EMC渠道管理的信息

2006EMC渠道管理的信息、

想法和计划与您分享2006年9城市巡展中国区合作伙伴联盟部2006-2-21EMC9CityRoadshow,2006Q1

TCETotalCustomerExperience全方位的客户体验*FirstCallConsensus6/23/052006EMC渠道管理的信息、想法和计划

TPETotalPartnerExperience全方位的合作伙伴体验*FirstCallConsensus6/23/052006EMC渠道管理的信息、想法和计划Velocity2RewardsPartnerInvestmentandPerformanceRequirements技能养成成绩如意业务计划市埸开凳加速器Mid-marketSoftwareServicesBenefitsCo-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项目登记商机托管2006EMC渠道管理的信息、想法和计划Velocityfor20061HStabilizeSolutionProvidersProgramSimplifyprogramifnecessaryNomajoradditionDistributorProgramAddAffiliateTierinSolutionProvidersProgramRolloutdateforChina(January1st,2006)ComplianceofVelocityPartnerevaluationTierreadjustmentAutomateCompliance(PartnerDatabase)Velocitystatusreport(VelocityonDemand)What’syourthought?2006EMC渠道管理的信息、想法和计划EMCVelocity2PartnerProgramBusinessModelDistributorsSolutionProvidersOEMsTechnologyPartnersServicePartnersTechnicalBroad-lineDirectMarketingPartnersImplementOctoberSystemsintegrators(resell)OutsourcersValue-addedresellersDirectIndirectVerticalresellersFederalHealthcareTelcoOilandgasFinancialResellingNon-resellingServervendorsEmbeddedtechnologypartnersDevelopersDocumentum-readyISVsCenteraISVsISVsAnnounceJanuary/ImplementJulyFutureDantzintegrationSMARTSIntegrationVMwareVIPProgramUnifiedPartnerProgram2006EMC渠道管理的信息、想法和计划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、想法和计划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、想法和计划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、想法和计划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、想法和计划ASNProgramRequirementsSkillsAssessmentServicesDealRegistrationEstablishedPSOrganizationVelocity2ProgramParticipationLabRequirementsPeriodtoCompleteProgramRequirementsMaintainCustomerQualityMeasurementsTechnicalSupportFeeBusinessReviewsIntegratedSalesandServicesBusinessPlanMentorProgramParticipationASNProgramCoreRequirementsEMCProvenProfessionalResourcesYesYesRequiredYes6MoYesYesYesQuarterlyYesYes1TASpecialist2IESpecialists1IEExpertAdvanced3TASpecialists5IESpecialists2IEExpertsYesYesRequiredYesYesYesYes12Mo

YesYesQuarterlySelectYesYesYesYesRequiredRequiredYesYes6Mo3MoNoNoYesYesYesYesAnnualAnnualOptionalOptionalYesYes1CLIEExpert

1CLTASpecialistor

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

Communications2006EMC渠道管理的信息、想法和计划MarketingProgramResources/ToolsEMCShowcaseSyndicatesEMC.comcontentfordeliverydirectlytopartnerwebsitesEnsurescurrentandaccuratecontent$0costtoVelocityPartnersLessthan30minutestoimplementCurrentcontentareasavailable:CLARiiONCenteraNASSMBSolutionsCurrentsignedupcountryKorea10partnersAvailableinEnglish,KoreanandSimplifiedChinesePARTNERSitePARTNERSite2006EMC渠道管理的信息、想法和计划VELOCITYBRANDING/ADVERTISINGPartnerMarketingPrograms2006EMC渠道管理的信息、想法和计划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、想法和计划VelocityPartnerMarketingWebbanneradsWeblandingpagetemplateTelemarketingscriptCo-brandeddatasheetsWhitepaperEMC-approvedcopyAX100Campaign2006EMC渠道管理的信息、想法和计划SeminarsIn-a-BoxPackageddeliveryforcustomizedseminarseriesCustomer-facingPresentationsInvitationsReadyforCo-Branding&DeliveryDemandGenerationTools2006EMC渠道管理的信息、想法和计划总而言之软硬兼施全面投入互信互