q214 ams partner enablement webcast & training · cloud redefined (program update) ... cloud...
TRANSCRIPT
1 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Q214 AMS Partner Enablement Webcast & Training May 28, 2014
2 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
@AnnaDorcey #EMCAMSPartnerMarketing
3 EMC CONFIDENTIAL—INTERNAL USE ONLY EMC CONFIDENTIAL—INTERNAL USE ONLY
• Introduction – Anna Dorcey • Taking it to the Streets III – Bill Basinas • EMC World/GPS Review – Lexi Andrews • Forums Update – Toni Eddleman • Q2 Programs Review – Jessica McRae • ROI Update - Jennifer Gordy • Inbound Marketing Best Practices – Kathryn Rose w/ The
Channel Company
Agenda
Thank you for attending
Global Partner Summit 2014!
5 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Anna’s Partner Marketing Updates
Social Media is Key!
Partner Connect: Connect Select CSPs Benefit
Marketing Academy is Now Available
Lead with All-Flash Arrays
New Brand Assets Available
6 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Taking it to the Streets III Bill Basinas
7 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Taking it to the Streets III 2014
EMSD Bill Basinas
Director of Technical Marketing
8 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Taking it to the Streets III Campaign Objectives
Enablement: For Partners’ Sales and Technical teams be able to leverage the EMSD portfolio of products and that of other divisions by delivering pertinent content to peer groups with face-to-face meetings in an open and casual manner
Leverage VSPEX program strengths and benefits, as this applies well to both distributors and reseller partner eco systems
Leverage divisional products and strengths which result in solutions that provide competitive advantage and increase EMC revenue and margin streams, as well as those of EMC’s channel partners
Share strategies to Channel partners’ teams for penetrating new accounts by leveraging EMC’s portfolio
9 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
What does it look like? Focused on Partner Enablement at the Distributor Level
▪ Utilize Distributors as the conduit to drive participation of their partner base and provide sponsorship of their events
▪ Distributors to have active participation in each event ▪ Manage logistics via Field Marketing and Channel Marketing teams ▪ Co-Fund using MDF or Co-op where possible. Augment with EMSD sponsorship monies as
available
Modular Content ▪ Modularized content
— Full day contains 6 hours of Modular content based on modules offered ▪ Local teams with Distributors (if applicable) select content and a “Customized” event to best
suite their partners and geographic market requirements
Program delivery ▪ Corporate Subject matter experts to deliver materials ▪ Distributors if participating and sponsoring location will be allowed a speaking slot
10 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
How do you plan an event Expectations
Expect to be ready to start Late May 2014 and continue at least until Q1 2015
Request based engagement – We are not producing a “pre-determined” schedule of event – Local teams will plan events with or without distributor participation
▪ Engage local teams supporting partners and distributors
– Open Calendar – First come first served ▪ Optimize with multiple events within a region or theater to optimize the teams ▪ time and travel costs (we will do back to back weeks where needed)
– Target a minimum of 20 participants per event – One to two days per location
▪ One day per city means we could do up to 3 locations in one week given any travel restraints (Train Monday, Wednesday, Friday. Travel Tuesday, Thursday)
▪ Two day, means two locations a week with a travel day (Train Monday and Tuesday, travel Wednesday, Train Thursday and Friday)
11 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
How do I schedule our events Expectations - Continued
Schedule a call with Bill Basinas ([email protected]) – For further clarification of questions, availability and content
▪ We will have content posted for review
Have dates and locations requests ready – We will have a calendar that hopefully we can share to show
available dates – Optimize with multiple events to maximize delivery team travel
12 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Content customized by selection of appropriate modules Content Overview
Technical sessions would consist of roughly 6.5 hours of content – 6 hours of EMC Content – ½ hour of Distributor (if sponsoring location) – Typically full day sessions are Technical in nature
Sales sessions – Typically 2 to 3 hours of content
▪ Can be first couple hours of a one day event or separate half day event if so desired (1/2 day, 9am to 12pm)
– Consists of messaging & positioning and what’s new – ½ hour of Distributor (if sponsoring location)
Interactive Content – Designed and encouraged to stimulate conversation and questions
13 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Select the content that best fits the local market Content Modules
Modules will be refreshed as new information becomes available and new modules added as new products are announced
Distributors sponsoring events will be provided the opportunity to present, suggest a 30 minute module
Other modules suggestions? – We can not customize modules for every situation, but
suggestions are welcome for modules that can be created to augment the program on an ongoing basis
14 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Modules and Timing Examples of modules
