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2 © Copyright 2013 EMC Corporation. All rights reserved. GPS 2013. EMC Internal & Partners Only.

THRIVING AMIDST DIVERSITY & CHANGE

APJ Global Partner Summit Break Out

David Webster President, APJ


EMC Market Share Momentum Worldwide External Storage Revenue Share

Source: IDC, March 2013

LOSING

GAINING

2013

23%

30%

2010

#1


THANK YOU

FOR 2012


THE CHANGING LANDSCAPE


Mainframe, Mini Computer

Terminals

MILLIONS OF USERS

THOUSANDS OF APPS

LAN/Internet Client/Server

PC

HUNDREDS OF MILLIONS OF USERS

TENS OF THOUSANDS OF APPS

Mobile Cloud Big Data Social

Mobile Devices

BILLIONS OF USERS

MILLIONS OF APPS

Source: IDC, 2012


Disruptive / Opportunistic IT Trends


T R U S T



T R U S T

Our Sweet Spot!


WHAT CUSTOMERS WANT/NEED

Lower Operational

Costs

Increase Revenue

Reduce Risk


IT SPENDING PRIORITIES


The Complete Portfolio

The Software-Defined Data Center

Information Infrastructure

Content, Process & Collaboration Apps Next Generation Cloud & Big / Fast Data Apps

End User Computing


Best-Of-Breed Information Storage & Protection

OUR PORTFOLIO HAS NEVER BEEN STRONGER

FASTEST GROWING

REFERENCE ARCHITECTURE

EMC VSPEX

#1 IN STORAGE

66.6% SHARE PURPOSE BUILT

BACKUP APPLIANCES

“The only vendor to offer a complete

portfolio of flash storage options.”

#1, 16% SHARE MID TIER STORAGE

http://it-tna.com/


“EMC has one of the best portfolios in the industry,

which should translate into further share gains.”

“EMC will benefit from having built a strong portfolio

of assets in key areas of future industry growth.”

“We remain bullish on EMC. The company boasts a

broad and deep product portfolio in secular growth

markets, strong execution, and consistent financial

performance.”

EMC “is capitalizing on past investments (R&D and

SG&A investment - greater international reach and

channel expansion) and these investments should bear

fruit in 2013.”

“EMC is uniquely positioned to gain share and deliver

above-market growth.”

“EMC continues to be the best positioned amongst all

large system vendors to participate in the enterprise’s

embrace of cloud computing and big data and hence

continue gaining share in the enterprise market

in the future.”

EMC: BEST POSITIONED


“The company seems poised to benefit thanks to a variety of hardware and software storage systems and cloud-based solutions that help clients manage massive amounts of data”

Fortune’s Most Admired Computer Companies

1. Apple

2. EMC

EMC: MOST ADMIRED

Source: Fortune Magazine, 2013


CHANGE : OPPORTUNITY FOR GROWTH

Change In Core Technologies Centre & Edge & Network & Applications

Change In Global Economic Landscape The rise of APJ as No.1 economic region

Change In IT Industry – Vendor and Channel

Change In IT Consumption Model – Cloud


People and Teams

Building The Pipeline

EMC Ecosystem

APJ FOUNDATION PRIORITIES - TIMELESS

Execution - Achieving Our Goals


“No matter who you are, most of the

smartest people work for someone else”

Bill Joy


STRENGTHEN OUR EMC ECOSYSTEM LINKAGE AND LEVERAGE

Global

Enterprise

Mid Market

SMB

Acquisition

People

Teams

APJ

EMC USA, EMEA

Software, ISV’s

Hardware, VCE

Service Providers

Velocity Resellers

Distribution

Alliances, S.I’s

Consultants

EMC CUSTOMERS PARTNERS


2013 PARTNERING FOR SUCCESS

PREDICTABLE Channel Rewards Program, Common GTM Strategy, ROE

SIMPLE Scalable Solutions, Simplified Partner Program

What You Can Expect From EMC

PROFITABLE Incremental, Collaborative AND Stand Alone activity to build Quality Pipeline

1.

