denodo datafest 2016: partner enablement and go-to-market

25
Partner Enablement & Go-to-Market Annette Cini Snr Channel Marketing Manager Suresh Chandrasekaran Snr Vice President

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Page 1: Denodo DataFest 2016: Partner Enablement and Go-To-Market

Partner Enablement & Go-to-Market

Annette Cini

Snr Channel Marketing Manager

Suresh Chandrasekaran

Snr Vice President

Page 2: Denodo DataFest 2016: Partner Enablement and Go-To-Market

Agenda1. Enablement & Training

2. Go-to-market

3. Joint Services Delivery

Page 3: Denodo DataFest 2016: Partner Enablement and Go-To-Market

Enablement & Training

Kickstart your learning

Page 4: Denodo DataFest 2016: Partner Enablement and Go-To-Market
Page 5: Denodo DataFest 2016: Partner Enablement and Go-To-Market

Developing Your DV Practice

Technical Business

Product Resources• Denodo Community• Denodo Express

• Denodo resource center• Data virtualization blog

Enablement• Sales Engineering Toolkit• Technical enablement sessions

• Marketing/Sales Toolkits• Business enablement sessions

Training• Denodo Platform training

• Architect, Developer, Admin

• Partner licenses• Sales training

Joint Marketing/Business Planning/Practice Dev

• Pre-sales support• Post-sales support• Provide services & solutions

• Co-marketing• Customer proposals &

mapping• Joint prospecting

Page 6: Denodo DataFest 2016: Partner Enablement and Go-To-Market

• Marketing

• Sales

• News & Events

• Training & Support

• Toolkits

• Enablement Sessions

Partner Portal

partners.denodo.com

Exclusive portal that provides sales, marketing & learning content to partners.

Page 7: Denodo DataFest 2016: Partner Enablement and Go-To-Market

ToolkitsDownloadable self-service kits, designed to equip, educate and enable.

Kickstarter Toolkit Marketing Toolkit Sales Engineering Toolkit

Sales toolkit

Kickstart discussions, get on-boarded, & equip

yourself with the right tools.

Leverage the resources, templates, and Denodo

marketing engine.

Acquire the tools, know-how & skillset to perform technical presentations.

Learn how to differentiate the Denodo Platform

when in the field.

Page 8: Denodo DataFest 2016: Partner Enablement and Go-To-Market

Enablement SessionsKickstart your learning and empower your team with these on-demand sessions.

• Enablement Sessions

• Business tracks

• Technical tracks

Page 9: Denodo DataFest 2016: Partner Enablement and Go-To-Market

Denodo CommunityActive community that provides technical support for customers and partners.

• Q&A

• Knowledgebase

• Document library

• Video library

• Tutorials

• Denodo Express

community.denodo.com

Page 10: Denodo DataFest 2016: Partner Enablement and Go-To-Market

• Single courses – 25%

• Group enrolment – 40%

• Partner training pack – 58%

• 6 individuals

• Live, instructor-led

• Intense program

• 15 days of training

• $4750

Training Packs & DiscountsTraining options to suit all geographies and budgets.

Page 11: Denodo DataFest 2016: Partner Enablement and Go-To-Market

New Solution Workshop Course!

• Workshop covers:

• the business need for Logical Data Warehousing

• challenges faced by existing EDWs

• the evolving state of LDW Architecture and Patterns with real-life business Use

Cases across functions and industries

• Duration: 1 day

• Pre-requisite: An understanding of business technologies & solution architectures

• $500

Logical Data Warehouse

Page 12: Denodo DataFest 2016: Partner Enablement and Go-To-Market
Page 13: Denodo DataFest 2016: Partner Enablement and Go-To-Market

Partner Enablement & Training Guide

Page 14: Denodo DataFest 2016: Partner Enablement and Go-To-Market

Get Engaged

Take advantage of the

Special Partner Training

Offers!

Request your account for the Denodo Partner

Portal

Download the Partner

Enablement & Training

Guide!

