cloud transforms it - dell emc · cloud transforms it – mid market solutions focus ... built and...
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Table of Contents
Introduction – Overview
– Execution Diagram
Awareness
Consideration – Cloud
– Infrastructure
– Applications
– Backup
Purchase
Customization
Getting Started – Planning Steps
– GFS
EMC Success Street
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Introduction
CLOUD TRANSFORMS IT – Mid Market Solutions Focus
This campaign targets organizations who are looking to simplify how their IT infrastructure is built and deployed, how backup is integrated across physical and virtual infrastructures, and how application performance and availability can be improved – all while lowering costs.
Designed to be executed as a series of multi-touch programs – it is recommended to begin with the Cloud level program first followed by (in no specific order) the Infrastructure, Applications, and Backup programs. This allows you to fully surround the account with key messages and value propositions; addressing all aspects of their IT infrastructure.
Materials include:
– Direct marketing and event materials
– Social media and search engine marketing guides
– Partner sales enablement
NEW! Campaign templates are customizable to allow you to promote EMC Global Financial Services offers. For details and guidelines for promoting GFS offers see slides 22-25.
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Mid Market
Product Offers:
VSPEX
VNX Family
Avamar
NetWorker
Data Domain
Recommended Alliances
Personas
IT-Management
IT-Storage
IT-Data Recovery
IT-Traditional Applications
Cloud Transforms IT Overview Transform IT
Get unmatched efficiency and agility
Ready to transform your IT with cloud computing, enabled by virtualization? [Partner] and EMC bring you unmatched cloud expertise and a wide range of powerful solutions. All deliver new efficiency, agility, and cost savings. Choose the approach and pace that works best for your business.
EMC cloud solutions from [Partner] are:
• Comprehensive: Get storage, backup, management, and more
• Flexible: Choose your deployment option
• Efficient: Eliminate IT complexity
• Affordable: Explore attractive financing options
Get the cloud solution that’s right for you >>
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CONSIDERATION
1
SEARCH & CAMPAIGN KEYWORDS
ONLINE BANNER ADS
SOCIAL MEDIA
CONTENT SYNDICATION
DIRECT MAIL
LANDING PAGE
INVITE
CLOUD SEMINAR
REGISTRATION PAGE
2 CLOUD DIRECT MARKETING
AWARENESS
EMAIL X3 LANDING PAGE
2a INFRASTRUCTURE DIRECT MARKETING
EMAIL X2 LANDING PAGE
2b APPLICATIONS DIRECT MARKETING
EMAIL X2 LANDING PAGE
2c BACKUP DIRECT MARKETING
PURCHASE
SALES ENABLEMENT
3
BATTLE CARDS
PITCH SHEETS
GFS SALES CARDS
Cloud Transforms IT
AWARENESS PROGRAMS
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Awareness
Programs and materials to increase awareness
AD BANNERS
SEARCH ENGINE MARKETING GUIDE – INCREASING VISIBILITY IN SEARCH ENGINE RESULTS
MEDIA PACKAGES – DEMAND AND LEAD GEN PROGRAMS
SOCIAL MEDIA ACTIVATION KIT– TIPS FOR INTERACTING & SHARING FOR BUSINESS VALUE
AWARENESS
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Demand Generation - Cloud
Demand generation templates to drive response to compelling offers on the campaign landing page
EMAILS AD BANNERS
POSTCARD
LANDING PAGES
CONSIDERATION
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Calls To Action - Cloud
Embed lead capture form in front of these recommended calls to action
CLOUD READINESS ONLINE SURVEY INDUSTRY PAPER
ANIMATED VIDEO
ANIMATION VIDEO
TOP REASONS GFS BROCHURE
CONSIDERATION
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Seminar In A Box
Demand generation templates to drive event registration
REGISTRATION PAGE INVITATION FOLLOW UP EMAILS
POSTERS
PRESENTATION
CONSIDERATION
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Demand Generation - Infrastructure
Demand generation templates to drive response to compelling offers on the campaign landing page
EMAILS LANDING PAGES
CONSIDERATION
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Calls To Action - Infrastructure
Embed lead capture form in front of these recommended calls to action
TOP REASONS INDUSTRY PAPER
CONSIDERATION
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Demand Generation - Applications
Demand generation templates to drive response to compelling offers on the campaign landing page
EMAILS LANDING PAGES
CONSIDERATION
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Calls To Action - Applications