2.

3.


Two Prong Strategy

Collaborate with EMC

Incremental to EMC

Partner Early, Grow Coverage

Invest in Complementary Skill Sets to EMC and Serve Customer Needs

Always Give us Feedback

2013 PARTNERING FOR SUCCESS

What We Expect From You


+

TOGETHER in 2013….

THRIVING AMIDST

DIVERSITY & CHANGE

GPS 2013. EMC Internal & Partners Only.


THANK YOU


Joergen Jakobsen VP & GM Channel Sales EMC – Asia Pacific & Japan


Agenda

Channel Status

Market Opportunity

Voice of The

Partner

Channel Strategy

Conclusion


Quick Facts about APJ:

• #1 Storage and Backup Vendor – and gaining market share

• Most of Product Sales via Channel – and gaining internal share

Winning with EMC


• Increasing Number of Active Resellers

• Strong Focused Resellers

• Distribution Leverage

APJ Channel Landscape


Creating Channel Leverage

EMC Sales Force Extension:

Significant portion of Channel Revenue is Incremental

298Hundreds of Net New Customer Accounts

Note: Q1 / 2013 Data


EMC and Partner Leverage

Global

Enterprise

Mid-Market

SMB

SALES CYCLE PROSPECT… …ORDER FULFILLMENT

Extend Partner Scale and Reach


APJ Market Opportunity

• Thousands of Customers in APJ

• A few Hundred Global and Enterprise Named Accounts

• EMC is Channel Only outside Global / Enterprise Named Accounts

• EMC is #1, but with huge opportunity for growth

Global

Enterprise

Mid-Market

EMC Led

Channel only

EMC Led

Channel only

2011 2012+

SMB


APJ MARKET OPPORTUNITY Partnering For Success

EMC OPPORTUNITY to Gain More Share

LARGE ADDRESSABLE

MARKET

EMC SHARE OPPORTUNITY

Large MID MARKET

Most Customers BEST ADDRESSED THROUGH CHANNEL PARTNERS

Global

Enterprise

Mid-Market

SMB

TH

OU

SAN

DS o

f CU

STO

MERS

Double

Dig

it B

$ T

AM


EMC PRODUCT OPPORTUNITY Partnering For Success

1.5X M I D T I E R S T O R A G E

GROWTH RATE OF HIGH END STORAGE

LARGEST EMC OPPORTUNITY

1.8X B A C K U P & R E C O V E R Y

GROWTH RATE OF TOTAL STORAGE FASTET GROWING EMC

OPPORTUNITY

UNIFIED STORAGE VNX / VNXe

BACKUP & RECOVERY DATA DOMAIN

AVAMAR NETWORKER

BLOCK STORAGE VMAX

Medium GROWTH IN MID TIER

Lowest GROWTH IN HIGH END

Highest GROWTH IN BACKUP


Mainframe, Mini Computer

Terminals

LAN/Internet Client/Server

PC


Mobile Devices

MILLIONS OF USERS

THOUSANDS OF APPS

HUNDREDS OF MILLIONS OF USERS

TENS OF THOUSANDS OF APPS

BILLIONS OF USERS

MILLIONS OF APPS

Source: IDC, 2012


The Bigger Picture Opportunity

MOBILE BIG DATA CLOUD SOCIAL

T R U S T


Global Partner Survey:

• 511 Individual Responses

• 311 Different Partners

• All APJ Countries

APJ Voice of the Partners

Field Work: 8 Feb to 1 Mar 2013


Stated Importance by APJ Partners

Very High

High

Medium


EMC Stated Importance, Satisfaction


Summary of APJ Progress

NPS: Promoters (Score 9-10) – Detractors (Score 0-6) on a 0-10 Point Scale


APJ Partner Advisory Board

• Partner Profitability

• Mid Tier / S100 Product Opportunity

• Bill Scannell Executive Round Table


Strategy & Directions


2012 – THE YEAR OF THE CHANNEL


2013 – THE DECADE OF THE CHANNEL


Simple

Predictable

Profitable


• Channel only Segments: e.g. Enterprise Select, Mid-Market

• Channel only Products: e.g. VNXe, DD160

• Channel only Solutions:

e.g. VSPEX

Prioritizing Channel


• Free Training Days

• Programs / Rebates

• Thousands of marketing leads and highly qualified opportunities

• Hundreds of People in Channel focused roles in EMC APJ

Channel Investment


EMC Channel Program – The BIG 6 Lead Flow

Converged Infrastructure

Focus Partner Program

Mid Tier / S100 Products

Enterprise Select

Rules of Engagement


Conclusion • EMC is Committed to Lead the

Transformation • EMC Continues to Invest in

Channel as a key growth engine • EMC is Committed to Continuous

Improvement in Channel Programs


What We Need from You:

• Continue to Work with EMC

• Bring more Opportunities and Accounts to EMC

• Invest in Skill Sets to Complement EMC and Solve Customer Issues

• Always give us feedback


Joergen Jakobsen, EMC Email: [email protected] Tel: +65 6692 3774

mailto:[email protected]


SERVICE PROVIDERS

Asia Pacific The All-in-One Theatre

Rohan Cook Director, Service Provider & Cloud


Variable Expense vs Capital

Economy to Scale

Don’t need to Guess about Capacity

Increase Speed and Agility

No more spending money on “Heavy Lifting”

Global in minutes AWS

6 M

ain

Ben

efit

of

Clo

ud

Source: Jeff Bezos Speech - 2013


Amazon Web Services and

the US National Institutes of

Health Announce the Largest

Catalog of Human Genetics is

Now Available in the Cloud

3/29/2012

Amazon Web Services Announces Rapid

Growth in the Public Sector – More Than 300

Government Agencies and 1,500 Education

Institutions Now Using AWS

10/10/2012

AWS and SAP Announce Certification of AWS

Infrastructure for SAP Business All-in-One

Solutions – Research Study Shows

Infrastructure Cost Savings of up to 69%

when Running SAP Solutions on AWS

5/11/2012

Google Mimics Amazon

Cloud With Google

Compute Engine

Wired, 6/28/2012

HP Today Announced HP Service

Anywhere, a Software-as-a-Service (SaaS)

IT Service Management (ITSM) Solution

10/22/2012

Citrix & NetApp Collaborate to

Simplify Cloud Storage Joint Integration

Drives Storage Optimization for Citrix

CloudPlatform and Apache CloudStack

Marketwire, 10/17/2012 We are now announcing the most

comprehensive Cloud on the planet Earth…

Oracle is the only vendor that offers a

complete suite of modern, socially-enabled

applications, all based on a standards-based

platform.

