE kann sich direkt via mail bei PAM/EMC Channel Kontakt anmelden Einladung erfolgt durch EMC Status-Übertragung ist nicht möglich 24

25 Club SE Aktivitäten Ein ganzer Tag pro Quartal: Eine halbtags General Session EMC Corp Solution Messaging für "Commercial" Markt Strategie, regelmäßige Updates bzgl. Product Knowledge und Launches Ein halbtags Workshop Training zu Produkt-Demos und Lösungen Verfügbare Videos Whiteboarding und EMC tools EMC / VMware Integration Yearly Club SE Awards 25

26 EMC Demo Cloud Franz Stibitzhofer 26

27 The EMC Demo Cloud is an on-line, self-service resource for EMC TCs and SEs to access LIVE product and solution demonstration systems. The systems can be reserved ad-hoc or in advance and can be utilized for customer demonstrations, training, mentoring, reference, or customer evaluations. The systems are available 24x7 around the globe and can be reserved for as little as 1 hour or as long as necessary to complete a customer engagement. For an EMC Demo Cloud account, contact demoteam@emc.com. 27

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34 EMC Global Solutions Center Martin Meinl 34

35 Global Solutions Centers 5 EMC Global Solutions Centers: Hopkinton, Cork, Vienna, Shanghai and Singapore Innovation Center in Santa Clara Hopkinton, MA Santa Clara, CA Cork, Ireland Vienna, Austria Vienna, Austria Shanghai, China Singapore 35

36 Driven by the field for the field Proven Solutions Engineering Tradeshows EMC Demo Cloud Technical Documentation Solutions Demonstrations Customer Integration Labs Proof of Concepts Technical Briefings Workshops Partner Mentoring Telepresence/Live Meeting Technical Workshops Where to find additional information EMC ONE - Demo Requests- Powerlink - Solutions Tab Proof of Concept :- sent blank to GSC POC Request EMC Demo Cloud:- 36

37 Beispiele für Demos im VSC 37

38 Vienna Solitions Center Installationen 2x CX3-20 & NAS Gateway 2x NS120 Unified SAN/NAS (UNISPHERE) 1x VNX5500 (im Aufbau) 2x Centera Cluster CISCO UCS C-Serie, SAN inkl. NEXUS Recoverpoint, MirrorView, Replicator vcenter inkl. SRM Integration vcenter inkl. EMC Unified Storage PlugIn und Storage Integrator Replication Manager für Exchange, SQL, NTFS, VMware MirrorView/CE Replication Enabler for Exchange 2010 DAG mit MirrorView Networker Backup Solution AVAMAR Datastore RSA Envision DataDomain u.v.m. 38

39 Wie kann das VSC gebucht werden Kontakt mit zuständigen EMC Account Manager, Presales oder Sales-Manager Kontakt mit EMC Solutions Center: Tania Sanchez (operativ) Alexander Graf (technisch) Definition des Projektes und geplantes Ziel des Termins Abstimmung zum Ablauf, wer die Präsentation hält und wer die Demos zeigt (Präsentation grundsätzlich durch Partner) 39

40 Unterstützung beim VSC-Termin Präsentation vorwiegend durch Partner Technische Unterstützung für Spezialisierung durch EMC Presales oder Solutions Architect Life Demos durch Alexander GRAF oder EMC Presales / Solutions Architect Demos aus der EMC Demo Cloud Remote Demos zu Spezial-Themen möglich 40

41 EMC Velocity Elite Camp Agenda Donnerstag :30-13:30 Allgemeines Update, Partner-Informationen, Demo Cloud, Club SE Wer bremst verliert 13:30-14:45 14:45-15:00 Special Guest Pause Breakout Sessions Sales Track Presales Track 15:00-16:30 GFS & Promotions BRS deep Dive BRS VNX deep Dive 16:30-16:45 16:45-17:15 VNX / Unified FAST Intro VNX Sizing Pool Sizing VNX Performance Pause VNX Roadmap, Isilon, Wrap-Up *18:00 Freitag :00-11:00 Aufi aufn Berg! Freizeit für Wellness & Brunch 41