2016 BPP OVERVIEW
PRESENTATION
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CHANGE IS ACCELERATING
EMC BUSINESS PARTNER PROGRAM
2016 UPDATE
TRACK OVERVIEWS
KEY TAKE AWAYS
© Copyright 2016 EMC Corporation. All Rights Reserved. EMC Strictly Confidential – Not for Distribution
CHANGE IS ACCELERATING
Billions of Users
MOBILE, CLOUD,
BIG DATA, SOCIAL
Millions of Apps
EXIST BETWEEN
THE SECOND
AND THIRD PLATFORM.
MOST
GROWTH
OPPORTUNITIES
Hundreds of
Millions of Users
LAN/INTERNET
CLIENT/SERVER
Tens of
Thousands of
Apps
MAINFRAME
Millions of Users
MINI-COMPUTER
Thousands of
Apps
2015-2016
Source: IDC
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3
TOGETHER WE ARE
UNSTOPPABLE
EMC’S STRENGTH FALLS WITHIN
THE PARTNER ECOSYSTEM
ISVs
SYSTEM
INTEGRATORS
OEMs
DISTRIBUTORS
OUTSOURCERS
CLOUD SERVICE
PROVIDERS
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RESELLERS
4
CHANGE IS ACCELERATING
EMC BUSINESS PARTNER PROGRAM
2016 UPDATE
TRACK OVERVIEWS
KEY TAKE AWAYS
© Copyright 2016 EMC Corporation. All Rights Reserved. EMC Strictly Confidential – Not for Distribution
STAYING TRUE TO OUR CORE PRINCIPLES
SIMPLE
EMC CONFIDENTIAL—INTERNAL USE ONLY
PREDICTABLE
PROFITABLE
6
2016 BPP STRATEGY
Protect & grow enterprise/MM business
Drive partner loyalty
Leverage distribution to scale
Balance of product & solutions focus
Integrate VCE into solution provider track
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2016 BPP DESIGN PRINCIPLES
Maintain Consistent
Investment Strategies
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Simplified Compliance
Requirement
Invest in
Growth Areas
Simplified Spend
Policies
8
TRACKS
Solution
Provider
Cloud Service
Provider
Global
Alliance
OEM
Enterprise
Content
Division
RSA
SecurWorld
Platinum
Gold
Silver
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FOUNDATION: ALIGN THE PROGRAM
Foundational knowledge to sell and market
EMC products.
REVENUE
SILVER
SERVICES
Advanced capabilities to architect and sell
solutions based on EMC technology and services.
MARKETING
RELEVANCE
GOLD
SOLUTIONS COMPETENCIES
Capabilities and resources as industry experts
in the cloud, big data, and mobility markets.
PORTFOLIO COMPETENCIES
PLATINUM
CRITERIA
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10
CHANGE IS ACCELERATING
EMC BUSINESS PARTNER PROGRAM
2016 UPDATE
TRACK OVERVIEWS
KEY TAKE AWAYS
© Copyright 2016 EMC Corporation. All Rights Reserved. EMC Strictly Confidential – Not for Distribution
DISTRIBUTOR TRACK
Structure
Requirements
Benefits
• Predictable Financial
Rewards
• Balanced EMC Portfolio
/Solutions Competencies
• GTM Alignment with EMC
• Revenue Achievement
• Portfolio / Solution
Competencies
• Technology Certifications
• KPO Objectives
• Predictable rebates
starting at $1
• Rich rewards for goal
attainment for all tiers
covering all products
• Access to services
methodologies
• Access to Earned MDF
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12
SOLUTION PROVIDER TRACK
Structure
Requirements
Benefits
• Predictable Financial
Rewards
• Balanced EMC Portfolio/
• Solutions Competencies
• Differentiate Top Tier
• Business Partners
• Offer Flexibility/Choice
• Revenue commitments
• Portfolio / Solution
Competencies
• Technology Certifications
• Predictable rebates
starting at $1
• Rich rewards for goal
attainment for all tiers
covering all products
• Access to Earned MDF
• Cloud Partner Connect
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13
DIRECT MARKET RESELLER TRACK
Structure
Requirements
Benefits
• Predictable Financial
Rewards
• Balanced EMC Portfolio
/Solutions Competencies
• Offer Flexibility/Choice
• Revenue Achievement
• Track specific Portfolio /
Solution Competencies
• Technology Certifications
• Predictable rebates
starting at $1
• Rich rewards for goal
attainment for all tiers
covering all products
• Access to services
methodologies
• Access to Earned MDF
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14
CSP & GA SELLING MODELS FOR SOLUTION
& CLOUD OFFERINGS
•
SELL
THROU
GH
CLOUD SERVICE
PROVIDERS
OUTSOURCERS
SELL TO
PULL THROUGH
SYSTEM
INTEGRATORS
JOINT
CUSTOMERS
SELL WITH
Solutions & Cloud Offerings
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15
CLOUD SERVICE PROVIDER TRACK
Structure
Requirements
Benefits
• Broaden investment
opportunities
• Strategically re-architect
GTM engagement
• Reduce complexity
• Dedicated EMC
resources
• Reduced number of
requirements
• Assigned relationship
manager
• Business plan
• Joint marketing agreement
• Customer success stories
• Cloud Partner Connect
• Compensation uplift (up to
25%) for EMC Sales
• Marketing resources
• Executive sponsor
• Access to Business
Development Funds
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GLOBAL ALLIANCE TRACK
Structure
Requirements
Benefits
• Broaden investment
opportunities
• Strategically re-architect
GTM engagement
• Reduce complexity
• Dedicated EMC resources
• Reduced number of
requirements
• Revenue commitments
• Memorandum of
Understanding
• Annual Investment Plan
• Assigned Alliance Manager
• Joint Marketing Agreement
• Access to Business
Development Funds
• Global Account
Management
• Joint Sales Planning
• Executive Sponsor
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17
CHANGE IS ACCELERATING
EMC BUSINESS PARTNER PROGRAM
2016 UPDATE
TRACK OVERVIEWS
KEY TAKE AWAYS
© Copyright 2016 EMC Corporation. All Rights Reserved. EMC Strictly Confidential – Not for Distribution
PARTNER PORTAL
Partner.emc.com
• EMC and Industry News
• Program Details
• Requirements & Benefits by
Country and Track
• Sales and Marketing Tools
• Business Partner Academy
• Cloud Partner Connect
• Services & Support Resources
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BUSINESS PARTNER ACADEMY
• EMC on-boarding details
• Training tailored to your Partner’s
EMC relationship
& business focus
• Shifting to Portfolio and Solution
Competencies
• Adding new glide paths
• Curriculum by resource type: sales,
technical, services, marketing
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PORTFOLIO AND SOLUTION COMPETENCIES
• Curriculum for sales and sales
engineer resources
• New requirements to maintain tier
level
• 2015 Carryover modules
• New and Maintenance modules
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21
STAYING TRUE TO OUR CORE PRINCIPLES
SIMPLE
EMC CONFIDENTIAL—INTERNAL USE ONLY
PREDICTABLE
PROFITABLE
22
© Copyright 2016 EMC Corporation. All Rights Reserved. EMC Strictly Confidential – Not for Distribution