Transcript 2006 EMC Confidential Template Standard Font

Products for
Small and Medium
Business
Grow Your Information
Management and Storage
Business with EMC Insignia
Partner with EMC
© Copyright 2006 EMC Corporation. All rights reserved.
7420000806V2
Products for
Small and Medium
Business
Agenda
 SMB Market Opportunity
 EMC: Positioned for Success
 Introducing EMC Insignia
 EMC Velocity2 SMB Partner Program
 Building Excellence Together
© Copyright 2006 EMC Corporation. All rights reserved.
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Products for
Small and Medium
Business
Capturing a Growing Market Opportunity
 65 million businesses worldwide 1–999 employees
 Market is historically underserved by product and service
providers
 SMBs look for brands with name recognition and quality
reputation - even over price
 SMB market characteristics
 Loyal -- both to the EMC brand and the reseller
 >7 year working relationship with their reseller
 Buy from who they know and trust -- it’s a relationship sale
© Copyright 2006 EMC Corporation. All rights reserved.
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Products for
Small and Medium
Business
Capturing a Growing Market Opportunity
 IDC: “Storage opportunity within SMB of particular interest”
 Fast growing market -- <$15K price point fastest growing
 WW storage opportunity for 2008 estimated at $25.6B
 $4B in < $50K price point
 WW storage software market - $13.6 by 2009 -- $700M in SMB
 SMBs spend more on IT than enterprise businesses!
 Customers trust the EMC2 brand
*All market data source: IDC
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Products for
Small and Medium
Business
“Larger companies’ solutions are of
increasing interest to SMBs, with
market share increasing in next 12
months.”
IDC, 2006
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Products for
Small and Medium
Business
EMC: Positioned for Success in SMB
 Leadership and experience in SMB
 EMC’s information management and storage
expertise
 Resources and momentum
 Executive commitment and support
 With revenues of $9.66B in 2005, EMC is the 7th
largest software company in the world.
Rank
Company
9
EMC2
Market Cap
($B)
34
2005
Revenues
Est Rev
Growth
Est EPS
Growth
$9.66B
17%
47%
EMC is Valued Among the World’s Top IT Companies
Ranked by Market Cap (as of close of market March 01, 2006)
© Copyright 2006 EMC Corporation. All rights reserved.
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Products for
Small and Medium
Business
Introducing…EMC Insignia
 Built upon EMC’s leadership and expertise, EMC Insignia is a line
of hardware and software products that enable SMBs to store
manage, protect and share vital business information.
 EMC Insignia products can be used individually, together as a
turnkey solution, and with third-party software and hardware.
 EMC Insignia products & solutions are available only through EMC
Velocity2 SMB Channel Partners at competitive discounts – our
partners do not compete with a direct team.*
 EMC Insignia award-winning products & solutions were designed
specifically for the SMB market and offer you a shorter sales cycle
by meeting key SMB market drivers:
 Consolidating storage used by multiple servers/apps
 Increasing data availability and reducing downtime
 Enhancing backup operations and data protection capabilities
* EMC Insignia products are available online, but are sold at MSRP
© Copyright 2006 EMC Corporation. All rights reserved.
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Products for
Small and Medium
Business
“For smaller firms, comprehensive but
flexible technology approaches, like those
offered by EMC through its recently
announced Insignia line, will be effective.”
SMB Storage 2006 - IDC
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Products for
Small and Medium
Business
Store
EMC CLARiiON® AX Series Disk Array
Manage
EMC VisualSRM SMB Edition
Automate storage management and reclaim wasted space
Centralize and allocate RAID storage for servers
™
®
Protect
Share
© Copyright 2006 EMC Corporation. All rights reserved.
EMC RepliStor SMB Edition
Replicate data between local or remote servers
®
EMC Retrospect
Back up and recover your servers, desktops, and notebooks
™
EMC eRoom SMB Edition
Collaborate in secure Web-based workspaces
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Products for
Small and Medium
Business
EMC Insignia enables SMB customers and their VARs
to confidently and profitably shift their storage
investment to a market leader they can trust.
© Copyright 2006 EMC Corporation. All rights reserved.