15 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
EMC WORLD/GPS Review Lexi Andrews
16 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
OVER 3,000 attendees
300+ 1:1 Partner Meetings
OVER 33 1:1 Press Meetings
26 Articles & Counting!
90%* SATISFACTION AMONG PARTNERS
*Based on initial Survey Results—this number is expected to change as more attendees fill out the survey
GLOBAL PARTNER SUMMIT 2014
17 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
TERRY BREEN: SALUTING THE ECOSYSTEM SVP, Global Strategic Sales
HAL GREGERSEN: “DISRUPT OR BE DISRUPTED’
Executive Director MIT Leadership Center
BEAR GRYLLS & GREGG: “TAKING GPS TO NEW HEIGHTS”
Gregg’s Grand Entrance: General Session Day #1
GENERAL SESSION DAY 1 [Redefine your Journey ]
BILL SCANNELL 2014 TOP GTM PRIORITIES
President, Global Sales and Customer Operations
GENERAL SESSION DAY 2 [Redefine GTM Strategy]
BILL, DAVID & JOE: “REDFINE GO-TO-MARKET STRATEGY”
Fireside Chat: General Session Day #2
18 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
AMERICAS BREAKOUT John Hanlon, President Americas Sales
and Operations
AMERICAS REGIONAL BREAKOUT SESSION
AMERICAS BREAKOUT Partners using viewfinders to learn about BPP
AMERICAS BREAKOUT Technology Alliance Panel
SCOTT STRATTEN, UNMARKETING: STOP MARKETING, START ENGAGING
Stories from customers make a brand, not a logo
REDEFINE MARKETING BREAKOUT SESSION
JONATHAN MARTIN: “REDEFINED ROLES OF CMO”
Need to break down the silos and market together
AN ENGAGED AUDIENCE: “HUMOR + CONTENT = Successful
Session’ Redefine Marketing Session, GPS Day 2
19 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
STEVE BLANCHETTE CINDY HERNDON
BPP DEEP DIVE SESSION
KATHY TWOMEY DAVID ABELOW
20 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
#GPS2014 SOCIAL CHATTER
21 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
OTHER EVENTS • Americas Awards Breakfast • Distributor Advisory Council • LAT Welcome Breakfast • CSP Partner Advisory Board • VSPEX Birthday Party
SEEN AROUND THE SUMMIT
22 EMC CONFIDENTIAL—INTERNAL USE ONLY EMC CONFIDENTIAL—INTERNAL USE ONLY
THANK YOU
23 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Forums Update Toni Eddleman
24 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
WHAT IS AN EMC FORUM? • EMC Forum is an industry leading event targeting
customers and prospects to learn about the trends that are transforming industries, markets and organizations.
• Attendees at EMC Forum 2014 will learn how to lead their transformation to a software-defined enterprise with EMC’s best-of-breed storage platforms, software defined storage, and converged infrastructure.
