EMC Information Intelligence Group Quarterly Partner Webcast

Transcription

1 INDUSTRIES : : BUSINESS WITH PARTNERS EMC Information Intelligence Group Quarterly Partner Webcast Chris McLaughlin VP, WW Channels & Alliances General Manager, Energy & Engineering Roy Nicholson General Manager, Life Sciences SOLUTIONS

2 IIG & Partners The Path Forward 2014 Planning Update Industry-driven planning process Targeting aggressive growth to take market share Fueling growth in 2014 & beyond IIG Solutions EMC Certified Solutions OnDemand Syncplicity Key themes for Channel Sales & Alliances Consistent, Predictable & Transparent Increased go-to-market investment Solution selling Enhanced programs for training and support Organizational update 2

3 ENERGY & ENGINEERING 2014 Business Plan & Growth Strategy Chris McLaughlin VP & General Manager, Energy and Engineering 3

4 Executive Summary MARKET LEADERSHIP Existing product suite is well positioned in large global market However, existing solutions are under-performing $100M New products are poised to have impact in 2014 Immediate investment required to ensure these products are market ready Six vertical solution plays contribute $12.9M in incremental revenue Primary investment in enhanced Sales & Marketing execution for 2014 $100M Roadmap focuses on development of true SaaS offering and evolution of solution architecture Both Partners and Consulting must play an enhanced role in industry strategy and solution development 4

5 Energy & Engineering Solution Strategy EPFM solution suite addresses common use cases across focus segments Significant market for existing solution set Continuing opportunity to deepen EPFM Suite offering, both organically and inorganically Additional opportunity to develop segment-specific solutions Interoperability with key vendors in market is a critical requirement Expand sales and solutions into midmarket Leverage partners to help us get there 5

6 Market Sizing & Growth $900.0 $800.0 Tier 1 Available Market Content, Collaborative & BPMS Software & Services 3,192M opportunity across all five segments $700.0 $600.0 $500.0 $400.0 $300.0 $200.0 Construction Resources Utilities Transportation Process Manufacturing Tier 1 Markets Heavy Construction (Construction) Oil & Gas Extraction (Resources) Electric, Gas & Sanitary Services (Utilities) Pipelines (Transportation) Petroleum Refining (Process Manufacturing) Tier 2 Markets Mining: Metal, Coal & Minerals (Resources) Railroad (Transportation) $100.0 $ % CAGR overall Roughly equivalent to overall market growth rate 6

7 Cross-Segment Priorities 1 Includes Drawing Management and View/Mark Up 2 Includes SOP Management 7

8 Key Plays Across the Value Chain CAPITAL PROJECTS SUBSCRIPTION SUPPLIER EXCHANGE WELLFILE MANAGEMENT CAPITAL PROJECTS GROWTH HANDOVER & COMMISSIONING ASSET OPERATIONS EXPLORATION DESIGN/ CONSTRUCTION HANDOVER OPERATION/ MAINTENANCE TRANSMISSION/ DISTRIBUTION 8

9 2014 Solution Plays 86M 18% 12.9M 4.8M 3.7M 0.8M 0.3M 2.1M 1.2M Capital Projects Growth Asset Operations Capital Projects OnDemand Supplier Exchange Handover & Commissioning ewfm 6% 5% 1%.3% 3% 2% 2013e BASELINE 8% 73M 9

10 TRANSFORM E 2014 VERTICAL SALES PLAYS BUSINESS TRANSFORMATION POWERED BY INFORMATION PLATFORM 2 PLATFORM 3 INFORMATION AWARE INFORMATION ENABLED INFORMATION DRIVEN HR AUTOMATION ACCOUNTS PAYABLE DRAWING MANAGEMENT CONTRACTS MANAGEMENT E INFORMATION TRANSFORMS BUSINESS DOC. VIEWING/ANNOTATION P P P P P CAPITAL PROJECTS ASSET OPERATIONS Q WELLFILE MGMT Q P HANDOVER & COMM Q S MOBILIZING THE WORKFORCE SYNCPLICITY BACK-OFFICE/FRONT-OFFICE TRANSFORMATION VALUE-OFFICE TRANSFORMATION MOBILITY ǀ BIG DATA ǀ SOCIAL CLOUD AS MUCH CLOUD AS YOU NEED E PLATFORM MIGRATIONS S CAPITAL PROJECTS SUBSCRIPTION E SUPPLIER EXCHG. Q WINDMILL Q STANDARDIZATION PRIVATE CLOUD HYBRID CLOUD TRANSFORM WITH TRUST TRUST COMPLIANCE UPSELL DIGITAL OFFICE EAS FOR CAPITAL PROJECTS EAS FOR ENERGY & ENGINEERING SYNCPLICITY + IRM Q E N Existing Customer P New Customer S ENTERPRISE EXTENDED PERVASIVE Partner Solution Services Offering 10

11 Industry Domain Packs Business Impact Construction EPC Starter Capital Projects Documentum Webtop Hydroelectric Oil & Gas ISO14001 EHS Nuclear Plant Gas Transmission Rail Network Asset Operations Documentum D2 Electricity Distribution Line of business focused domain packs to speed delivery Built-in best practices and standards Built-in integrations with key energy enterprise systems: Maintenance management (e.g. Maximo, SAP PM) GIS (e.g. ESRI) Project management (e.g. Primavera) 11

