LEADING EDGE IN BACKUP & ARCHIVE

Transcription

1 LEADING EDGE IN BACKUP & ARCHIVE PARTNER GUIDE 1

2 Table of Contents Introduction Awareness Consideration Purchase Customization Getting Started Planning Steps GFS EMC Easy Street 2

3 Introduction Leading Edge In Backup and Archive This program targets organizations who are looking to improve and simplify their application backup across physical and virtual infrastructures all while lowering costs. Designed to be executed as a series of multi-touches, it is recommended to begin with the Cloud Transform IT Backup Use Case program and then move to the focused Leading Edge in Backup and Archive program. The Leading Edge in Backup and Archive program is persona-based and includes the following focused topics: Tape Replacement, Virtualization Backup Transformation, Application Backup Transformation, Oracle Backup Transformation and Archive. VSPEX is included as an ideal deployment model for EMC Backup for each of these areas. Following the approach outlined above allows you to convey the value of cloud computing and backup together, then to fully surround the account with focused backup messages and value propositions addressing the most pressing aspects of their backup infrastructure. Materials include: Direct marketing and event materials Social media and search engine marketing guides Partner sales enablement 3

4 Leading Edge in Backup & Archive Overview Lead Your Business Transformation with Smarter Backup Change the game with EMC #1 leader in backup and recovery on your team. Get the speed, efficiency, and flexibility you need to solve your biggest challenges, ensure your data is always protected, and transform your business. Leading EMC backup solutions make it happen by letting you: Back up your applications with complete confidence Virtualize and move to the cloud faster Empower application owners while retaining central control of backup Manage backup efficiently doing more with fewer resources Lower costs get a 7-month payback Affordable Financing Options Mid Market Primary: Data Domain Avamar NetWorker Data Protection Advisor X-Up Sell Targets Data Domain, ANDL Symmetrix Centera VMAX VNX Competitive Targets CommVault, HP, IBM, Quantum, Symantec VEEAM (EMEA) Personas IT-Manager IT-Data Recovery IT-Traditional Apps Influencers Steve Manley, Backup Blog Backup Community, ECN.com/backup Alliances 4

5 Leading Edge in Backup & Archive AWARENESS CONSIDERATION PURCHASE 1 2a *CLOUD TRANSFORMS IT 3 *CLOUD SEMINAR KEYWORDS LANDING PAGE INVITE REGISTRATION PAGE BATTLE CARDS SOCIAL KIT DIRECT MAIL 2b LEADING EDGE BACKUP AND ARCHIVE VIRTUALIZATION PITCH SHEET AD BANNER TAPE LANDING PAGE SOCIAL MEDIA APPLICATIONS BACKUP AND ARCHIVE EVENT INVITE REGISTRATION PAGE CONTENT SYNDICATION ORACLE GFS SALES CARDS ARCHIVE * REFERS TO CLOUD TRANSFORMS IT PROGRAM, SEE GUIDE FOR COMPLETE PROGRAM OVERVIEW 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 Leading Edge in Backup and Archive Virtualization, Tape, Applications and Archive Demand generation templates to drive response to compelling offers on the campaign landing page S (VIRTUALIZATION, TAPE, APPLICATIONS) LANDING PAGES AD BANNERS CALLS TO ACTION: ASSESSMENT ANIMATION VIDEO TOP REASONS IDC PAPER BACKUP 15 MINUTE GUIDE ARCHIVE VIDEOS 7

8 CONSIDERATION Demand Generation Backup for Oracle Demand generation templates to drive response to compelling offers on the campaign landing page AD BANNERS ORACLE ORACLE LANDING PAGE CALLS TO ACTION: ORACLE HANDOUT ORACLE WHITE PAPER ORACLE TOP REASONS New Optional Interactive Asset 8

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

10 PURCHASE Sales Enablement Materials to prepare and execute sales/telemarketing follow up activity BATTLE CARDS PITCH SHEET VIRTUALIZATION & TAPE & ARCHIVE APPLICATIONS SPECIFIC GFS SALES CARDS 10

11 CUSTOMIZATION 11

12 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) SPECIAL OFFERS ( IF APPLICABLE) Special Offer panels are intended to be adapted with specific details promoting EMC Global Financial Service offers. 5. 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. 12

13 GETTING STARTED 13

14 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 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 pricing. North America: GFSNA@emc.com l Latin America: VelocityFinanceLA@emc.com EMEA: VelocityFinance@emc.com l APJ: VelocityFinanceAPJ@emc.com 4. Determine Execution Method: Choose to execute your campaign via the VCC selfservice campaign portal or a preferred local agency. 1. 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 14

15 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. 15

16 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 16

17 EMC Global Financial Services Campaign Resources GFS Partner Overview: Provides a description of what GFS, answers FAQs, and links to 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 Brochures: End user facing overviews of the GFS offers. 17

18 EMC EASY STREET 18

19 Learn About EMC Easy Street EMC Easy 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 19

20 Visit Easy Street Online Your destination for Campaign information and resources Learn about the Campaigns Access materials 20

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