25 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
DIGITAL FORUM – BEYOND EVENT DAY Leverage our Digital Forum Experience to reach more customers, prospects and partners
The 24/7/365 EMC Forum • Address PRE, DURING and POST phases of engagement cycle • Socially integrated • Reach a broader audience • Extend the conversations • Access information directly from YOUR desktop
26 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Educating Customers and Prospects Only
Increase Value to Sponsors
Access the Information from YOUR Desktop
NEW FOCUS
27 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
AMERICAS FORUM SERIES *subject to changes without notice (as of 05/15/14) DATE*
CITY/COUNTRY VENUE ~SIZE
EMC KEYNOTE*
July 31 Bogota, Colombia Club El Nogal 350 TBA
Aug 7 Mexico City, Mexico Centro Banamex 1000 P. Florissi
Aug 12
Long Beach, CA Westin Long Beach 600 P. Florissi
Aug 28 Sao Paulo, Brazil World Trade Center 800 H. Elias
Sep 3 Santiago, Chile Sheraton Hotel 350 B. Gallagher
Oct 8 New York City, NY Hilton New York 1100 B. Gallagher, H. Williams
Nov 6 Dallas, TX Hyatt Regency 400 V. Baghat
The size of these events is an estimate only. EMC makes no representation or promise about attendance or outcomes related to these events.
28 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
For details, contact: Toni Eddleman 970-481-8645
WHY SPONSOR AN EMC FORUM? Meet Customers AND Prospects at EMC Forums!
• Access to IT decision makers and influencers • Increase brand awareness • Network with customers, prospects, EMC staff and the key
industry technology alliances • Uncover new business opportunities • Extend your onsite presence with long-lasting virtual stay
power
29 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Sponsor Portal
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Toni Eddleman [email protected]
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Partner marketing Campaigns Update Jessica McRae
32 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
PARTNER MARKETING CAMPAIGNS
2014
33 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
CLOUD Virtualization (VDI/EUC)
Data Protection/ Continuous Availability
VSPEX APPS
PARTNER CAMPAIGN PRIORITIES
34 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
SOLUTION Q1 Q2 Q3 Q4
CLOUD
APPLICATIONS
VIRTUALIZATION
DATA PROTECTION & AVAILABILITY
STATUS Available Planned / In Development PARTNER PROGRAM LAUNCH ROADMAP
CLOUD REDEFINED
DATA PROTECTION REDEFINED
LEAD WITH SPEED
VDI REDEFINED
FLASH REDEFINED
STORAGE TECH REFRESH
DATA DOMAIN TECH REFRESH
IT TRUST CURVE
VSPEX CLOUD REDEFINED
LEAD WITH SPEED
DATA PROTECTION REDEFINED
VSPEX BRANDING
*This roadmap indicates when programs are launched. Execution of these programs can take place in subsequent quarters.
CLOUD REDEFINED (PROGRAM UPDATE)
CLOUD REDEFINED (PROGRAM UPDATE)
DATA PROTECTION REDEFINED (PROGRAM UPDATE)
DATA DOMAIN TECH REFRESH (PROGRAM UPDATE)
REDEFINING ENTRY LEVEL STORAGE & DATA PROTECTION
VDI REDEFINED (PROGRAM UPDATE VSPEX w/ XtremIO)
EFFICIENCY GUARANTEE
DATA PROTECTION REDEFINED (PROGRAM UPDATE)
CLOUD REDEFINED (PROGRAM UPDATE)
CLOUD REDEFINED (PROGRAM UPDATE)
VSPEX BRANDING (PROGRAM UPDATE)
REDEFINING ENTRY LEVEL STORAGE & DATA PROTECTION
STORAGE TECH REFRESH FLASH REDEFINED (MAJOR UPDATE)
VDI REDEFINED (PROGRAM UPDATE VSPEX w/ XtremIO)
35 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
SOLUTION Q1 Q2 Q3 Q4
STATUS Available Planned / In Development PARTNER PROGRAM LAUNCH ROADMAP
*This roadmap indicates when programs are launched. Execution of these programs can take place in subsequent quarters.
BIG DATA MANAGE DATA GROWTH
ISILON
36 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
PROGRAM GUIDANCE Sales Playbook/Play Alignment Cloud Sales Playbook
Program Objective Visibility, Engagement, Conversion
Persona Infrastructure, Applications
EMC Value Prop With the new EMC VNXe3200 and Data Domain DD2200, EMC offers simple, efficient and protected solutions with enterprise-class primary storage and data protection optimized for midmarket customers. The VNXe3200vretains the VNXe simplicity and ease of use while delivering new VNX-class capabilities such as FAST VP, FAST Cache, and Fibre Channel The new Data Domain DD2200 provides enterprise-class data protection optimized for midmarket customers. VSPEX brings storage and data protection together using application-focused reference architectures designed and tested by EMC’s solution engineering team.