12 Energy & Engineering Product Strategy SE SAAS CP WEBTOP CP 1.8 CP 1.9 XCP CP/AO 2.X D2 AO 1.0 AO 1.1 ON-PREMISE HANDOVER & COMMISSIONING ewellfile Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q DEPENDENCIES D7.1, XCP 2.1, D2 4.2 XCP

13 PARTNER OPPORTUNITY Global SIs Enterprise Account Alignment Joint Go-To-Market Regional SIs Augment regional sales capacity Expand localized delivery Solution development Platform integrations ISVs Address key functional gaps 13

14 Life Sciences Industry 2014 Planning Roy Nicholson General Manager, Life Sciences 14

15 Executive Summary Platform is still defacto standard within global market New Solutions are poised to be deployed at many Tier 1 accounts: etmf and Q&M being deployed globally. 5 vertical solutions looking to contribute 20% growth in Life Sciences Revenues in Market Leadership 20% Enhanced investment in Marketing execution for 2014 We lead the market in Tier 1 Pharma / BioTech, and will disrupt the mid-market with a pre-packaged EDM solution for the industry. We will bring externalized / collaborative SaaS solutions to market in 2014 Disrupt 15

16 Life Sciences Vertical Opportunity PHARMACEUTICAL BIOTECHNOLOGY MEDICAL DEVICES CONTRACT RESEARCH ORGANIZATIONS (CRO) CONTRACT MANUFACTURING ORGANIZATIONS (CMO) 16

17 Legacy Life Sciences ECM Maturity Model Best of Breed INFORMATION AWARE INFORMATION ENABLED INFORMATION DRIVEN Most Customers Today Where EMC Can Take Them BACK-OFFICE FRONT-OFFICE TRANSFORMATION VALUE-OFFICE TRANSFORMATION MOBILITY BIG DATA SOCIAL STANDARDIZATION PRIVATE CLOUD HYBRID CLOUD Mainly Paper Based Departmental Based Electronic Document Management Solution Standardized ECM Platforms. Silo d Functional solutions Across Value Chain Globally Integrated Collaborative Solution Architecture. Cloud or On Premise. Process Analytics. R&D Intelligence from Structured and Unstructured Content. ENTERPRISE EXTENDED PERVASIVE 17

18 18 Life Sciences Opportunity & Solution Strategy Driven by Three Levers EMC Solutions Strategy 1 2 Evolving ECM Competitive Landscape 3 Industry Business Model Changes Mid-Market Growth

19 19 Life Sciences Solution Suite & Architecture Clinical etmf Quality & Manufacturing AVAILABLE: DEC 2012 ONDEMAND: MAR 2014 Investigator Portal R&D Solutions Submissions Publishing Drug Safety Partner Solutions AVAILABLE: JUN 2012 ONDEMAND: AUG 2013 AVAILABLE: 2014 AVAILABLE: DEC 2013 JUN 2014 ONDEMAND: MAR 2014 AVAILABLE: 2014 ONDEMAND: TBD AVAILABLE: ONDEMAND: TBD TBD D2 Life Sciences Interoperability Layer Documentum Content Server

20 Competitive / Business Model Mid Market INTEGRATED GTM: SALES PLAYS LIFE SCIENCE 2014 LIFE SCIENCES PLAYS BY INDUSTRY OPPORTUNITY INFORMATION AWARE INFORMATION ENABLED INFORMATION DRIVEN DRUG SAFETY INFORMATION TRANSFORMS BUSINESS 2H 2014 AS MUCH CLOUD AS YOU NEED E E QUALITY & MANUFACTURING etmf SUBMISSIONS R&D MEDICAL CALL CENTER S N LABELLING N N N N P QUALITY & MANUFACTURING etmf SUBMISSIONS PUBLISHING R&D INVESTIGATOR PORTAL MOBILIZING YOUR WORKFORCE SYNCPLICITY PROMOTIONAL MATERIALS P TRANSFORM WITH TRUST ALL E MIGRATION ASSESSMENT (DCM, CSC R&D) S E E EAS APP DECOMMISSIONING EMA - MIGRATION S 2H 2014 SYNCPLICITY + IRM E N Existing Customer New Customer Copyright 2013 EMC Corporation. All rights reserved. P S Partner Solution Services Offering 20

21 21 Partner Ecosystem & Priorities Interest in LS Solutions from Global SI community Align in Tier 1 Accounts globally Secure go-to-market commitment Selective engagement with regional SIs Augment sales capacity in key geographies Partners must bring incremental sales resource Expand localized delivery capacity in key geographies Certification program in place for partners Solution development to expand Life Sciences offerings Fill gaps in solution offerings Develop platform integrations (e.g. CTMS, LMS, QMS, etc.) Establish formal partnerships & integrations with ecosystem players

22 22 Gilead recently completed its selection of a new enterprisewide quality document management system as part of a broader, integrated enterprise quality management solution. The enterprise quality management solution for Gilead is a mission-critical solution that enables Gilead to address various industry regulatory requirements. With EMC s technology and service offerings, our research, manufacturing and quality compliance teams can harmonize Gilead s regulatory compliance processes and standards for managing documentation and document workflows. We value EMC s in-depth life sciences expertise and its holistic approach to helping Gilead meet rigorous industry regulatory compliance requirements. --Dennis Self, Chief Information Officer, Gilead Sciences

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