Q4 Partner Enablement Webcast - Dell EMC · q4 partner enablement webcast ... hybrid cloud web experience (goulden/gelsinger) ... sales playbook messaging video: oracle and cloud

1 EMC CONFIDENTIAL—INTERNAL USE ONLY EMC CONFIDENTIAL—INTERNAL USE ONLY

Q4 Partner

Enablement Webcast

November 2014

2 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.

Anna Dorcey


Questions and Answers

Or type a question via WebEx, click on the Q&A tab Please select “Ask: All Panelists”

to ensure your questions reach us. Thank you!

@AnnaDorcey #EMCPartnerMarketing


• Critical Updates (BPP) • Concierge Services • Q1 Campaigns Review • Social Media Resources & Best Practices


Cindy Herndon


November

• Solution Providers: Less than 30 days left to compliance deadline!! – All requirements, (except of revenue), must be achieved by:

November 30, 2014

– The compliance period for revenue is bookings between: January 1 – December 31, 2014

• New Administrative Portal for Co-op/MDF – Current platform: View only access starting November 8th

– New program goes live December 8th.

– Go to the Partner Portal to Register for training now!


December

• BPP Launch announcements – Solution Provider

– Distribution (June 30, 2015 compliance deadline)

• New Co-op/MDF site goes live December 8th

– Go to the Partner Portal to Register for training now!

– All payments electronic – must enter banking preferences and detail in new system. • For security purposes, this information will not transfer

– Watch Partner Portal and communications for deadlines!!!


January

• New Co-op/MDF Policies published – effective April 1 – 2014 Guidelines remain in place through March 30

• Tier Letters will be issued starting week of Jan 12th – Co-op and Rebate rates

– New Branding tools

– Key dates and details on Tier changes in Partner Central & ChannelXpress

– 2015 GAFs will be issued the 3rd of 4th week of January


Stacie Rodriguez


Concierge Services Defined EMC’s Concierge Services for Partners is a program that helps:

to help drive EMC and partner-related marketing campaigns and initiatives

• Provide prepackaged marketing planning and execution services to best fit the partner’s business needs

• All vendors are trained quarterly on upcoming campaigns, MDF changes, and ROI closed loop reporting


Features & Benefits Key Features:

• Pre-vetted, authorized EMC agencies

• Marketing planning and execution package options

• Programs that encompass 28 marketing areas including email, social media, telemarketing, event management and more

Partners Can:

• Gain access to pre-vetted, EMC select agencies with deep industry experience

• Predefined bundles of marketing execution options

• Leverage our agency’s knowledge and exclusive access to EMC campaigns, promotions and processes

• Benefit from end-to-end reporting and complete ROI tracking

• One consistent platform regardless of agency


EMC Concierge Vendors


We’ve Got Partners Covered • Account Profiling

• Advertising

• Appointment Setting

• Brand/Awareness

• Collateral

• Communities

• Content/Writing

• Creative & Graphic Design

• Data Analytics

• Database Services

• Demand/Lead Gen

• Direct Mailers

• Email Campaigns

• Lead Nurturing

• Live & Virtual Events

• Media

• Mobile Applications

• Newsletters

• PowerPoint Development

• Research

• Sales Enablement

• Social Media

• Sponsorships

• Strategy Development & Implementation

• Surveys

• Thought Leadership

• Video

• Web Development


How to Get Started


Where to Find Concierge Services From the Partner Portal, click on Marketing Center:

Click on Customize Campaigns


Launching the Platform Scroll to the bottom of the page

Click the link Americas under the EMC Marketing Concierge Services section.

Select your catalog based on your region; English (US & Canada); Portuguese (LATAM), Spanish (LATAM)


Register to View Catalogs


Home Page

• Always brings you back to HOME

• Left NAV

• Package Categories A-Z


Catalog Quick View


Learn More


Search By Vendor


Package Categories A-Z (Social Media Example)


Purchasing a Package


Check Out

Payment Option will be Invoice/PO


Who to contact at EMC AMS Concierge Services Email:

[email protected]

Americas Concierge Program Manager: Stacie Rodriguez

– Email: [email protected]

– Mobile: 508-414-5665

LAT Program Manager (Alicia Huerta): Daniel Valencia - Lead


– Mobile: 52 1 55 26907950

Director of Partner Marketing Enablement: Maureen Gaumer


– Mobile: 916-521-6232

mailto:[email protected]





Brendan Sysun & Johanna Avila


Access Campaigns Partner Portal

Link Campaign Library

Direct Link

https://www.emc.com/auth/partnerportal.htm

https://www.emc.com/gate/partnerships/campaigns/index.htm

http://www.google.com/url?url=http://www.iconarchive.com/show/soft-scraps-icons-by-hopstarter/Button-Favorite-icon.html&rct=j&frm=1&q=&esrc=s&sa=U&ei=ctW6U5K2NvXMsQSFr4LwDg&ved=0CBgQ9QEwAQ&sig2=Vj9a6kYLt0LuYqHdJbi9jw&usg=AFQjCNHPN_hePnY-9Qjq548IfFFbdfmSGw


EMC Partner Campaign Library

• Campaign Roadmap

• Personas • Asset Descriptions • Measurement (KPIs)


EMC Partner Campaign Library Campaign Library Tab – (Ex.) Redefine Flash


RESOURCES VISIBILITY

DIGITAL ACTIVATION KIT

Fla

sh

Xtr

em

IO

DIGITAL ACTIVATION GUIDE

FLASH AD BANNERS (AUG.)