EMC Products Supported EMC VNXe3200, Data Domain DD2200, VSPEX
REDEFINING ENTRY LEVEL STORAGE & DATA PROTECTION
PROGRAM OVERVIEW VIDEO
Brendan Sysun Program Manager
PROGRAM GUIDANCE
37 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
REDEFINING ENTRY LEVEL STORAGE & DATA PROTECTION PROGRAM EXECUTION GUIDANCE
PACKAGED PROGRAM KITS ACTIVATION GUIDES CALLS TO ACTION
WHITE PAPER: THE BUSINESS VALUE OF
DATA DOMAIN BOOST
SALES ENABLEMENT
CUSTOMER PRESENTATION
WHITE PAPER: WHY DATA DOMAIN?
TOP REASONS: WHY EMC FOR
ENTRY LEVEL STORAGE & DATA PROTECTION
VNXE & DD STATIC
INFOGRAPHIC
DATA DOMAIN PREZI
VNXE PREZI
VIDEO: ACES POWER CUSTOMER REFERENCE
(VNXE)
VIDEO: ABERDEIN
EMEA CUSTOMER (VNXE)
VIDEO: CHRISTUS
HEALTH CUSTOMER REFERENCE (DD)
WHITEPAPER: ENTERPRISE FEATURES,
ENTRY LEVEL SIMPLICITY
VIDEO: VNXE PROMO ANIMATION
VIDEO: BLACKBAUD CUSTOMER
REFERENCE (DD) FLASH 1ST
CALCULATOR
DIGITAL ACTIVATION GUIDE
DISTRIBUTOR LAUNCH COMMUNICATION
38 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
PROGRAM GUIDANCE Sales Playbook/Play Alignment VDI Sales Playbook
Program Objective Visibility, Engagement, Conversion
Persona Primary: Infrastructure | Secondary: Applications
EMC Value Prop EMC VDI Solutions with VMware Horizon View and Citrix XenDesktop simplify IT manageability and control while delivering the highest end user experience for tech-savvy knowledge workers needing access to desktop applications, services and real world productivity. EMC VDI solutions are powerful, efficient, simple and most importantly, proven.
EMC Products Supported VNX, VSPEX, XtremIO, Vblock
VDI REDEFINED
PROGRAM GUIDANCE
PROGRAM OVERVIEW VIDEO
Nasya Dupont Program Manager
39 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
PACKAGED PROGRAM KITS ACTIVATION GUIDES CALLS TO ACTION
VDI COPY BLOCK VIDEO: OPTIMIZE VDI WITH EMC
BROCHURE: REVOLUTIONARY VDI
STORAGE
BROCHURE: VDI STORAGE
CONSIDERATIONS
TOP REASONS: VNX FLASH 1ST
STRATEGY
INFOGRAPHIC: OPTIMIZE VDI WITH
EMC FLASH TECHNOLOGY
SOCIAL ACTIVATION GUIDE
SALES ENABLEMENT KIT
VIDEO: FLASH IN A FLASH
PRESENTATION: DESKTOP
VIRTUALIZATION REDEFINED
ANALYST: EMC’S FLASH 1ST
STRATEGY
BROCHURE: XTREMIO EXECUTIVE
OVERVIEW
TOP REASONS: WHY VIRTUAL
INFRASTRUCTURES ON VNX
DIGITAL ACTIVATION GUIDE
INTERACTIVE ASSET
VDI REDEFINED
PROGRAM GUIDANCE
40 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
PROGRAM GUIDANCE Sales Playbook/Play Alignment Cloud Sales Playbook
(Click to learn more about solution messaging, customer challenges, EMC value proposition and competitive offerings)
Program Objective Visibility, Engagement, Conversion
Persona Infrastructure
EMC Value Prop Increase storage efficiency by 30%-50%. Guaranteed or EMC will match the short fall. Hybrid Guarantee: Increase performance at a lower total cost of ownership, reduce the number of disk drives, and decrease floor space and energy costs. All Flash Guarantee: Increase performance at a lower total cost of ownership, increase usable capacity, and decrease floor space.