Embed lead capture form in front of these recommended calls to action
EMC PERSPECTIVE INDUSTRY PAPER VIDEO
TOP REASONS
CONSIDERATION
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Demand Generation - Backup
Demand generation templates to drive response to compelling offers on the campaign landing page
EMAILS LANDING PAGES
CONSIDERATION
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Calls To Action - Backup
Embed lead capture form in front of these recommended calls to action
15 MINUTE GUIDE INDUSTRY PAPER VIDEO
CALCULATOR
CONSIDERATION
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Sales Enablement
BATTLE CARDS PITCH SHEETS
GFS SALES CARDS
PURCHASE
Materials to prepare and execute sales/telemarketing follow up activity
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Customizing Templates
1. PARTNER LOGO The default file “PARTNER_LOGO.gif” (200 pixels wide x 80 pixels tall) should be replaced with a version of the partner logo. Ideally this should be a one-color white logo reversed out of the blue header bar. Alternatively, a full-color version of the partner logo may be placed within a white box (max 180 pixels wide x 60 pixels tall) and this may be inset over the blue header. 2. LINKS All response links should be updated to direct customers to the partner’s version of the campaign landing page. Partners may wish to create and promote a shortcut/redirect URL, e.g. of the form www.[Partner].com/cloud or a similar URL. Specific “Contact us” links may be set as “MAILTO” links to create an email addressed to the partner, or may link to the partner’s own existing website contact page or contact form. 3. PARTNER DETAILS The text placeholder [Partner] should be replaced with the partner’s actual company name (e.g. “Acme Solutions”). The text placeholder +XX-XXXX-XXXX should be replaced with the partner’s preferred telephone number for this campaign (partners should consider using the full national or international dialing code). 4. SPECIAL OFFERS Special Offer panels are intended to be adapted with specific details promoting EMC Global Financial Service offers. 5. FOOTER The email footer area includes standard EMC disclaimers. The partner should add any specific information/disclaimers they would use on e-marketing items. The link “To unsubscribe or change your communication preferences, please click here.” should be directed to the partner’s own marketing communication preferences system.
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4
2
3
5
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Co-Branding VSPEX Templates
Technology Alliance
Logo
Technology Alliance
Logo
VSPEX templates may be co-branded with technology alliances. Logo placement is illustrated below.
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Co-brand the VSPEX poster following the guidelines below.
Co-Branding VSPEX Poster
Use a high resolution reverse (white) logo in Photoshop for placement.
The width of the partner logo cannot exceed the width of the EMC logo.
Opportunity to Co-brand with technology alliance partner too.
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5 Steps to Plan Your Campaign
1. Conduct Planning Session: Schedule a meeting with your marketing and sales team to determine campaign goals.
2. Review Campaign Materials: View campaign messaging, assets, and templates within the Partner Campaign Guide.
3. *Determine Price: Follow standard process for obtaining product pricing.
– Tier 1: Work through EMC Partner Support Center.
– Tier 2: Work with EMC Distributor to obtain product pricing.
4. *Determine Financial Offer(s): Review available EMC Global Financial Services programs. For finance price per month – contact EMC GFS only after you have determined your product picing (step 3 above).
– North America: [email protected] l Latin America: [email protected]
– EMEA: [email protected] l APJ: [email protected]
5. Determine Execution Method: Choose to execute your campaign via the VCC self-service campaign portal or a preferred local agency.
– VCC: Select from a variety of activities, customize templates, schedule and execute, capture results – all from your desktop. www.emc.com/velocitycampaigncenter
– Preferred Agency: Download campaign source files, assets and enablement materials for free. ww.emc.com/velocitymarketingguide
*Campaign templates may contain customizable fields whereby a partner can feature end user buy-price (ex: now only $X,XXX) and/or EMC GFS promotions (ex: or finance from $XXX a month). Follow standard process in working with PSC or EMC Distributor to obtain end user buy-price.