XREMIO AD BANNERS

SALES ENABLEMENT KIT

VIDEO: EMC’S FLASH STORY

ANALYST: ESG–EMC’S FLASH STRATEGY

VIDEO: WHY ALL FLASH ARRAYS NOW?

CUSTOMER: SK TELECOM

CUSTOMER: GEORGIA TECH

CUSTOMER: KEOLIS

CUSTOMER: BOSTON SCIENTIFIC

SALES PLAYBOOK

New Asset

Priority Asset


EMAIL COPY BLOCKS

HANDOUT EFFICIENCY EDGE

GUARANTEE

VIDEO: XTREMSF DATA CRUNCHERS

(EMC XTREM)

VIDEO: OPTIMIZE VDI WITH EMC

FULL-LENGTH TEASER

TOP REASONS - ORACLE

VIDEO: FLASH IN A FLASH

INFOGRAPHIC: OPTIMIZE VDI WITH

EMC FLASH

GFS OFFER BROCHURE:

XTREMIO

TOP REASONS: VSPEX W/ XTREMIO

SOLUTION OVERVIEW: VSPEX

W/ XTREMIO

GFS OFFER BROCHURE:

FLASH

FLASH MESSAGING GUIDE

GARTNER MAGIC QUADRANT FOR SOLID-STATE

ARRAYS

ANALYST COMPETITIVE

REPORT

XTREMIO FAQ(OCT.)

Q4

XTREMIO VIDEO DEMO

XTREMIO 20 QUESTIONS

Redefine Flash

*Taken from Campaign Planning Guide PPTX

link

https://education.emc.com/Sales_Playbooks/cloud/en_US/index.aspx







ENGAGEMENT CONVERSION

DIGITAL ACTIVATION KIT

Fla

sh

Xtr

em

IO

FLASH ASSESSMENT TOOL

(NOV.)

FLASH ASSESSMENT TOOL (NOV.)

REDEFINE FLASH INFOGRAPHIC

EMC.COM: REDEFINE FLASH WEB PAGE

VDI GUIDED INTERACTIVE EXPERIENCE

EVENT-IN-A-BOX: XTREMIO

EVENT-IN-A-BOX: FLASH

New Asset

Priority Asset

Q4

Q4

15 MINUTE GUIDE

XTREMIO DECISION TREE

LEADER IN TECHNOLOGY

MITREND ASSESSMENT

GFS KIT

FLASH 1ST CALCULATOR

HYBRID FLASH INFOGRAPHIC

SERVER FLASH INFOGRAPHIC

XTREMIO VS. PURE STORAGE SCORE

CARD

XTREMIO VS. HP SCORE CARD

XTREMIO VS. IBM SCORE CARD

XTREMIO VS. HITACHI SCORE

CARD

Redefine Flash (Continued)



RESOURCES VISIBILITY

New Asset Priority Asset

HYBRID CLOUD WEB EXPERIENCE

VIDEO: POWER OF HYBRID CLOUD (GOULDEN/GELSINGER)

ARTICLE: WHAT CIOS NEED TO KNOW (GOULDEN)