Next Steps

[email protected]

Page 15: Denodo DataFest 2016: Partner Enablement and Go-To-Market

Go-to-Market

Page 16: Denodo DataFest 2016: Partner Enablement and Go-To-Market

Joint Go-to-Market

• Horizontal Solutions & Frameworks

• Logical Data Warehouse

• Big Data Lake, Analytics & DWH Offloading

• Single View of Customer, Customer 360

• Etc.

• Vertical Solutions – GRC in Financial Services; SV of Well, Patient, etc., ITSM for Telco /

Networks, Predictive Maintenance & Asset Performance Optimization, Supply Chain

• Joint Marketing – Leveraging ALL of Denodo Assets and Marketing Tool Kit

• Joint / Co-Selling – Prospecting Dinners, Account Mapping, Lead Nurture

• Field Level Collaboration – Sales Team to Sales TEam

• Revenue – Success – Partner Credit $$$

Horizontal, Vertical Solutions Accelerate Market Traction

Page 17: Denodo DataFest 2016: Partner Enablement and Go-To-Market

Investing in Training and Solutions Content

Pure Data System Logical Data Warehouse

For Hybrid Solutions

Page 18: Denodo DataFest 2016: Partner Enablement and Go-To-Market

Partner & Alliance Activity – Past 60 Days!

Page 19: Denodo DataFest 2016: Partner Enablement and Go-To-Market

Joint Services Delivery

Page 20: Denodo DataFest 2016: Partner Enablement and Go-To-Market

Joint Services Delivery

• Customer Success Comes First

• Denodo Develops Successful Services Delivery Frameworks, Best Practices and CoE

Materials; Denodo Also Offers Quick Starts for Initial Project Success

• Leverages our Partner Network for Delivering Scalable Services

• Heavily Supports Partners through Knowledge Transfer

• Training and Solution Accelerators

• CoE and Technical Enablement Overlay

• Data Virtualization enables Key Data projects: Helps Partners Drive Deeper Engagement

and Non-Linear Growth in Services Revenue - Partner Retains 100% of Services

Customer Success Unifies Our Focus

Page 21: Denodo DataFest 2016: Partner Enablement and Go-To-Market

Value Delivery Methodology

Architect & Design

Build & Test

Validate & Deploy

Discover & Analyze

Govern & Manage

Operate

Business Need

Business Strategy

DV Solution

Page 22: Denodo DataFest 2016: Partner Enablement and Go-To-Market

Service BundlesDV Implementation Scenarios

Essential Standard Enterprise

Infrastructure Minimum Several tiers Large deployment

Architecture Basic set of policies Architecture, standards and best practices established

DV CoE or similar established

Team Small Small to medium Large

Value Delivery Delivery on the fly Standardized DV solution delivery

Organization aligned to effective use of data through DV solutions

Time to production

3-6 weeks 2-4 months 3-12 months

Page 23: Denodo DataFest 2016: Partner Enablement and Go-To-Market

Service Bundles & Reference PlansService Packages Summary

Essential Standard Enterprise

Advisor

Implementation Assistance ●

Technical Enablement Program ● ●

Enterprise DV Planning ●

Assessment

Status Check Assessment ●

Health Check Assessment ● ●

Upgrade & Migration Assessment

Use Case Architecture & Design Assessment

Quick Start

Denodo Implementation Quick Start ●

Denodo Operations Quick Start ● ●

Denodo Development Quick Start ● ●

Data Access Quick Start

Virtual Data Model Quick Start

Data Services Quick Start

Custom off-site consulting hours ● ● ●

Page 24: Denodo DataFest 2016: Partner Enablement and Go-To-Market

Q&A

Page 25: Denodo DataFest 2016: Partner Enablement and Go-To-Market

Thank you!

© Copyright Denodo Technologies. All rights reservedUnless otherwise specified, no part of this PDF file may be reproduced or utilized in any for or by any means, electronic or mechanical, including photocopying and microfilm, without prior the written authorization from Denodo Technologies.

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