EMC渠道管理的信息

2006EMC渠道管理的信息、

想法和計劃與您分享2006年9城市巡展中國區(qū)合作伙伴聯(lián)盟部2006-2-21EMC9CityRoadshow,2006Q1

TCETotalCustomerExperience全方位的客戶體驗*FirstCallConsensus6/23/052006EMC渠道管理的信息、想法和計劃

TPETotalPartnerExperience全方位的合作伙伴體驗*FirstCallConsensus6/23/052006EMC渠道管理的信息、想法和計劃Velocity2RewardsPartnerInvestmentandPerformanceRequirements技能養(yǎng)成成績?nèi)缫鈽I(yè)務(wù)計劃市埸開凳加速器Mid-marketSoftwareServicesBenefitsCo-op市埸基金業(yè)績還點(diǎn)專項獎勵按需發(fā)老里程積分樣機(jī)特惠商機(jī)分享項目登記商機(jī)托管2006EMC渠道管理的信息、想法和計劃Velocityfor20061HStabilizeSolutionProvidersProgramSimplifyprogramifnecessaryNomajoradditionDistributorProgramAddAffiliateTierinSolutionProvidersProgramRolloutdateforChina(January1st,2006)ComplianceofVelocityPartnerevaluationTierreadjustmentAutomateCompliance(PartnerDatabase)Velocitystatusreport(VelocityonDemand)What’syourthought?2006EMC渠道管理的信息、想法和計劃EMCVelocity2PartnerProgramBusinessModelDistributorsSolutionProvidersOEMsTechnologyPartnersServicePartnersTechnicalBroad-lineDirectMarketingPartnersImplementOctoberSystemsintegrators(resell)OutsourcersValue-addedresellersDirectIndirectVerticalresellersFederalHealthcareTelcoOilandgasFinancialResellingNon-resellingServervendorsEmbeddedtechnologypartnersDevelopersDocumentum-readyISVsCenteraISVsISVsAnnounceJanuary/ImplementJulyFutureDantzintegrationSMARTSIntegrationVMwareVIPProgramUnifiedPartnerProgram2006EMC渠道管理的信息、想法和計劃EMCVelocity2PartnerProgramforSolutionProviders

CoreProgramRequirements

ProspectiveEMCVelocity2PartnerProgramsolutionprovidersmustdemonstrateacommitmenttoinvestinastrategicrelationshipwithEMC.

Thechartbelowdepictsprogramrequirementsforthecoreprogram.SeecorrespondingrequirementsforVelocity2Programaccelerators.Programrequirementsvarybypartnertypeandgeography.ContactEMCforcompleteprogramdetails.

* Revenuerequirementswillbedefinedanddocumentedinapartner’sbusinessorCHAMPplan.

CoreProgramRequirements

ApplicationApprovalRequiredRequiredRequiredRequired

ContractualAgreementRequiredRequiredRequiredRequired*Revenue-BasedPointsTieredStorage$65K=1pointStorageManagement$25K=1pointContentManagement$5K=1pointMinimumnumberof

points:10Minimumnumberof

points:20Minimumnumberof

points:50Minimumnumberof

points:200

JointBusinessPlanning(AllbusinessorCHAMPplancomponentsmustbeexecuted.)Velocity2BusinessPlanVelocity2BusinessPlanCHAMPPlanCHAMPPlan

ForecastNotrequiredMonthlyMonthlyMonthly

BusinessPlanandReviewCycleYearlyQuarterlyQuarterlyQuarterly

MinimumNumberofEMC-FocusedMarketingPrograms1peryear4peryearPerCHAMPPlanPerCHAMPPlanEMCVelocity2AssociateEMCVelocity2AdvantageEMCVelocity2PremierEMCVelocity2Signature2006EMC渠道管理的信息、想法和計劃EMCVelocity2PartnerProgramforSolutionProviders

CoreProgramRequirements

ProspectiveEMCVelocity2PartnerProgramsolutionprovidersmustdemonstrateacommitmenttoinvestinastrategicrelationshipwithEMC.

Thechartbelowdepictsprogramrequirementsforthecoreprogram.SeecorrespondingrequirementsforVelocity2Programaccelerators.Programrequirementsvarybypartnertypeandgeography.ContactEMCforcompleteprogramdetails.

* Accreditationrequirementswillbedefinedanddocumentedinapartner’sbusinessorCHAMPplan.

