EMC渠道管理的信息

1©Copyright2006EMCCorporation.Allrightsreserved.EMC9CityRoadshow,2006Q12006EMC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2006-2-212©Copyright2006EMCCorporation.Allrightsreserved.2006EMC渠道管理的信息、想法和计划TCETotalCustomerExperience全方位的客户体验*FirstCallConsensus6/23/053©Copyright2006EMCCorporation.Allrightsreserved.2006EMC渠道管理的信息、想法和计划TPETotalPartnerExperience全方位的合作伙伴体验*FirstCallConsensus6/23/054©Copyright2006EMCCorporation.Allrightsreserved.2006EMC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-market–Software–ServicesBenefits•Co-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5©Copyright2006EMCCorporation.Allrightsreserved.2006EMC渠道管理的信息、想法和计划Velocityfor20061HStabilizeSolutionProvidersProgram–Simplifyprogramifnecessary–NomajoradditionDistributorProgram–AddAffiliateTierinSolutionProvidersProgram–RolloutdateforChina(January1st,2006)ComplianceofVelocity–Partnerevaluation–Tierreadjustment–AutomateCompliance(PartnerDatabase)–Velocitystatusreport(VelocityonDemand)What’syourthought?6©Copyright2006EMCCorporation.Allrightsreserved.2006EMC渠道管理的信息、想法和计划EMCVelocity2PartnerProgramBusinessModelDistributorsSolutionProvidersOEMsTechnologyPartnersServicePartnersTechnicalBroad-lineDirectMarketingPartnersImplementOctoberSystemsintegrators(resell)OutsourcersValue-addedresellers•Direct•IndirectVerticalresellers•Federal•Healthcare•Telco•Oilandgas•FinancialResellingNon-resellingServervendorsEmbeddedtechnologypartnersDevelopersDocumentum-readyISVsCenteraISVsISVsAnnounceJanuary/ImplementJulyFutureDantzintegrationSMARTSIntegrationVMwareVIPProgramUnifiedPartnerProgram7©Copyright2006EMCCorporation.Allrightsreserved.2006EMC渠道管理的信息、想法和计划EMCVelocity2PartnerProgramforSolutionProvidersCoreProgramRequirementsProspectiveEMCVelocity2PartnerProgramsolutionprovidersmustdemonstrateacommitmenttoinvestinastrategicrelationshipwithEMC.Thechartbelowdepictsprogramrequirementsforthecoreprogram.SeecorrespondingrequirementsforVelocity2Programaccelerators.Programrequirementsvarybypartnertypeandgeography.ContactEMCforcompleteprogramdetails.*Revenuerequirementswillbedefinedanddocumentedinapartner’sbusinessorCHAMPplan.CoreProgramRequirementsApplicationApprovalRequiredRequiredRequiredRequiredContractualAgreementRequiredRequiredRequiredRequired*Revenue-BasedPointsTieredStorage$65K=1pointStorageManagement$25K=1pointContentManagement$5K=1pointMinimumnumberofpoints:10Minimumnumberofpoints:20Minimumnumberofpoints:50Minimumnumberofpoints:200JointBusinessPlanning(AllbusinessorCHAMPplancomponentsmustbeexecuted.)Velocity2BusinessPlanVelocity2BusinessPlanCHAMPPlanCHAMPPlanForecastNotrequiredMonthlyMonthlyMonthlyBusinessPlanandReviewCycleYearlyQuarterlyQuarterlyQuarterlyMinimumNumberofEMC-FocusedMarketingPrograms1peryear4peryearPerCHAMPPlanPerCHAMPPlanEMCVelocity2AssociateEMCVelocity2AdvantageEMCVelocity2PremierEMCVelocity2Signature8©Copyright2006EMCCorporation.Allrightsreserved.2006EMC渠道管理的信息、想法和计划EMCVelocity2PartnerProgramforSolutionProvidersCoreProgramRequirementsProspectiveEMCVelocity2PartnerProgramsolutionprovidersmustdemonstrateacommitmenttoinvestinastrategicrelationshipwithEMC.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)MinimumNumberofAttendeesatEMCApprovedTechnicalConferenceNotrequiredOnerepresentativeFourrepresentativesFourrepresentativesExecutiveSponsorNotrequiredNotrequiredRequiredRequiredExclusiveEMCAllianceManagerNotrequiredNotrequiredRequiredRequiredSeniorEMCTechnologyLeadNotrequiredRequiredRequiredRequiredEMCVelocity2AssociateEMCVelocity2AdvantageEMCVelocity2PremierEMCVelocity2Signature9©Copyright2006EMCCorporation.Allrightsreserved.2006EMC渠道管理的信息、想法和计划EMCVelocity2PartnerProgramforSolutionProvidersVelocity2ProgramBenefitsThechartbelowdepictsVelocity2Programbenefitsforsolutionproviders.PartnerscanincreaseprogrambenefitseitherbymovingtoahigherVelocity2tierbymeetinghighercorerequirementsorbymeetingtherequirementsofvalue-drivenacceleratorsthatmultiplycoreprogrambenefits.Partnerscanqualifyformultipleaccelerators.Velocity2ProgramBenefitsDealRegistrationIncentivePerRegionDealRegistrationProgramPerRegionDealRegistrationProgramPerRegionDealRegistrationProgramPerRegionDealRegistrationProgramCo-opCoreProgramOneAcceleratorTwoAccelerators*AcceleratorsdonotapplytoSymmetrixproductsales0.50%0.