INFOGRAPHIC: CLOUD SKILLS GAP

INFOGRAPHIC: BLENDED FUTURE

ANALYST REPORT: BLENDED FUTURE

VIDEO: SELF-SERVICE AUTOMATION


SALES PLAYBOOK

MESSAGING

Teaser

VIDEO: ORACLE AND CLOUD

Teaser

VIDEO: BUILD HYBRID CLOUD

INFOGRAPHIC: ONE CLOUD> ENDLESS POSSIBILITIES

INTERACTIVE INFOGRAPHIC: REDEFINE YOUR IT

VIDEO: CUSTOMER MONTAGE

INFOGRAPHIC: CUSTOMER MONTAGE

VIDEO: POWER OF ONE

ANALYST REPORT: ESG

ANALYST VIDEO: ESG

INFOBRIEF: IDC

VISION VIDEO: EMC HYBRID CLOUD BURTON / MARTIN

VIRAL VIDEO KIT

Q4 Availability in English

@EMCCLOUD

Redefine Hybrid Cloud



ACTIVATION GUIDES CALLS TO ACTION

VSPEX Branding

VIDEO: VSPEX CUSTOMER VOICE DIGITAL ACTIVATION GUIDE

REPORT: INTEGRATED COMPUTING PLATFORMS

REPORT: SMBS LEVERAGE EMC

VSPEX FOR RAPID ROI

VIDEO: SOCIAL ANIMATION

VIDEO: LEAD WITH EMC VSPEX

INFOGRAPHIC: GO TO THE

CLOUD

VIDEO: FLEXIBILITY OF VSPEX

VIDEO: GO TO THE CLOUD

GARTNER VSPEX #1 EXECUTIVE

SUMMARY

TEASER FULL-LENGTH

TOP REASONS: VSPEX W/ XTREMIO

SOLUTION OVERVIEW: VSPEX

W/ XTREMIO

CUSTOMER PRESENTATION:

VSPEX W/ XTREMIO

BATTLE CARD: VSPEX W/ XTREMIO

PITCH SHEET: VSPEX W/ XTREMIO

New Asset

VSPEX SELF ASSESSMENT



REFEINE HYBRID CLOUD WHAT WE LAUNCHED

FEDERATION SDDC EDITION AVAILABLE NOW

MICROSOFT EDITION AVAILABLE 2015

OPENSTACK EDITION AVAILABLE 2015

INTEGRATION WITH LEADING PUBLIC CLOUD PROVIDERS

EMC CLOUD SERVICE PROVIDERS

CUSTOMER VALIDATION

ACQUISITIONS TO EXPAND STORAGE & BACKUP TO

THE CLOUD


2H EFFICIENCY EDGE COMPETITIVE PROGRAM

OVERVIEW • Competitive displacement program targeting enterprise & mid market accounts with storage platforms from NetApp, HP, IBM, Hitachi and Dell. • Program is tied to the hybrid efficiency edge guarantee sales promotion (VNX, VMAX, Isilon). • This program includes conquesting, account targeting banners, paid tweets, email, direct mail, telemarketing and Inside Sales follow-up.

SUCCESS METRICS • Visibility: 0.1-0.3% CTR for conquesting and targeted banners • Engagement: 0.8 % CTR for paid tweets 8-10% open rate for email

o 205 unique visitors, 268 visits, 2 cart additions • Conversion: 60 appointment requests, 25% pass to Sales, 30-50% opportunity rate

o 49 appointment requests: 18 occurred, 11 future/working, 20 no shows o 8 pass to sales: 1 opportunity, 8 sales engaged

CTA: Workload assessment, eStore

Appointment show rate: 50% (average 80%) Include email and direct mail Pay for appointment occurred & request a min. average survey rating

CTA: Appointment request, self-assessment, eStore Improve show rate by identifying “compelling event” and shortening window for apptm. Use that money on account intelligence Continue with this best practice

ORIGINAL PROGRAM ENHANCEMENTS/FUTURE PROGRAM


Direct Marketing Program

• Overview: Develop a multi-touch demand generation campaign around XtremIO X-Brick

• Vehicles: Email, live X-Brick demo session, telemarketing and social media

• Success metrics: • Engagement:

− 13% Email Open Rate, 2% CTR − 50 registrant. for demo session, 15-20

attendees • Conversion:

− 70 apptmts for 2 Partners in specific states − 35% of appointments are qualified leads with

next steps − 50% will require further nurturing

• Incentive: Chance to win a two-hour NASCAR driving experience

− Register for demo, or make appointment to be entered

2H FLASH PARTNER PROGRAMS

Account Based Marketing • Overview: Calling campaign leading with flash

focus on a University • Vehicles: Email, telemarketing (targeted list -60

contacts), F2F event • How did EMC help? Copy for emails and with

concierge telemarketing vendor • Success metrics:

− Engagement: 13% Email Open Rate, 2% CTR

− Conversion: 10 apptmts across different Colleges

− Average survey rating: 3+ − 2-3 apptmts with next steps


Overview VMUGs are technical, full-day conferences targeting potential VMware customers and prospects.

Target audience 50% SMB, 21% Commercial and 29% Enterprise

Objective Engagement: 60 session attendees, booth traffic Conversion: 9% lead to apptmt rate & 37.5% apptm to oppty rate

Where - Virtual VMUG: 4,100 live attendees & 1,700 viewed on demand sessions. Scheduled for Feb 17th, 10-5 pm CST - F2F VMUGs: 34 available cities; attendance ranges from 350 to 700+

Sponsorship Levels (MDF Eligible)

Platinum: $9,000 (45 minute speaking engagement, 6 passes) Gold: $7,000 (45 minute speaking engagement, 4 passes) Silver: $3,500* (Table top exhibit space, 2 passes)

Topic Virtual Desktop Infrastructure

Program Requirements

• Content/Branding: Must include EMC messaging in branding, collateral and presentations. • Engagement to secure sponsorship will be done directly between Partner and VMUG organization. Partner will lead event execution.