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EMC Global Financial Services
EMC Global Financial Services offers a range of innovative Finance and Technology Refresh solutions that allow customers to easily procure EMC technology in a cost-effective, strategic way.
To learn about our monthly financing rates and to answer additional questions about EMC’s 2013 financing solutions contact:
– North America: [email protected]
– Latin America: [email protected]
– EMEA: [email protected]
– APJ: [email protected]
Financing tools for EMC Partners:
– EMC Swap and Trade-In Calculator: Calculates a credit-value for customers interested in swapping out old, non-EMC technology OR trading-in their existing EMC equipment for the latest EMC solutions.
– EMC VSPEX Finance Quote Tool: Create a flexible customer finance quote for VSPEX and other EMC solutions n seconds.
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Sample Copy for Emails, Landing Pages, Brochures
EMC Global Financial Services
Trade In/Swap Out offer
– Sample copy: Trade in for extra value. EMC offers potential buy-back credit on your existing EMC and third party technology. We’ll also take care of the equipment collection process – it’s that easy.
Standard Leasing
– Sample copy: Simple monthly payments. Standard leasing rates make affording new EMC technology easy.
0% Swap Out Finance offer
– Sample copy: Ask about 0% financing. Swap out your third party technology for buy-back credit and get 0% finance on new EMC technology.
– EMEA NOT APPLICABLE in Africa, Baltics, Eastern Europe, Israel, Middle East, Russia & South Africa
– APJ ONLY APPLICABLE in Australia, Japan & New Zealand
– LA NOT APPLICABLE
Low Rate Leasing offer
– Sample copy: Low monthly payments. Low leasing rates make affording new EMC technology easy.
– EMEA NOT APPLICABLE in Africa, Baltics, Eastern Europe, Israel, Middle East, Russia & South Africa
– APJ NOT APPLICABLE in Vietnam
– LA NOT APPLICABLE
Deferred Leasing offer
– Sample copy: Buy now, Pay nothing for 3 months. Get your new EMC technology today and defer payments for up to 3 months. Then make affordable monthly payments over 3 years.
– EMEA NOT APPLICABLE in Africa, Baltics, Eastern Europe, Israel, Middle East, Russia & South Africa
– APJ NOT APPLICABLE in Vietnam
– LA ONLY APPLICABLE in Colombia, Brazil, Argentina, Chile & Mexico
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Campaign Resources
EMC Global Financial Services
Versions for NA, LA, EMEA, and APJ:
GFS Sales Card: Provides an overview of the available GFS programs, details, and positioning to end users.
GFS Customer Brochure: End user facing overview of the GFS offers.
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Learn About EMC Success Street
EMC Success Street is a programmatic approach to driving partner preference and loyalty; creating excitement to keep EMC top of mind; and educating partners on relevant EMC products, solutions, and programs.
Take More Share – Educate: Drive awareness for EMC channel products,
solutions, and programs
– Enable: Provide partners with easy access to sales materials
– Entice: Create excitement and clearly convey the benefits of partnering with EMC to drive behavior
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Visit Success Street Online
www.EMC.com/SuccessStreet
Your destination for Campaign information and resources
Learn about the Campaigns
Access materials
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EMC VSPEX Mindshare Kit
Expand VSPEX Mindshare
Keep EMC and VSPEX top of mind within your Marketing and Sales teams.
Kit includes
– Branding materials
– VSPEX event speaker guides
– Sales and marketing enablement materials
To learn more, contact your EMC Channel Marketing Manager
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Recruitment Tool Kits
Recruit New Resellers
Kit contains everything you need to recruit new resellers or re-energize existing resellers:
– Introduction Letter
– CRN Magazine EMC Channel Spotlight
– Overview Brochure: Becoming a Reseller
– EMC Velocity Solution Provider Program Overview
– EMC Services Overview
– Marketing & Sales Enablement
– EMC Products and Solutions Overviews & Top Reasons to Sell
To learn more, contact your EMC Channel Marketing Manager
For EMC Distributors!