EMC Products Supported Hybrid Guarantee – VNX, VMAX, Isilon All Flash Guarantee – XtremIO
EFFICIENCY EDGE GUARANTEE
PROGRAM GUIDANCE
PROGRAM OVERVIEW VIDEO
Dan Kessler Global Marketing Programs
41 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
PACKAGED PROGRAM KITS
EFFICIENCY EDGE GUARANTEE
PROGRAM EXECUTION GUIDANCE
ACTIVATION GUIDES CALLS TO ACTION
HANDOUT: HYBRID GUARANTEE
HANDOUT: HYBRID GUARANTEE WITH BONUS
HANDOUT: ALL FLASH GUARANTEE
DIGITAL ACTIVATION GUIDE
42 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
PROGRAM GUIDANCE Sales Playbook/Play Alignment Storage Tech Refresh
Program Objective Visibility, Engagement, Conversion
Persona Primary: Infrastructure | Secondary: Applications
EMC Value Prop EMC provides midrange unified storage for virtualized applications and mixed workloads. Target existing CLARiiON and Celerra customers approaching end of warranty or lease. Position the benefits of trading-up to the next generation of midrange VNX systems.
EMC Products Supported VNX (VNX5200, VNX5400, VNX5600, VNX5800, VNX7600, VNX8000)
STORAGE TECHNOLOGY REFRESH
PROGRAM GUIDANCE
PROGRAM OVERVIEW VIDEO
Dan Kessler Program Manager
43 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
PACKAGED PROGRAM KITS
PROGRAM EXECUTION GUIDANCE
ACTIVATION GUIDES CALLS TO ACTION
DIGITAL ACTIVATION KIT
DIRECT MARKETING KIT DATA SHEET: VNX
FAMILY TOP REASONS: WHY
MAKE THE MOVE TO VNX BROCHURE: VNX SERIES
COMPARISON
TOP REASONS: WHY UPGRADE
CLARIION/CELERRA
BROCHURE: GFS TRADE-IN
DIGITAL ACTIVATION GUIDE
SALES ENABLEMENT KIT BROCHURE: GFS DEFERRED LEASING
STORAGE TECHNOLOGY REFRESH
44 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
PROGRAM GUIDANCE Sales Playbook/Play Alignment Data Domain Tech Refresh
Program Objective Visibility, Engagement, Conversion
Persona Primary: Infrastructure | Secondary: Applications
EMC Value Prop EMC provides backup and archive software and storage solutions to IT departments so they can improve service, reduce costs and time to market, speed the business; be nimble and agile and deliver IT as a service; virtualize applications. Target existing Data Domain customers approaching end-of-warranty or lease. Position the benefits of trading-up to new generation midrange Data Domain systems.
