© Copyright 2013 EMC Corporation. All rights reserved. · 16 “Wir geben Ihnen die POWER der EMC,...

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1 © Copyright 2013 EMC Corporation. All rights reserved. © Copyright 2013 EMC Corporation. All rights reserved.

Transcript of © Copyright 2013 EMC Corporation. All rights reserved. · 16 “Wir geben Ihnen die POWER der EMC,...

1 © Copyright 2013 EMC Corporation. All rights reserved. © Copyright 2013 EMC Corporation. All rights reserved.

2 © Copyright 2013 EMC Corporation. All rights reserved. © Copyright 2013 EMC Corporation. All rights reserved.

Mega Launch 2013

Martin Böker

Partner Sales Director EMC Deutschland GmbH

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Rückblick

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EMC Global

1,350 PARTNER

verkauften EMC das erste Mal

2012

CHANNEL WACHSTUM

2X FASTER

2,000 NEUE PARTNER

trainiert

CHANNEL BOOKING

WACHSTUM in 2012

7,500 NEUKUNDEN über den Channel

20%

DES EMC GLOBAL SERVICES R E V E N U E S ü b e r

CHANNEL PARTNER

40% MEHR ALS

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EMC Deutschland Anteil des Partnerumsatzes

2011

Ziel 2012

Ergebnis2012

Enterprise 43% 55% 58%

Public 46% 60% 65%

Mid Market 97% 100% 98%

Channel Share 68%

Über Distribution 44% 51%

Über SSCP Partner 33% 49%

Steigerung der Dealregs Y/Y 70% 80%

Wachstum 2011/2012 H1 2013 Total Distribution 43% 70% Total Channel 24% 30%

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Warum EMC?

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Die Stärken der EMC!

+

ACTION

+

STRENGTH VISION

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VISION 12% OF 2012 REVENUES

SPENT ON R&D

$33B 10-YEAR R&D/M&A

INVESTMENT IN LEADING TECHNOLOGIES

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VISION

Launched

Simple, Efficient, Flexible

2012

VMware Coins The Term

Software-Defined Data Center

2013

Launched

Software-Defined Storage Platform

2011

Neues Partner Programm für Cloud Service

Providers

2009

EMC, Cisco, VMware gründen

VCE

2004

Acquired, um EMC den WEG in

die Cloud zu ebnen

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Von heute bis 2020 wird der “DIGITAL UNIVERSE”

40,000

EXABYTES erreichen

Source: IDC’s 2012 Digital Universe study, sponsored by EMC.

Der Anteil der digitalen Daten, die

PROTECTION

Brauchen, wird stärker wachsen als der “DIGITAL UNIVERSE” selber

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STRENGTH

MARKTFÜHRER For Virtualized Storage Environments (2012)

MARKTFÜHRER Purpose-Built Backup

Appliance

EMC Umsatz:

3X GROWTH Of IT Industry Spend(2012)

Aktien Performance: 5-Year “Share Price”

Wachstum

EXCEEDS MAJOR INDICES

2012 Umsatz:

$21.7 BILLION

MARKTFÜHRER External Disk Storage

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Worldwide External Storage Revenue Share

Kontinuierlich mehr Share für EMC

Source: IDC, March 2013

STRENGTH

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Melbourne, Australia

Rio de Janeiro, Brazil

Roy, UT Durham, NC Apex, NC

Irvine, CA

Burlington, Ontario

Duluth, GA

Santa Clara, CA Palo Alto, CA

Pleasanton, CA

Brentford, UK Vienna, Austria Pau, France

Rotterdam, Netherlands

St. Petersburg, Russia

Cairo, Egypt

Tel Aviv, Israel Beijing, China

Shanghai, China

Seoul, S. Korea

Be'er Sheva, Israel

R&D Center

Centers of Excellence

Customer Support Center

Executive Briefing Center

Global Solution & Engineering Center

Manufacturing Center

Direct Presence

Seattle, WA

Chengdu, China

As Of November 28, 2012

Sydney, Australia

Draper, UT

Hopkinton, MA Global Headquarters

Bedford, MA

Franklin, MA

Cambridge, MA

Singapore

Cork, Ireland

Tokyo, Japan

Bangalore, India

60,000 Mitarbeiter in 86 Ländern

Unser Globale Präsenz

STRENGTH

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Gartner Magic Quadrant For General-Purpose

Disk Arrays:

EMC IS THE LEADER IN

ABILITY TO EXECUTE

&

COMPLETENESS OF VISION

ACTION

Source: http://www.gartner.com/technology/reprints.do?id=1-1EL3WXN&ct=130321&st=sb

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Channel Partner der EMC…… Warum ?

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“Wir geben Ihnen die POWER der EMC,

V I S I O N

ACTION

STRENGTH

Alles was Sie tun muessen, ist es, UNS zu nutzen!”

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“YOU ARE INCREDIBLY IMPORTANT…

WE NEED YOU…WE ARE AS DEDICATED TO

YOUR SUCCESS AS WE ARE TO OUR SUCCESS.”

JOE TUCCI EMC CHAIRMAN

AND CEO

Why Partner With EMC? MARKET-LEADING

BRAND

ROBUST PORTFOLIO

MORE

PROFITABILITY

STRONG

ENABLEMENT PROGRAMS

COMMITMENT TO PARTNER SUCCESS

“OUR MISSION IS TO HELP SUPERCHARGE YOU.

TO GIVE YOU THE POWER TO TRANSFORM YOUR

BUSINESS IN WAYS YOU COULD NOT DO ALONE.”

