EMC Velocity 2 Partner Program 2008

EMC Velocity

2

Partner

Program 2008

Enhancements in 2008

VELOCITY CLUB Q1

EMC Velocity

2

_{Partner Communities}

Solution

Providers

Affiliate

Premier

Signature

Distributors

Value-add

Volume

ASN

Implement

Support

EMC Velocity

2

_{Partner Program for Solutions}

Providers

Signature Solutions Center Partner (SCP):

Partners with alliance and expertise in Microsoft,

Oracle, SAP, or Cisco, operating an EMC Velocity

Signature Solutions Center, and have the ability to

demonstrate EMC Solutions in these environments

Affiliate Partner:

Partners who sell Velocity

products and access the

program through the EMC

Premier Solutions Partner (PSP):

Specialized Partners, focused on selling

EMC products or solutions on which they

are skilled – accessing the program

EMC Velocity

2

_{Partners in Slovakia}

S&T

Tempest, EXE, Interlan,

Corinex, Plaut, Softline, EMM,

Telegrafia, NESS, Digmia, CPE

Comparex

Datalan

What s NEW in Velocity

2

_{Partner Program in 2008}

y

January : EMC announces the 2008 Velocity² Partner program enhancements

and the new Velocity² Benefits and Requirements Matrix.

y

July : The effective date for the new Velocity² Benefits and Requirements Matrix

is July 1, 2008

- partners will have 6 months, from January to July, to become certified before

the next Velocity² compliance review (July 2008).

http://powerlink.emc.com/

Home

>

Tools/Resources

>

Velocity Partner Programs

>

Velocity Solution

Provider Program

>

EMEA

5 Specialties

-

First 3 SPECIALTIES announced in January 2008 :

CONSOLIDATE

BACKUP

ARCHIVE

- Next 2 SPECIALTIES will be announced 2HY 2008:

SECURITY

CONTENT

Velocity

2

_{Affiliate Partners}

y

Benefits are supported by a network of EMC Velocity

2

Distributors

–

Deal registration – through distributor

–

Marketing support from distributor

–

Demo and not-for-resale products through distributor

–

EMC Global Financial Services (GFS)

–

Discounted pass to EMC Technical Conferences – EMC WORLD

y

Requirements include completing an EMC Partner

Application on EMC.com and maintaining $50,000

annual net revenue

y

No requirement for any of 5 Specialties neither ASN

BUT HIGHLY RECOMMENDED

Partners who sell Velocity

2

_{products and access the program}

Velocity

2

_{Premier Solutions Partners}

Specialized Partners, focused on selling EMC Products or

Solutions on which they are skilled - accessing the program

through the EMC distribution network

y

Benefits are supported by a network of EMC Velocity

2

Distributors

–

Performance rebates – as per announcements

–

Deal registration 5% through distributor

–

Marketing support with co-op 2% through distributor

–

Demo and not-for-resale products through distributor

–

EMC Global Financial Services (GFS)

–

Discounted pass to EMC Technical Conferences – EMC WORLD

y

Requirements per country include

–

Annual net revenue of $500,000

–

2 Accredited EMC Proven Sales Representatives

–

2 EMC Proven Solution Engineers or Technical Architects

Velocity

2

_{Signature Solutions Center Partners}

y

Benefits are supported directly by EMC

–

Performance rebates

–

Deal registration 5%

–

Marketing support with co-op 3%

–

Demo and not-for-resale products

–

EMC Global Financial Services (GFS)

–

Discounted Pass to EMC Technical Conferences – EMC WORLD

y

Requirements per country include

–

Annual net revenue of $5,000,000

–

4 Accredited EMC Proven Sales Representatives

–

4 EMC Proven Solutions Engineers or Technical Architects

–

2 Technical Architects

–

ASN Membership, MINIMUM ‘CONSOLIDATE’ SPECIALTY

–

EMC Velocity

_{Signature Solutions Center with application practice certificate}

in Microsoft, Cisco, Oracle, or SAP

Partners with Microsoft, Oracle, SAP, or Cisco alliance and

expertise

Benefits out of Velocity Partner Program

y

Performance based rebates

- attractive cash incentives based upon tier eligibility – SSCP, PSP & VAD

- assigned goals via the GAFs for HW and SW products (3 Cs + IPS)

- 6 months period – January 1

_{– July 1}

- paid no later than 60 days after the end of each accrual period directly from EMC to

partner

y

Deal registration

- Partner Project Registration Program via Channel Express

- gives partners control over the deals

- partners gain additional benefits on approved registrations 5% discount off list price

- maximum 100k USD per opportunity

- ability and resources to close the opportunity within 180 days

- net NEW business to EMC

Benefits out of Velocity Partner Program

y

CO OP

- joint marketing effort between EMC and Velocity partners

- to help partners to promote their business and EMC products and services

- advertising, direct marketing, trade shows, seminars, conferences, EMC trainings

- calculated based on partner s HW and SW net revenue (maintenance and services not

included)

- through AAS = web based, account on the co op website

- earnings posted quarterly based on the co op eligible revenue of EMC products purchased

for the applicable fiscal quarter

- Affiliates do not accrue co op – distributor receives on AAS shared account on the behalf of

the affiliates

- PSPs handled through distributor

Benefits out of Velocity Partner Program

y

CO OP

-

money are generated automatically on the account of partner ( AAS system)