EMC Products Supported Data Domain (DD2500, DD4200, DD4500, DD7200)
DATA DOMAIN TECHNOLOGY REFRESH
PROGRAM GUIDANCE
PROGRAM OVERVIEW VIDEO
Dan Kessler Program Manager
45 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
PACKAGED PROGRAM KITS
PROGRAM EXECUTION GUIDANCE
ACTIVATION GUIDES CALLS TO ACTION
DIGITAL ACTIVATION KIT
DIRECT MARKETING KIT PRESENTATION:
WHAT’S NEW WITH DD DATA SHEET: DD SYSTEMS
DATA SHEET: DD SOFTWARE
BROCHURE: GFS TRADE-IN
TOP REASONS: WHY REFRESH TO NEW
DD SYSTEM
DIGITAL ACTIVATION GUIDE
SALES ENABLEMENT KIT BROCHURE:
GFS DEFERRED LEASING
DATA DOMAIN TECHNOLOGY REFRESH
LEASE PURCHASE
46 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
ACCESS CAMPAIGN CONTENT
Campaign Library Download Assets www.emc.com/partnercampaignlibrary
EMC Showcase Syndication, Automated Email & Social http://emc.sharedvue.net/Login?returnUrl=%2fAdmin
47 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
ROI & Closed Loop Reporting Jen Gordy
48 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Return on Investment Requirement
• All partners who receive MDF are required to report back on the results of those activities
• It is the partner’s responsibility to close the loop on lead generating activities by providing information that enables us to connect leads to deal registrations
• Future MDF eligibility will be based on not only providing an ROI form – but also a partner’s ability to achieve ROI results
49 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
MDF ROI - Process
Submit the ROI Form – Response Count – Lead List – Deal Reg # for any
deals already submitted for a lead
Lifecycle of a Lead & The Timing of Deal Registration
Submit ROI Form Enter Deal Reg # for early
deal registrations
Use one of two methods to close the loop for later
deal registrations + = Partner succeeds in closing the loop and
showing results Close the Loop for additional deals after the initial ROI Form is submitted: A. Partner enters Marketing
ID in Deal Registration OR
B. Partner submits quarterly updated ROI Form for leads with new deal reg numbers
1 2
50 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
ROI Form
EMC Marketing Activity ID = Partner Campaign Ref ID
Submit ROI Form Enter Deal Reg # for early
deal registrations 1
Submit the ROI Form – Form is due within 30 days of activity end or within 30 days of quarter
end for multi-quarter activities – Lead List required for Demand Gen & Lead Development activities – Include Deal Registration numbers for deals already registered
Performance Metrics • Allows ROI reporting for every
Activity Type! • Enables EMC to evaluate the success
of all activities for best practices and marketing campaign success
• Required for every MDF-Funded Activity
Lead Reporting • Captures specific information on
working leads only for reporting and tracking
• Simplified template and Lead Data Capture
• Required for Lead Development and Demand Generation Activities only
51 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Submit ROI Form Enter Deal Reg # for early
deal registrations 1
Performance Metrics
Lead Reporting
ROI Form Sample
52 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Close the Loop A. Enter Marketing Activity ID in Deal Registration
– For additional deal registrations submitted after the original ROI form, the partner should enter the EMC Marketing Activity ID during the deal registration process in the “Partner Campaign Ref ID” field.
OR B. Submit quarterly updated ROI Form for leads with new deal reg numbers
– For additional deal registrations submitted after the original ROI form, the partner should submit an updated ROI form within 30 days of the quarter-end.
5045555
EMC Marketing Activity ID = Partner Campaign Ref ID
Use one of two methods to close the loop for later
deal registrations 2
53 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Partner Results Reporting
• Partner reporting shows lead waterfall and investment to pipeline results
• Metrics allow partners to see how they compare to others
• Strong results will be a consideration for future MDF funding
54 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
What is the Benefit of this Process?
Enables higher % of pipeline to be measured due to partner reported results
Provides more complete marketing contribution & aligns to longer term digital marketing goals
Analysis
Provides ability to do analysis and make data-driven decisions
Better decisions result in higher revenue for EMC and partners
Rewards partners and provides options
Enables partners to have insight into their own marketing results
Drives collaboration between sales and marketing teams
Partner value Accuracy
55 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Things to Keep in Mind All MDF Funded Activities Require ROI 2 Steps
1. Submit the ROI Form within 30 days of activity AND
2. Lead Development/Demand Gen Activities: Close the Loop by providing link between lead and deal registration
Submit the ROI with Claim Partner ROI results will drive future MDF
eligibility
56 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Thank You – Please Contact Your Regional PMM or Distributor for Additional Details
Effective Date – 2/7/14
57 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Kathryn Rose – The Channel Company
The channel community’s trusted authority for growth and innovation for more than three decades.
