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Page 1: Q214 AMS Partner Enablement Webcast & Training · CLOUD REDEFINED (PROGRAM UPDATE) ... Cloud Sales Playbook ; Program Objective . Visibility, Engagement, Conversion : Persona . Infrastructure,

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

Q214 AMS Partner Enablement Webcast & Training May 28, 2014

Page 2: Q214 AMS Partner Enablement Webcast & Training · CLOUD REDEFINED (PROGRAM UPDATE) ... Cloud Sales Playbook ; Program Objective . Visibility, Engagement, Conversion : Persona . Infrastructure,

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

@AnnaDorcey #EMCAMSPartnerMarketing

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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

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Thank you for attending

Global Partner Summit 2014!

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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

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

Taking it to the Streets III Bill Basinas

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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

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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

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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

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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)

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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

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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

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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

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

Modules and Timing Examples of modules

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

EMC WORLD/GPS Review Lexi Andrews

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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

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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

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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

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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

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

#GPS2014 SOCIAL CHATTER

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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

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22 EMC CONFIDENTIAL—INTERNAL USE ONLY EMC CONFIDENTIAL—INTERNAL USE ONLY

THANK YOU

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

Forums Update Toni Eddleman

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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.

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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

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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

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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.

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

For details, contact: Toni Eddleman 970-481-8645

[email protected]

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

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

Toni Eddleman [email protected]

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

Partner marketing Campaigns Update Jessica McRae

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

PARTNER MARKETING CAMPAIGNS

2014

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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

Page 34: Q214 AMS Partner Enablement Webcast & Training · CLOUD REDEFINED (PROGRAM UPDATE) ... Cloud Sales Playbook ; Program Objective . Visibility, Engagement, Conversion : Persona . Infrastructure,

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)

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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

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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

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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

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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

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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

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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

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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

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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

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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

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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

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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

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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

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

ROI & Closed Loop Reporting Jen Gordy

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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

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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

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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

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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

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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

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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

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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

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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

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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

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

Kathryn Rose – The Channel Company

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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

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Kathryn Rose Channel Sales & Marketing Automation

About Me

• SEO • Social Media • Social Selling

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IT Channel Evolution

29% 20%

36%

28%

% of Revenue from ManagedServices

% of Revenuefrom Cloud

Recurring Services Growth by 2015

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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

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Old Funnel

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Today’s Marketing Model

Integrated, Sales Aligned Marketing Strategy

MQL

SQL MQL

SQL

MQL

SQL MQL

SQL

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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

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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?

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Who does your product or service SERVE?

What problem does it solve?

Things to Consider Before Starting

Persona

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Name Face Personal Characteristics Who are your current customers?

Things to Consider Before Starting

Persona

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• EMC Syndication • Blogs • Social Media

Feed the Google Beast

• On page/Off page SEO

• Google Biz Page (G+) • Online Press

Releases

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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

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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

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EMC Syndication Showcase

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The

the

B word blogging

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Establishing Your Expertise

Ranking in Search Engines

Driving traffic

Posting to Social Media

Keeping People Interested

Benefits of Blogging

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Blog is the “hub”

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Ideas for Blog Posts – Spin off diagram

Flash Array

Virtualization

(VSPEX)

Cloud

Data protection

Third Platform

Storage

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Writing Resources

Textbroker.com Scripted.com

Editing Resources

Scribendi.com

Blogging Helpers

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How Solution Providers Use Social Media

69% of Solution Providers are Using Social

Media Marketing

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EMC Social Amplification

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Email Marketing

The reports of my death have been greatly exaggerated. - Mark Twain

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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

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Adjust

Measure

Don’t Forget

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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

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Revenue goals = embracing new strategies

Know WHO you’re talking to

Today’s Takeaways

Feed Google

Use tools available

Track and Tweak

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Questions?

Kathryn Rose @katKrose [email protected] To register for the EMC Digital Marketing Platform http://emc.sharedvue.net

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

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 #EMCAMSPartnerMarketing

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

Call to Action! Encourage customers to attend tomorrow’s XtremIO webcast

Take the Marketing Academy Courses

Learn more about Partner Connect

Watch the EMC World videos

Visit the Sponsor Portal for More Information on Forums

Look for Taking it to the Street dates and locations near you!

ROI & Closed Loop Reporting. Know the key dates!

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

THANK YOU

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