1EMC CONFIDENTIAL—INTERNAL USE ONLY
EMC Velocity2 Program
Jack Salerno,Senior Director Channel Marketing
September 22, 2008
2EMC CONFIDENTIAL—INTERNAL USE ONLY
Accelerate Profitability with Velocity2
Earn progressive rewards for your incremental revenue attainment, investment, and loyalty to EMC
Gain access to the broadest portfolio of industry-leading storage hardware, software, and services
Increase your market reach and opportunity development with EMC’s market leadership
Velocity2 makes it easy to do business with EMC by providing a robust infrastructure and defined rules of engagement
The Velocity2 Partner Program is designed to set expectations and provide partners with a predictable set of rewards
3EMC CONFIDENTIAL—INTERNAL USE ONLY
EMC Velocity2 Solution Provider Model
Revenue Up to $499,999 2 each Proven Professional
Accredited Sales and System Engineers
Revenue of $500,000 - $4,999,999
3 each Proven ProfessionalAccredited Sales and
System Engineers
Revenue of $5,000,000 - $9,999,999
4 each Proven ProfessionalAccredited Sales and
System Engineers
Revenue of $10,000,000+
8 each Proven Professional
Accredited Sales and
System Engineers
Deal Registration
Journey to the Top Rewards
Deal Registration
Journey to the Top Rewards
Deal Registration
Journey to the Top Rewards
Deal Registration
Journey to the Top Rewards
Co-op = 1% Co-op = 1.5%
Co-op = 2%
Performance Based
Rebates = 1%
Performance Based
Rebates = 1.5%
Performance Based
Rebates = 2%
Built to provide progressive rewards for a partner’s increased revenue attainment and training investment.
4EMC CONFIDENTIAL—INTERNAL USE ONLY
EMC Channel EvolutionV
alu
e
2006 2007 2008 2011
2008 Velocity2 Solution Provider Program enhancements to enable services and solutions development
Product Centric• Market centers on products• Partner selling volume
oriented• Velocity2 Partner Program
rewards hardware sales through rebates and co-op
Services Centric• Market centers on products
and services • Partner selling value oriented• Velocity2 Partner Program
rewards hardware and software sales through rebates and co-op
• ASN becomes an area of acceleration
Solutions Centric• Market centers on solutions
and value add services • Velocity2 Partner Program
rewards hardware and software sales through rebates, co-op and MDF
• Velocity2 Pre-sales Readiness Program introduced with Advanced Accreditations and new EMCTA track
• ASN Specialty introduced to further differentiate Velocity2 ASN partners
5EMC CONFIDENTIAL—INTERNAL USE ONLY
World-Class Support for Velocity2 Partners
Presales support– EMC Partner Support Center (PSC)
Deal registration, special pricing requests– EMC Technology Solutions Support Office (TSSO)– Channel Xpress – online tools and services
Training and development– EMC Proven Professional accreditation and certification– Velocity2 Partner workshops and web casts– Video-on-demand
Velocity2 ASN support– Partner Implementation Support Team (IST)
Information – EMC Velocity2 Partner Program Kits– Powerlink Partner Portal
Programs, products, services, and training information
5
6EMC CONFIDENTIAL—INTERNAL USE ONLY
World-Class Support for Velocity2 Partners
Finance and incentives– Performance-Based Rebates– Exclusive “Journey to the Top” rewards– Deal Registration– Value-Based Pricing– Not-for-Resale Software– Velocity2 Finance
Marketing and branding– Co-op/MDF for joint EMC/partner marketing– EMC Showcase syndicated web content– EMC Campaign Builder for co-branded demand
generation
6
7EMC CONFIDENTIAL—INTERNAL USE ONLY
Velocity2 Partner Program Summary