Enabling Technology Partnerships
Grow Your Pipeline with Social and Traditional Marketing Kathryn Rose, Sales Director, SharedVue | Partner Marketing Services
The Channel Company
Kathryn Rose Channel Sales & Marketing Automation
About Me
• SEO • Social Media • Social Selling
IT Channel Evolution
29% 20%
36%
28%
% of Revenue from ManagedServices
% of Revenuefrom Cloud
Recurring Services Growth by 2015
IT Channel Evolution
0
25
50
75
100
$40.5 $29.5
$19.0 $21.5
On-premiseproduct resale
On-premisehosted
Off-premisehosted
Cloud
$000’s
01020304050
25.6 25.6 26.7 24.5
On-premiseproduct resale
On-premisehosted
Off-premisehosted
Pure cloud
#of New Customers Needed To Achieve 2013 Revenue Goals
124
Current #of Active Customers 100
Old Funnel
Today’s Marketing Model
Integrated, Sales Aligned Marketing Strategy
MQL
SQL MQL
SQL
MQL
SQL MQL
SQL
Attracting the B2B Buyer
Organic Search
Over 80% decide technology before engaging a solution provider - Pardot
78% of IT Buyers start their research online– Demand Gen Report
Things to Consider Before Starting
1. Who are you targeting?
2. Where do they live & interact online?
3. How are they going to find you?
Who does your product or service SERVE?
What problem does it solve?
Things to Consider Before Starting
Persona
Name Face Personal Characteristics Who are your current customers?
Things to Consider Before Starting
Persona
• EMC Syndication • Blogs • Social Media
Feed the Google Beast
• On page/Off page SEO
• Google Biz Page (G+) • Online Press
Releases
Online PR
• Not necessarily for traditional media consumption
• More promotional in nature • Generally use a press release
“syndication” service • Can brand you online faster than
any other tool
PR-Inside.com PRlog.com PR.com PitchEngine.com
Top Indexed Free:
PRNewswire.com PRweb.com PRLeap.com
Top Paid Sites:
Places to Start Your Online PR Journey
EMC Syndication Showcase
The
the
B word blogging
Establishing Your Expertise
Ranking in Search Engines
Driving traffic
Posting to Social Media
Keeping People Interested
Benefits of Blogging
Blog is the “hub”
Ideas for Blog Posts – Spin off diagram
Flash Array
Virtualization
(VSPEX)
Cloud
Data protection
Third Platform
Storage
Writing Resources
Textbroker.com Scripted.com
Editing Resources
Scribendi.com
Blogging Helpers
How Solution Providers Use Social Media
69% of Solution Providers are Using Social
Media Marketing
EMC Social Amplification
Email Marketing
The reports of my death have been greatly exaggerated. - Mark Twain
How to Get Started with Email Marketing
4. Evaluate campaign results
3. Create emails with effective messaging
1. Define your goals and objectives
2. Build your opt-in contact lists
Adjust
Measure
Don’t Forget
Integrated Lead Generation for Partners powered by
Website
Email Campaigns
Social
Metrics
Customize, Drive Demand, Targeted CoBranded Assets
Up-to-date Content
Curated Content Trust, Awareness
Trends, Aggregated Exportable
Integrated Marketing with EMC
Revenue goals = embracing new strategies
Know WHO you’re talking to
Today’s Takeaways
Feed Google
Use tools available
Track and Tweak
Questions?
Kathryn Rose @katKrose [email protected] To register for the EMC Digital Marketing Platform http://emc.sharedvue.net
The channel community’s trusted authority for growth and innovation for more than three decades.
Leverage our proven and leading edge brands and platforms to deliver prescriptive sales and marketing solutions for the technology channel.
Enabling Technology Partnerships
Thank You Kathryn Rose [email protected] To sign up for EMC Digital Marketing Tools http://emc.sharedvue.net
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Questions and Answers
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