GREGG AMBULOS

SVP, GLOBAL SALES

CHANNEL

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2013 EMC Channel Program

SERVICES SALES

SALES, SERVICES, & PRACTICES

Specialties Consolidate

Advanced Consolidate BRS

PRACTICES

Cloud Builder Future Practice Future Practice

Tiers Global Services Signature Premier

Affiliate Elite Affiliate

Onsite Support Remote Support

Implement

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7 YEARS IN A ROW! MIDDLE EAST

EUROPE AMBULOS IVENTOSCH

KOHOUT

EMC’s Industry-Leading Channel

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Was haben wir umgesetzt

OUR VISION

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Partner Resource Center

ONE GLOBAL STORAGE CHANNEL

PARTNER RESOURCE CENTER

STREAMLINED SOLUTION PROVIDER PROGRAM FOR 2013

VOICE OF PARTNER

One Global Storage Channel

Business Units

Channel Funktionen

Global Theaters

Global Storage Channel

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Wir machen es einfacher für Partner EMC zu verkaufen

Velocity eDigest

– Alle zwei Wochen mit speziellen Links für Deutsche Events

VIP Portal

– New! Mit deutschem Bereich

Partner Infopages

– New! In Deutsch mit allen wichtigen Infos auf einem Blick

PartnerSEnews (& SE Stammtische)

– New! Mit allen wichtigen Infos auf einem Blick für die SE´s

MiTrend für Partner

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27

10

MDF Program Streamlined Partner Integration

ONE GLOBAL STORAGE CHANNEL

PARTNER RESOURCE CENTER

STREAMLINED SOLUTION PROVIDER PROGRAM FOR 2013

VOICE OF PARTNER

Vereinfachte Programme = Vereinfachtes Partnering

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Alle 6 Monate

Die Infos werden genutzt, damit wir uns weiter verbessern

Voice of Partner Survey

Services Partner & Partner Advisory Board

Seit Nov. 2012 nun auch speziell für Service Partner

Wir hören zu, nun auch im Bereich Global Services

ONE GLOBAL STORAGE CHANNEL

PARTNER RESOURCE CENTER

STREAMLINED SOLUTION PROVIDER PROGRAM FOR 2013

VOICE OF PARTNER

Wir hören auf Ihre Stimme

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Gestern

Mid-Market

Heute

ENTERPRISE SELECT

RULES OF ENGAGEMENT

CHANNEL-ONLY PRODUCTS & SOLUTIONS

Erweiterung des Channel-Only Bereichs

Global

Enterprise

Mid-Market

SMB

COOPERATIVE (EMC + Channel)

CHANNEL-ONLY

Global

Enter-prise

Enterprise Select

Mid-Market

SMB

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Channel-Only Products & Solutions = Predictable Sales Engagement

EMC Sales Provisions - Relevant

ENTERPRISE SELECT

RULES OF ENGAGEMENT

CHANNEL-ONLY PRODUCTS & SOLUTIONS

Rules Of Engagement

Business Edition

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• TARGET PRODUCT REBATES – NEU! Ab dem ersten $ Umsatz

• MEHR Marketing Development Funding für Demand gen

• WENIGER Aufwand, schnellere Chance auf die Specialty Tiers

VSPEX

VELOCITY SOLUTION PROVIDER PROGRAM

(2013)

LEAD FLOW

HIGH-MARGIN SERVICES

2013 Veränderungen = Mehr Profitabilität

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• 3,600 mal verkauft seit April 2012

• 80% der Projekte im Mid-Market & SMB

• 38% Neukunden

• Viele inkrementelle Projekte

VSPEX FOR APPLICATIONS: • Exchange • SQL • SharePoint • Oracle / SAP

VSPEX

VELOCITY SOLUTION PROVIDER PROGRAM

(2013)

LEAD FLOW

HIGH-MARGIN SERVICES

VSPEX – Ein klarer Sieger!

Your Logo Here!

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93%

53%

99%

77%

0%

20%

40%

60%

80%

100%

120%

Acceptance Registration

2H-2012 1H-2013

Data is worldwide: Americas, APJ, EMEA - combined

Mehr qualifizierte Opportunities gingen an unsere Partner

VSPEX

VELOCITY SOLUTION PROVIDER PROGRAM

(2013)

LEAD FLOW

HIGH-MARGIN SERVICES

Leads

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EMC oder Distributor

liefern

GREATER INVESTMENT AND RETURN!

RESELL SERVICES

EMC Cooperativer

Services

DELIVER JOINTLY W/EMC

Partner liefern den eigenen

Service

DELIVER OWN SERVICES

Onboarding Assembly

Implementation

DISTRIBUTION SERVICES

VSPEX

VELOCITY SOLUTION PROVIDER PROGRAM

(2013)

LEAD FLOW

HIGH-MARGIN SERVICES

EMC öffnet Wege, um mehr Marge für Ihre Unternehmen zu generieren

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Was haben wir gelernt ?

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Lessons Learned DON’T DO

Partner sofort einbinden durch Account-Planung und/oder Opportunity-Mapping

Kompetenzen und Geschäftsmodell prüfen und deren Wert erkennen

Informationen austauschen, damit beide Seiten erfolgreich arbeiten können

Idealerweise wöchentlich mit Ihren Partnern kommunizieren

Auf eine zukunftsfähige Marge achten. Partner legen ihre Preise selbst fest.

Loyalität von Ihren Partnern erwarten, weil Sie selbst loyal sind

Bis zur letzten Minute warten, bis ein Partner in einen Account eingebunden wird

Davon ausgehen, dass Sie die Kompetenzen Ihrer Partner bereits kennen

Davon ausgehen, dass Ihre Partner weniger über den Account/die Opportunity wissen als Sie

Nur bei Bedarf mit den Partnern kommunizieren

Sagen, was Sie “preislich anbieten können”

Loyalität erwarten einfach nur, weil “wir eindeutig der Marktführer sind…”

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AB

1. JANUAR 2014