CoreProgramRequirements*

MinimumNumberofEMCProvenProfessionalSalesRepresentativesperRegionSalesProfessionals(minimum2)SalesProfessionals(minimum3)SalesProfessionals(minimum4)SalesProfessionals(minimum6)*

MinimumNumberofEMCProvenProfessionalSolutionEngineersperRegionSolutionEngineers(minimum2)SolutionEngineers(minimum3)SolutionEngineers(minimum4)SolutionEngineers(minimum6)*

MinimumNumberofAccreditedSalesManagersperRegionSalesManagers(minimum1)SalesManagers(minimum1)SalesManagers(minimum1)SalesManagers(minimum1)

MinimumNumberofAttendeesatEMCApprovedTechnicalConferenceNotrequiredOnerepresentativeFourrepresentativesFourrepresentatives

ExecutiveSponsorNotrequiredNotrequiredRequiredRequired

ExclusiveEMCAllianceManagerNotrequiredNotrequiredRequiredRequired

SeniorEMCTechnologyLeadNotrequiredRequiredRequiredRequiredEMCVelocity2AssociateEMCVelocity2AdvantageEMCVelocity2PremierEMCVelocity2Signature2006EMC渠道管理的信息、想法和計劃EMCVelocity2PartnerProgramforSolutionProviders

Velocity2

ProgramBenefits

ThechartbelowdepictsVelocity2Programbenefitsforsolutionproviders.PartnerscanincreaseprogrambenefitseitherbymovingtoahigherVelocity2tierbymeetinghighercorerequirementsorbymeetingtherequirementsofvalue-drivenacceleratorsthatmultiplycoreprogrambenefits.Partnerscanqualifyformultipleaccelerators.

Velocity2ProgramBenefits

DealRegistrationIncentivePerRegionDealRegistrationProgramPerRegionDealRegistrationProgramPerRegionDealRegistrationProgramPerRegionDealRegistrationProgram

Co-opCoreProgramOneAcceleratorTwoAccelerators*AcceleratorsdonotapplytoSymmetrixproductsales0.50%0.75%1.00%1.00%1.50%2.00%1.25%1.88%2.50%1.50%2.25%3.00%

AccesstoVelocityRewardsProgramYesYesYesYes

Performance-BasedRebates*(PaidonattainmentofoverallrevenuegoalANDattainmentofperformance-basedgoalonly)CoreProgramOneAcceleratorTwoAcceleratorsNotavailableAvailable(PerRegionPerformance-BasedRebateProgram)1.00%1.50%2.00%Available(PerRegionPerformance-BasedRebateProgram)1.25%1.88%2.50%Available(PerRegionPerformance-BasedRebateProgram)1.50%2.25%3.00%EMCVelocity2AssociateEMCVelocity2AdvantageEMCVelocity2PremierEMCVelocity2Signature

VelocityAcceleratorsAcceleratorshaveuniquerequirementsbasedonEMCinitiativesMaximumbenefit=2xbenefitearnedincoreprogramAchievementoftwoaccelerators=2xco-opandrebatesAchievementofoneaccelerator=1.5xco-opandrebates2006EMC渠道管理的信息、想法和計劃EMCVelocity2PartnerProgramforSolutionProviders

Velocity2

ProgramBenefits

ThechartbelowdepictsVelocity2Programbenefitsforsolutionproviders.PartnerscanincreaseprogrambenefitseitherbymovingtoahigherVelocity2tierbymeetinghighercorerequirementsorbymeetingtherequirementsofvalue-drivenacceleratorsthatmultiplycoreprogrambenefits.Partnerscanqualifyformultipleaccelerators.

Velocity2ProgramBenefits

LeadGenerationProgramsAvailableAvailableAvailableAvailable

AccesstoEMCProvenProfessionalProgramYesYesYesYes

EMCApprovedTechnicalConferenceDiscountedpassesDiscountedpassesDiscountedpassesplustwofreepassesDiscountedpassesplusfourfreepasses

LogoUsageVelocity2AssociatelogoVelocity2AdvantagelogoVelocity2PremierlogoVelocity2Signaturelogo

NewProductLaunchInformation48hourspriortolaunchoronthedayofthelaunch48hourspriortolaunchoronthedayofthelaunchTwoweekspriortolaunchorasavailableTwoweekspriortolaunchorasavailable