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Products for
Small and Medium
Business
© Copyright 2006 EMC Corporation. All rights reserved.
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Products for
Small and Medium
Business
Purpose and Guiding Principles
• The EMC Velocity2 SMB Partner Program is designed
to set expectations and provide you with a predictable
set of rewards
• Guiding principles of the EMC Velocity2 SMB Partner
Program:
 Flexible framework that can align EMC Insignia with
partner strategies and investments
 World-class level of “ease of doing business”
 Aggressive return on investment
 Greater rewards for increased partner
investment and competence
 Create market opportunities
© Copyright 2006 EMC Corporation. All rights reserved.
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Products for
Small and Medium
Business
Empower
Equip partners for success
Sales and technical training, sales tools, NFR software
Ongoing partnership
Support
Marketing activities, sales and technical support,
leads, and collaborative programs -- no channel
conflict with direct sales
Reward
Generous benefits for partners
© Copyright 2006 EMC Corporation. All rights reserved.
Solution incentives, MDF funds, service revenues
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Products for
Small and Medium
Business
EMC Velocity2 SMB is a worldwide channel program
that empowers, supports, and rewards partners
selling EMC Insignia products and solutions.
Empower
Support
Reward
Equip for
success
Ongoing
partnership
Generous
benefits
 Appropriate products and
prices for SMBs
 Streamlined business processes
 Performance-based rebates
 Partner owns the customer
 Co-op funds
 EMC Insignia sales and
technical training
 Dedicated sales support
 Technical support incidents
 Priority technical support
 EMC conference discounts
 Marketing activities
 Software for personal use
 High quality leads
 Build service revenues
 EMC Velocity2 SMB Logo
 Sales tools
 NFR software for internal use
 Complements larger EMC
Velocity2 program
 Requirements designed for
SMB Solution Providers and
DMRs
© Copyright 2006 EMC Corporation. All rights reserved.
 Grow SMB business
 No channel conflict--products sell
through partners only
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Products for
Small and Medium
Business
EMC Velocity2 SMB Partner Program
 Benefits equip and empower partners for mutual success
 Programs built to accelerate momentum in creating
demand generation
 Sales and marketing tools to build sales pipeline in the
growing SMB market
 Joint go-to-market business planning supporting partner
sales efforts
 No channel conflict – not sold through EMC’s direct sales
force
Empower
© Copyright 2006 EMC Corporation. All rights reserved.
Support
Reward
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Products for
Small and Medium
Business
Partner Benefits
Relationship
Account management
Authorized to resell EMC Insignia products & solutions
Channel commitment - Attractive margins
Marketing
Marketing funds
Increase company visibility
EMC Insignia Web site
Sales and marketing tools
- Access into Partner Center (secure portal)
- EMC Velocity2 SMB Partner logo usage
Business
Development
Demand generation tools
Access to promotional offerings
Demo program
Not-for-Resale (NFR) software
Support
Pre-sales assistance
Priority technical support
Online partner training Free!
© Copyright 2006 EMC Corporation. All rights reserved.
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Products for
Small and Medium
Business
Partner Requirements
Partnership
Signed Authorized Partner Agreement
Minimum 25% of partner business from SMB market
Account review
Revenue requirement
Marketing
Marketing program with focus on EMC Insignia
- Minimum of 2 programs per year with distributor
EMC Insignia partnership displayed on partner website
Business
Development
Joint business planning
Training requirements
- Sales and technical
- Solution training
© Copyright 2006 EMC Corporation. All rights reserved.
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Products for
Small and Medium
Business
Building Excellence Together
Next Steps
Go to http://www.emcinsignia.com/partners to begin an
easy three-step sign-up process:
1. Set `up a purchasing relationship with
an EMC Velocity2 SMB Distributor
2. Complete EMC partner profile form
3. Complete EMC Insignia Reseller
Agreement and fax back to EMC
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Products for
Small and Medium
Business
Realizing the
Opportunity
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Products for
Small and Medium
Business
Thank you!
Gaining velocity through partnering
with EMC!
© Copyright 2006 EMC Corporation. All rights reserved.
7420000806V2