2013-09-12, sfugcgn: CSS-Selektoren für Datenbankabfragen nutzen
© Copyright 2013 EMC Corporation. All rights reserved. · 16 “Wir geben Ihnen die POWER der EMC,...
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
4 © Copyright 2013 EMC Corporation. All rights reserved.
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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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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“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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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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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…”