VMUG Contact Dave Burnell, VMUG Director of Sales [email protected] or 312-673-4809

www.vmug.com

View 2014 VMUG Sponsorship

Prospectus

2015 VMWARE USER GROUP PARTNER SPONSORSHIPS

*EMC has secured a $500 discount for the silver level package. Only applicable to Non-Super Conference Cities


http://www.vmug.com/

http://www.vmug.com/d/do/3146

http://www.vmug.com/d/do/3146


Nomble Coleman @nomblemari &

Kate Stamatakos @kmatakos


Partners’ Social Media Pain Points

39

EMC has tools to help Partners address each pain point!

Content

Education

Resources


Understanding Social Marketing Part 1 & Part 2 • Business value; social policy;

social lifecycle; intro to platforms: Twitter; LinkedIn, Facebook; Blogs; Google/Bing/Google +

Getting Started with Social Marketing • Social brand; content; voice;

social for lead gen; examples and how-to’s

Mastering Social Media for the Buyer’s Journey • Social and the customer

journey; customer engagement strategies

Digital Marketing Strategies • SEM/SEO; email; paid media;

mobile

EMC Marketing Academy: Social Media Courses

F o u n d a t i o n a l A d v a n c e d

On-Demand eLearning Modules

Each course will be an eLearning module of 30-45 minutes, with a self-test. Course credit will be given when the user achieves a passing score of 80% for the self-test. Partners can bypass the course content by ‘testing out’. The Marketing Academy will be on the Education portal, alongside the sales/technical training tracks. Any individual within a partner organization can take any course.

Education

•Available where: Business Partner Academy https://education.emc.com/part/accreditation/

https://education.emc.com/part/accreditation/


Resources

Social Syndication on EMC Showcase

Intended Use: Connect to the tool and publish social content from your branded Twitter & LinkedIn accounts

Intended Benefit: Free access to pre-created messaging from EMC, ability to edit posts, choose frequency or autopost

Available where: Partner Portal

http://emc.sharedvue.net/infocenter/en/




Partner Post Blog

Intended Use: Video and written blogs from EMC leadership on program and product news, industry analysis and thought leadership

Intended Benefit: Quick access to easy to consume updates on Partner related news

Available where: EMC Community Network

https://community.emc.com/ community/partner/blog

Content

https://community.emc.com/community/partner/blog

https://community.emc.com/community/partner/blog


Social Media: A Team Sport Kate Stamatakos Senior Social Engagement Manager, EMC

@kmatakos


#EMCMAC


High Fives All Around

#EMCMAC


What if we could…

Reach even more people,

more authentically,

to create lasting relationships with our customers,

AND find ways to benefit all areas of the business…

#SocialAtScale


Your social media strategy will struggle to remain competitive unless you enable and activate

your employees as brand advocates.


What in your opinion is the best performance configuration, 4 x RAID 5

(4+1) with one Hot Spare or 2 x RAID 10 (4+4) and 1 x Raid 10 (2+2) with 1 Hot

Spare?

@GioTheCustomer



What in your opinion is the best performance configuration, 4 x

RAID 5 (4+1) with one Hot Spare or 2 x RAID 10 (4+4) and 1 x

Raid 10 (2+2) with 1 Hot Spare?

@GioTheCustomer

I would recommend 4 x RAID 5 (4+1) with one Hot spare. This should enable

better system performance, I’d be happy to chat about your environment

further.

@EngineerBob

#EMCMAC

51 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved. 51

52 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved. 52


A great untapped opportunity is sitting at every desk in

your office.

#EMCMAC


EMC SOCIAL MEDIA

UNIVERSITY


#EMCMAC

EMC Partner Marketing Academy


THANK YOU


Questions and Answers

Or type a question via WebEx, click on the Q&A tab Please select “Ask: All Panelists”

to ensure your questions reach us. Thank you!

@AnnaDorcey #EMCPartnerMarketing


CALL TO ACTION • Achieve Marketing Academy accreditation for BPP tier and/or

MDF eligibility

– Deadline: November 30

• Important BPP Communications forthcoming

• 1H 2015 Planning

• Register for the Q4 Town Hall on Nov. 18

• “Quarterly EMC Marketing Update”- FY15

• CCI Rollout Deadline Reminders: – November 5th is the LAST DAY to enter PAs in order to get them approved before

Novitex becomes Read Only on November 7th

– Training for CCI will begin Mid November

– CCI Goes Live December 8th

Q4 Partner Enablement Webcast - Dell EMC · q4 partner enablement webcast ... hybrid cloud web experience (goulden/gelsinger) ... sales playbook messaging video: oracle and cloud

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