AccesstoEMCPartnerSupportCenterYesYesYesYes

AccesstoEMCGlobalFinancialServicesYesYesYesYes

AccesstoEMCDemoProgramandNotforResaleProgramYesYesYesYes

EMCPartnerPortalAccessAssociate-levelaccessAdvantage-levelaccessPremier-levelaccessSignature-levelaccess

EMCExecutiveBriefingCenterYesYesYesYes

EMCPartnerCouncilParticipationNotavailableByinvitationMembershipMembershipEMCVelocity2AssociateEMCVelocity2AdvantageEMCVelocity2PremierEMCVelocity2Signature2006EMC渠道管理的信息、想法和計劃ASNProgramRequirementsSkillsAssessmentServicesDealRegistrationEstablishedPSOrganizationVelocity2ProgramParticipationLabRequirementsPeriodtoCompleteProgramRequirementsMaintainCustomerQualityMeasurementsTechnicalSupportFeeBusinessReviewsIntegratedSalesandServicesBusinessPlanMentorProgramParticipationASNProgramCoreRequirementsEMCProvenProfessionalResourcesYesYesRequiredYes6MoYesYesYesQuarterlyYesYes1TASpecialist2IESpecialists1IEExpertAdvanced3TASpecialists5IESpecialists2IEExpertsYesYesRequiredYesYesYesYes12Mo

YesYesQuarterlySelectYesYesYesYesRequiredRequiredYesYes6Mo3MoNoNoYesYesYesYesAnnualAnnualOptionalOptionalYesYes1CLIEExpert

1CLTASpecialistor

1CLIESpecialist1CLIESpecialist(Recommend2)AccessFocus2006EMC渠道管理的信息、想法和計劃MarketingProgramResources/ToolsEMC.comVelocityPartnerProgramOverviewListingofEMCPartnersPowerlinkEntitlementsspecifycontentavailableforviewingfromEMCPreferencesallowsuserstoprioritizeandhighlightareasofinterest“Portlets”providequicklinkstoimportantresourcesContentfullytranslatedin10languagesAPJPartnerFastStartProgramReferenceguidetounderstandandengagewithEMCVelocityprogramsTranslatedinSimplifiedChinese,KoreanandJapaneseAvailableviaPowerlinkResources2006EMC渠道管理的信息、想法和計劃PartnerCommunicationsEMCConnectionPartnerMonthlyNewsletterIncludesNews,Events,UpdatesProvideformatthatcanbeco-brandedandusedforinternal/externalPartnerusePartnerAdvantageWhat’snewonPowerLinkNewProductLaunchesExecutiveHeads-UpHighlightsonVelocitynews,salesops,newproducts,promos

Communications2006EMC渠道管理的信息、想法和計劃MarketingProgramResources/ToolsEMCShowcaseSyndicatesEMC.comcontentfordeliverydirectlytopartnerwebsitesEnsurescurrentandaccuratecontent$0costtoVelocityPartnersLessthan30minutestoimplementCurrentcontentareasavailable:CLARiiONCenteraNASSMBSolutionsCurrentsignedupcountryKorea10partnersAvailableinEnglish,KoreanandSimplifiedChinesePARTNERSitePARTNERSite2006EMC渠道管理的信息、想法和計劃VELOCITYBRANDING/ADVERTISINGPartnerMarketingPrograms2006EMC渠道管理的信息、想法和計劃VelocityRewardsSalesincentiveprogramforpartners;providespointsthatcanberedeemedforhighqualitymerchandise,trips,etc.TWOwaystoearnVelocityrewardpointsQuarterlyproduct/solutionpromotionsLoyaltyrewardsforC/SMBsalesEligibleproductfamilies:CLARiiON,Centera,NASEMCSoftwareGroup–traditionalEMCOpenSoftwareLegato/DocumentumpromosinQ4RewardpointsdistributedtotheentiresalesteamSalesrep 50%Pre-salessolutionengineer 35%SalesManager 15%Companyandsalesteammembersmustenrollintheprogramtoreceiverewards2006EMC渠道管理的信息、想法和計劃VelocityPartnerMarketingWebbanneradsWeblandingpagetemplateTelemarketingscriptCo-brandeddatasheetsWhitepaperEMC-approvedcopyAX100Campaign2006EMC渠道管理的信息、想法和計劃SeminarsIn-a-BoxPackageddeliveryforcustomizedseminarseriesCustomer-facingPresentationsInvitationsReadyforCo-Branding&DeliveryDemandGenerationTools2006EMC渠道管理的信息、想法和計劃總而言之軟硬兼施全面投入互信互