1© copyright 2012 emc corporation. all rights reserved. competitive swap promotion all values must...
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1© Copyright 2012 EMC Corporation. All rights reserved.
Competitive Swap Promotion
All values must be registered and approved through PSC
Promotion Rules:• Swap value is calculated on the returning hardware, and capped at 25% of the new deal value (HW only)• All swap values will be passed on via discounting to the transfer price• Deals booked and billed between April 1, 2012 and June 30, 2012-equipment must be returned by
December 31, 2012• New EMC storage sold must have at least twice the capacity of the swapped-out competitive storage
Swap Equipment Swap Values Rules
Hitachi - VSP; Tagmastore(USP Models Only) $400/TBRegistration Only
20TB CAP
IBM - DS8000 SeriesNetApp - FAS Series
$300/TBRegistration only
20TB CAP
Dell - Compellent; Equallogic; DX $250/TBRegistration only
20TB CAP
HP - EVA; LeftHand; 3PARIBM - DS4000; DS5000; XIVHitachi - AMS
$200/TBRegistration only
20TB CAP
2© Copyright 2012 EMC Corporation. All rights reserved.
Tech Refresh PromotionDMX, CX, and NS Trade-In Program
All values must be registered and approved through PSCPromotion Rules:• Trade-In must be customer owned asset• Trade-In value will be passed on via discounting to the transfer price• Detailed RMA for returning system must be associated to new deal SO number• Trade-In value capped at 25% of the transfer price on the new deal value (HW only)• Deals booked and billed between April 1, 2012 and June 30, 2012-equipment must be returned by
December 31, 2012
Trade-In Sell Get
Symmetrix DMX3, DMX4Any VMAX
Symmetrix DMX4VNX
$300/TB Trade-In Value
CLARiiON CX4NS Models (NS120, NS480,
NS960)
VNXAtmos
$300/TB Trade-In Value
CLARiiON CX3CX300, CX500, or CX700
NS Models (NS20, NS40, NS80)
VNXAtmos
$200/TB Trade-In Value
3© Copyright 2012 EMC Corporation. All rights reserved.
Swap & Trade Terms and ConditionsCompetitive Swap Promotion Rules
• New EMC storage sold must have at least twice the capacity of the swapped-out competitive storage (except BRS)
• Example: Must sell 2 TB of EMC for every 1 TB of competitive storage replaced
• Deals booked and billed between April 1, 2012 and June 30, 2012-equipment must be returned by December 31, 2012
• Swap value is calculated on the returning hardware, and capped at 25% of the new deal value. Some deal caps include only hardware while others include hardware and software
• Minimum eligible replacement = 1 TB of competitive storage
• All non-disk storage will be priced to market value by Global Financial Services
• All swap values will be passed on via discounting to the transfer price
All Programs subject to change or cancellation
Technology Refresh Promotions
• Trade-in value is passed on via discounting to the transfer price
• VNXe is excluded and will be looked at on an exception basis only
• Trade value is calculated on the returning hardware, and capped at 25% of the new deal value. Some deal caps include only hardware while others include hardware and software
• Trade-In must be customer owned asset• RMA for returning system must be associated to new
deal SO number• Deals booked and billed between April 1, 2012 and
June 30, 2012-equipment must be returned by December 31, 2012
Reminder:
Sales Promotions are subject to change. Ensure you are using the most up-to-date version on Powerlink.
4© Copyright 2012 EMC Corporation. All rights reserved.
Try & Buy Process FlowUnified or Data Domain opportunity
Distributor/Reseller submits request through Channel Xpress with customer qualification questionnaire form attached
PSC approves quote with T&Cs attached
Distributor/Reseller accept T&Cs by placing approved quote to order
Product ships to prospect
5© Copyright 2012 EMC Corporation. All rights reserved.
60-day clock starts day of shipment
Reseller follows up with prospect at day 21 to check on installation and implementation
15-day reminder email at day 45 to distributor/reseller from EMC Try & Buy contact
Customer keeps unit; distributor/reseller invoiced for order
Customer is happy; warranty extended 60-days
Try & Buy Process Flow contd.