6/6/2012

Red Hat Introduces

Comprehensive Open Hybrid

Cloud Solutions Portfolio

Business Wire, 6/27/2012 IBM is Expected to Announce

That it will Ramp Up Efforts to

Sell Cloud Computing Services

to Midsize Businesses

The Time of India, 9/26/2012


APJ Cloud Market

GRAPHS

10

9

8

7

6

5

4

3

2

1

2009 2010 2011 2012

ATTENTION SPAN OF PEOPLE

GRAPHS

10

9

8

7

6

5

4

3

2

1

2009 2010 2011 2012


GRAPHS

10

9

8

7

6

5

4

3

2

1

2009 2010 2011 2012


GRAPHS

10

9

8

7

6

5

4

3

2

1

2009 2010 2011 2012


GRAPHS

10

9

8

7

6

5

4

3

2

1

2009 2010 2011 2012


CLOUD MATURITY INDEX

100

9

0

8

0

70

6

0

50

4

0

JAPAN

MATURITY AS A PERCENTAGE

SOURCE: BSA GLOBAL CLOUD SCORECARD 2012

AUSTRALLIA SINGAPORE MALAYSIA INDIA INDONESIA CHINA THALIAND VIETNAM

83.3 79.2

76.0

KOREA

72.2

59.2

50.0 49.9

39.5

47.5 42.6


Workloads Will Migrate To Private Clouds

Capacity

Performance

Private Cloud Virtual Private Cloud

Advanced Data Management

Enterprise SaaS

Basic Data Management

Private Cloud

Virtual Private Cloud

Hybrid Cloud


Workloads Will Grow In Public Clouds

Capacity

Advanced Data Management

Public Cloud Storage

As-A-Service

Web Content

Online Archive

Performance

Enterprise SaaS

Private Cloud

Virtual Private Cloud

Hybrid Cloud

Basic Data Management


Velocity Service Provider Program Purpose Statements

1. To enable a select group of service providers to successfully deliver cloud services to our customers thru:

– GTM Leverage

– Operating Leverage (through advantaged technology / services)

2. To attract and reward a broader group of service providers globally who have proven capabilities.


Capturing Cloud Opportunities

Connect and Resell

Build and Join


Next Steps…….

Additional Business Development Resources

Co-Marketing & Co-Selling Actions

Technology Use Case Service Creation Monetization

Value-Netting – BYO, Resell and/or

White Label ??

Accommodating Cloud Brokerage

If you plan to be a Service Provider – TALK TO EMC

If you plan to Re-Sell Cloud Services from Service Providers – CONTACT EMC TO LEVERAGE AN EMC SERVICE PROVIDER

Continue to provide FEEDBACK to EMC, to help us evolve our Service Provider Program


Growing with EMC Channel Services

David Wirt VP, Global Services


Ice excelllnce

Drive growth, profitability and market share with our partners through services programs, services

knowledge transfer and a partner-focused go-to-market strategy

Services Channel

EMC Delivered Services

Jointly Delivered Services

Partner Delivered Services

TCE

Partner Enablement

Services Growth

Products Growth


Partner Services

Professional

Services

Support Services

Mostly on Implementation

services Enablement

Professional Services

Customer Support Services

Targeted EMC PS Offering

Targeted EMC Implementation

Services

Targeted Break/fix Services

With Partner

Partner Services plus EMC

FY12 focus FY13 leverage full portfolio

Changes to the services strategy for partners


Services volume

Part

ner p

rofit

Sell EMC Services

Sell & Deliver EMC services

Partner Own Brand

Growth – core and partnered services vendors

TPM Other vars

Co-Op services


EMC Cooperative Services Roadmap, much more to come

Direction of program largely based on partner feedback

• In Development – Guidance services

• Design and implementation review – DBClassify

• DB tuning, optimization and backend storage layout recommendations

• Definition Phase – Migrations:

• Assess, plan, test, execute – EMC platform data – P-V, V-V – Mailbox

– VSPEX – VSI


EMC Presales - Partner Systems Engineers

We know the technical capabilities of our partners are critical to drive maximum value for our joint customers - as well as to help differentiate our partner’s offerings and maximize their profitability.

Our PSEs are actively enabling your presales resources in growth sectors such as:

– Cloud, Big Data, Trust

– Software Defined Data Centers

– Converged Infrastructure

– Application Infrastructures such as SAP and Oracle


PSE - Partner Enablement Activities

• In Presales, success is securing the “technical win”

• In EMC, the Presales DNA has 3 vital parts:

1. Whiteboard

2. Demo

3. Design

To establish a suitable value proposition and competitively differentiate the solution

Our focus in 2013 and beyond – is sharing that DNA with your Presales resources


Partner Engagement Model

Training and

Certification

EMC DNA

• Whiteboard

• Demo

• Design

Mentoring and

Development

Partner SE Enablement

…going from training … to showing our partners how to position, sell, and compete

© copyright 2013 emc corporation. all rights reserved. gps ... · © copyright 2013 emc...

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