EMC渠道管理的信息

1、2006 EMC渠道管理的信息、想法和方案 与您分享2006年9城市巡展中国区协作同伴联盟部2006-2-21 TCETotal Customer Experience全方位的客户体验*First Call Consensus 6/23/05 TPETotal Partner Experience全方位的协作同伴体验*First Call Consensus 6/23/05Velocity2 Rewards Partner Investment and PerformanceRequirements技艺养成成果如意业务方案市埸开凳加速器Mid-marketSoftwareServicesBen

2、efitsCo-op市埸基金业绩还点专项奖励按需发老 里程积分样机特惠商机分享工程登记商机托管 Velocity for 2006 1HStabilize Solution Providers ProgramSimplify program if necessaryNo major additionDistributor ProgramAdd Affiliate Tier in Solution Providers ProgramRoll out date for China (January 1st, 2006)Compliance of VelocityPartner evaluation

3、Tier readjustmentAutomate Compliance (Partner Database)Velocity status report (Velocity on Demand)Whats your thought?EMC Velocity2 Partner ProgramBusiness ModelDistributorsSolution ProvidersOEMsTechnology PartnersService PartnersTechnicalBroad-lineDirect Marketing PartnersImplement OctoberSystems in

4、tegrators(resell)OutsourcersValue-added resellersDirectIndirectVertical resellersFederalHealthcareTelcoOil and gasFinancialResellingNon-resellingServer vendorsEmbedded technology partnersDevelopersDocumentum-ready ISVsCentera ISVsISVsAnnounce January / Implement JulyFutureDantz integration SMARTS In

5、tegrationVMware VIP ProgramUnified Partner ProgramEMC Velocity2 Partner Program for Solution ProvidersCore Program RequirementsProspective EMC Velocity2 Partner Program solution providers must demonstrate a commitment to invest in a strategic relationship with EMC.The chart below depicts program req

6、uirements for the core program. See corresponding requirements for Velocity2 Program accelerators. Program requirements vary by partner type and geography. Contact EMC for complete program details.*Revenue requirements will be defined and documented in a partners business or CHAMP plan. Core Program

7、 Requirements Application ApprovalRequiredRequiredRequiredRequired Contractual AgreementRequiredRequiredRequiredRequired * Revenue-Based Points Tiered Storage $65K = 1 point Storage Management $25K = 1 point Content Management $5K = 1 pointMinimum number of points: 10Minimum number of points: 20Mini

8、mum number of points: 50Minimum number of points: 200 Joint Business Planning (All business or CHAMP plan components must be executed.)Velocity2 Business PlanVelocity2 Business PlanCHAMP PlanCHAMP Plan ForecastNot requiredMonthlyMonthlyMonthly Business Plan and Review CycleYearlyQuarterlyQuarterlyQu

9、arterly Minimum Number of EMC-Focused Marketing Programs1 per year4 per yearPer CHAMP PlanPer CHAMP PlanEMC Velocity2AssociateEMC Velocity2AdvantageEMC Velocity2PremierEMC Velocity2SignatureEMC Velocity2 Partner Program for Solution ProvidersCore Program RequirementsProspective EMC Velocity2 Partner

10、 Program solution providers must demonstrate a commitment to invest in a strategic relationship with EMC.The chart below depicts program requirements for the core program. See corresponding requirements for Velocity2 Program accelerators. Program requirements vary by partner type and geography. Cont

11、act EMC for complete program details.*Accreditation requirements will be defined and documented in a partners business or CHAMP plan. Core Program Requirements * Minimum Number of EMC Proven Professional Sales Representatives per RegionSales Professionals (minimum 2)Sales Professionals (minimum 3)Sa

12、les Professionals (minimum 4)Sales Professionals (minimum 6) * Minimum Number of EMC Proven Professional Solution Engineers per RegionSolution Engineers (minimum 2)Solution Engineers (minimum 3)Solution Engineers (minimum 4)Solution Engineers (minimum 6) * Minimum Number of Accredited Sales Managers

13、 per RegionSales Managers (minimum 1)Sales Managers (minimum 1)Sales Managers (minimum 1)Sales Managers (minimum 1) Minimum Number of Attendees at EMC Approved Technical ConferenceNot requiredOne representativeFour representativesFour representatives Executive SponsorNot requiredNot requiredRequired

14、Required Exclusive EMC Alliance ManagerNot requiredNot requiredRequiredRequired Senior EMC Technology LeadNot requiredRequiredRequiredRequiredEMC Velocity2AssociateEMC Velocity2AdvantageEMC Velocity2PremierEMC Velocity2SignatureEMC Velocity2 Partner Program for Solution ProvidersVelocity2 Program Be

15、nefitsThe chart below depicts Velocity2 Program benefits for solution providers. Partners can increase program benefits either by moving to a higher Velocity2 tier by meeting higher core requirements or by meeting the requirements of value-driven accelerators that multiply core program benefits. Par

16、tners can qualify for multiple accelerators. Velocity2 Program Benefits Deal Registration IncentivePer Region Deal Registration ProgramPer Region Deal Registration ProgramPer Region Deal Registration ProgramPer Region Deal Registration Program Co-op Core Program One Accelerator Two Accelerators *Acc