Focused on developing mutually rewarding partnerships through:
– Opportunity development and incentives– Ease of doing business– Access to the greatest portfolio– Rewarding partner loyalty
Evolving to enable partner growth and differentiation– New Velocity2 Pre-sales Readiness Program to enable pre-sales– New EMC Technology Architect - Commercial – New Velocity2 ASN Specialty designations– New Velocity2 Proven Professional Advanced Accreditations
8EMC CONFIDENTIAL—INTERNAL USE ONLY
Journey to the Top SPIFFS
Solution Providers 2H 2008 Reward Opportunities(All stackable)
Activity AwardFSA, ESA, EBA = Sales Rep ,Sales Engineer $250, $250
Close an eligible deal with a New Name AccountAX4 new account•All other deals ≥ $30k EMC product revenue = Sales Rep ,Sales Engineer
$300, $200$1000, $500
Include any EMC training solution $100Include a specific Brocade switch $50-$125Include a specific Cisco switch
EMC Presales TA SPIFF (ASN partners only)
$350-$550
$500
Journey to the Top - Rebates 3C’s Hardware Rebate
BURA Software Rebate
2% (>$210K Tier 2, >$1,150K Tier 1)
5% (> $20K Tier 2, >$50K Tier 1)
New Account Program 5% Hardware
10% Software
Base Velocity Program Benefits
Deal Registration 5% discount for incremental opportunities
Base Performance Rebates
Accelerator
Presales TA bonus
Associate (0%) Advantage (1%), Premier (1.5%), Signature (2%) for goal achievement
Over 130% achievement, Associate (0%) Advantage (+1%), Premier (+1.25%), Signature (+1.5%)
+1% rebate, +1% co-op
Journey To the Top Eligible Products
Hardware:Any CLARiiON,
Centera, Celerra, Disk Library Platform
Software:Networker
Replication ManagerEmailXtenderDiskXtenderRecoverPoint
AvamarReplistor
HomebaseBackup Advisor
Alphastor
2X rebates
when selling
EMC and
VMware
9EMC CONFIDENTIAL—INTERNAL USE ONLY
Example A: Velocity2 Premier Partner
$200k List Price Deal– $200,000 List Price– $134,200 Sell Price– ($120,000) Cost– $14,200 Gross Profit = 10.28%
– Front End Margin Enhancements– $10,000 Deal Registration– ($110,000) Net Cost
– Back End Margin Enhancements– $1,650 Velocity Rebate– $1,100 Pre-sales Rebate– $3,190 JTTT Rebates– $3,190 Add VMware– $7,150 New Account Rebate– $16,280 Total Rebates
– $40,480 Total Gross Profit = 30.16%
Potential Profit Example: Stack New Name Account Rebate
Assumptions"New Name" is defined as a new account to EMC that is not currently in EMC's customer master file.
– This does not include a new address for an existing account name.
Hardware Breakdown – $140,000 List (70% of $200k)– $ 7,000 HW Deal Registration Discount– $ 84,000 Hardware Cost (40% off $140k)– $ 77,000 Net Cost of Hardware– $ 3,850 New Name HW rebate (5% of Net)
Software Breakdown – $60,000 List (30% of $200k)– $ 3,000 SW Deal Registration Discount– $36,000 Software Cost (40$ off $60k)– $33,000 Net Cost of Software– $ 3,300 New Name SW rebate (10% of Net)
Total New Name Rebate – $3,850 + $3,300 = $7,150
Total Gross Profit = Sell – Net Cost +Total Rebates
10EMC CONFIDENTIAL—INTERNAL USE ONLY
Summary
Maximize your profit potential by taking advantage of all the incentives offered by EMC Velocity2
Register your Deals – every incremental deal should be registered or you will leave money on the table!
Register for Journey to the Top – rebates cannot be awarded unless you are registered!
Stack as many incentives and rebates as possible!
Become an ASN partner and sell your own services!
11EMC CONFIDENTIAL—INTERNAL USE ONLY
Thank You
For more information on the EMC Velocity2 Partner Program, go to www.EMC.com/Velocity
Top Related