17、elerators do not apply to Symmetrix product sales0.50%0.75%1.00%1.00%1.50%2.00%1.25%1.88%2.50%1.50%2.25%3.00% Access to Velocity Rewards ProgramYesYesYesYes Performance-Based Rebates *(Paid on attainment of overall revenue goal AND attainment of performance-based goal only) Core Program One Accelera

18、tor Two AcceleratorsNot availableAvailable(Per Region Performance-Based Rebate Program)1.00%1.50%2.00%Available(Per Region Performance-Based Rebate Program)1.25%1.88%2.50%Available(Per Region Performance-Based Rebate Program)1.50%2.25%3.00%EMC Velocity2AssociateEMC Velocity2AdvantageEMC Velocity2Pre

19、mierEMC Velocity2Signature Velocity Accelerators Accelerators have unique requirements based on EMC initiativesMaximum benefit = 2x benefit earned in core programAchievement of two accelerators = 2x co-op and rebatesAchievement of one accelerator = 1.5x co-op and rebatesEMC Velocity2 Partner Program

20、 for Solution ProvidersVelocity2 Program BenefitsThe chart below depicts Velocity2 Program benefits for solution providers. Partners can increase program benefits either by moving to a higher Velocity2 tier by meeting higher core requirements or by meeting the requirements of value-driven accelerato

21、rs that multiply core program benefits. Partners can qualify for multiple accelerators. Velocity2 Program Benefits Lead Generation ProgramsAvailableAvailableAvailableAvailable Access to EMC Proven Professional ProgramYesYesYesYes EMC Approved Technical ConferenceDiscounted passesDiscounted passesDis

22、counted passes plus two free passesDiscounted passes plus four free passes Logo UsageVelocity2 Associate logoVelocity2 Advantage logoVelocity2 Premier logoVelocity2 Signature logo New Product Launch Information48 hours prior to launch or on the day of the launch48 hours prior to launch or on the day

23、 of the launchTwo weeksprior to launch or as availableTwo weeksprior to launch or as available Access to EMC Partner Support CenterYesYesYesYes Access to EMC Global Financial ServicesYesYesYesYes Access to EMC Demo Program and Not for Resale ProgramYesYesYesYes EMC Partner Portal AccessAssociate-lev

24、el accessAdvantage-level accessPremier-level accessSignature-level access EMC Executive Briefing CenterYesYesYesYes EMC Partner Council ParticipationNot availableBy invitationMembershipMembershipEMC Velocity2AssociateEMC Velocity2AdvantageEMC Velocity2PremierEMC Velocity2SignatureASN Program Require

25、mentsSkills AssessmentServices Deal RegistrationEstablished PS OrganizationVelocity2 Program ParticipationLab RequirementsPeriod to Complete Program RequirementsMaintain Customer Quality Measurements Technical Support FeeBusiness Reviews Integrated Sales and Services Business PlanMentor Program Part

26、icipationASN ProgramCore RequirementsEMC Proven Professional ResourcesYesYesRequiredYes6 MoYesYesYesQuarterlyYesYes1 TA Specialist2 IE Specialists1 IE ExpertAdvanced3 TA Specialists5 IE Specialists2 IE ExpertsYesYesRequiredYesYesYesYes12 Mo YesYesQuarterlySelectYesYesYesYesRequiredRequiredYesYes6 Mo

27、3 MoNoNoYesYesYesYesAnnualAnnualOptionalOptionalYesYes1 CL IE Expert 1 CL TA Specialist or 1 CL IE Specialist1 CL IE Specialist(Recommend 2)AccessFocusMarketing Program Resources/ToolsEMCVelocity Partner Program OverviewListing of EMC PartnersPowerlinkEntitlements specify content available for viewi

28、ng from EMC Preferences allows users to prioritize and highlight areas of interest“Portlets provide quick links to important resourcesContent fully translated in 10 languagesAPJ Partner Fast Start ProgramReference guide to understand and engage with EMC Velocity programsTranslated in Simplified Chin

29、ese, Korean and JapaneseAvailable via PowerlinkResourcesPartner CommunicationsEMC ConnectionPartner Monthly NewsletterIncludes News, Events, UpdatesProvide format that can be co-branded and used for internal/external Partner usePartner AdvantageWhats new on PowerLinkNew Product LaunchesExecutive Hea

30、ds-UpHighlights on Velocity news, sales ops, new products, promos CommunicationsMarketing Program Resources/ToolsEMC ShowcaseSyndicates EMC content for delivery directly to partner websitesEnsures current and accurate content$0 cost to Velocity PartnersLess than 30 minutes to implementCurrent conten

31、t areas available:CLARiiONCenteraNASSMB SolutionsCurrent signed up countryKorea 10 partnersAvailable in English, Korean and Simplified ChinesePARTNER SitePARTNER SiteVELOCITY BRANDING/ADVERTISINGPartner Marketing ProgramsVelocity RewardsSales incentive program for partners; provides points that can

32、be redeemed for high quality merchandise, trips, etc.TWO ways to earn Velocity reward pointsQuarterly product/solution promotionsLoyalty rewards for C/SMB salesEligible product families:CLARiiON, Centera, NASEMC Software Group traditional EMC Open SoftwareLegato/Documentum promos in Q4Reward points distributed to the entire sales teamSales rep 50%Pre-sales solution engineer35%Sales Manager15%Company and sales team members must enroll in the program to receive rewardsVelocity Partner MarketingWeb banner ads Web landing page template Telemarketing script Co-branded dat