- 6 months time schedule to spend funds for activities (detailed description in CO OP

funding guidelines)

- after activity – 90 days time schedule to claim money

PARTNER TO PAY ACTIVITY / PARTNER TO CLAIM / PARTNER TO GET

BACK-END MONEY

Benefits out of Velocity Partner Program

y

PSC – Partner Support Center

- dedicated to provide pre sales and technical assistance to EMC Partners selling solutions

- providing tight integration with all EMC sales organizations

- strong working knowledge of all functions of Channel Express - EMC online tool that

enables partners to configure, price, quote and submit orders

- contact:

[email protected]

- sales assistance through Channel Express

-

http://corkdev.corp.emc.com/PSCEMEA/PSCEMEAWebsite/Default.aspx

y

EMC WORLD – 19 – 22 May 2008 – REGISTRATION NOW!

-

http://www.emcworld2008.com/portal/newreg.ww

- EMC WORLD PROMO for VELOCITY partners

Velocity

2

_Requirements

Minimum Revenue Attainment $ 50.000 $ 500.000 $ 5.000.000

Minimum Number of Specialties Not required 1 1 (Consolidate)

Joint Business Planning Through disti Through disti (EMC

Quarterly review)

CAP Quarterly review

Minimum co-branded Demand Generation Campaign Not Required 1 per Quarter 2 per Quarter

Monthly forecast Not Required Required Required

TRAININGS REQUIREMENTS

Minimum based sales Accredited Resources / country Not Required 2 4

Minimum advanced sales Accredited Resources / Specialty / country Not Required 1 1

Minimum SE Accredited Resources / country Not Required 1 3

ASN MEMBERSHIP

ASN Agreement signed Only if ASN member required Required

Minimum Certified Technical Resources Only if ASN member 1 2 2

Minimum Technical Certifications – IE (Implementation Engineer)

Only if ASN member – 1 IE Associate Quickstart

1 IE Specialist

2 IE Specialist Minimum Technical Certifications – TA

(Technology Architect)

Not required 1 TA

Specialist

1 TA Specialist

ASN Skills Assessment Not Required Required Required

ASN mentor program participation (2 implementations min) Only if ASN member Required Required

ASN Quality Assurance Only if ASN member Required Required

Period to complete ASN requirements (from the date of agreement to enter)

Only if ASN member 3 months

Velocity

2

_Benefits

Performance Based rebates Not Available Available Available

Deal Registration 5% through disti 5% through disti 5%

EMC WORLD Discounted Passes Discounted Passes Discounted Passes

EMC Velocity Finance Available Available Available

EMC Demo Program Through disti Through disti Available

VELOCITY Snapshot Through disti Through disti Available

Partner Support Center (PSC) Through disti Through disti Available

MARKETING PROGRAMS

CO OP Funds from disti 2% through disti 3%

Partner Campaigns Available Available Available

EMC Showcase Available Available Available

Partner Plaque Certificate only Available Available

ASN MEMBERSHIP BENEFITS

Partner Delivery of EMC Professional Services Only if ASN member Available Available

Sales and SE Training – to sell EMC products

and solutions

Sales and SE Training – to sell EMC products

and solutions

y

Strategies and Solutions Accreditation

-

for sales and pre sales – exam based training program

- simple accreditation : study on website + passing the tests with

score 80 % at least

- 5 steps are Product Foundations, Consolidate, Backup, Archive,

Protect

- sales – 14 hours to review and pass the 5 online tests,

- SE – 24 hours to review and pass the 5 online tests,

Sales and SE Training – to sell EMC products

and solutions

y

2008 Maintenance

- if completed Strategies and Solutions Accreditation in 2007 – one

step needed to preserve Accreditation status:

2008 Accreditation Maintenance

-

2 eLearning courses and 1 associated test for Sales and SE

- 2 up to 4 hours for completion

Sales and SE Training – to sell EMC products

and solutions

y

Advanced Sales Accreditation

NEW IN 2008

- to enhance knowledge through true-to-life case study excercises

for Expanding the Base, Cross-Selling and Up-Selling

- more details on 5 specialties

- info to come within coming months

A S N

&

Velocity

2

_{Authorized Services Network (ASN)}

-

Closely integrated into the Velocity Solution Provider Program

- Enables partners to implement EMC Solutions for their clients

- SSCP, PSP and VAD – minimum technical certification level they

must meet for their respective Velocity category

- ensures greater customer satisfaction and opens up another

Requirements for ASN Support Partners

y

Only Velocity Partners can join ASN

y

Partner must be nominated by PAM or distributor

y

Partner must sign ASN Agreement

y

Certification courses - Specialty

Two categories available through ASN Program:

1.

ASN Implement Partners

–

authorized partners to

provide Assessment services, Planning and Design Services

and Install and Implement EMC Infrastructure

2.

ASN Support Partners

–

SSCP partners that wish to

extend support for their customers to include maintenance on

the infrastructure they sell, minimum is Implement Partner

level to qualify for Support Partners level

ASN Consolidation Specialty, CX or NS Track

CONSOLIDATE

BACKUP

ARCHIVE

SECURITY

CONTENT

Celerra Software Bucket :

CLARiiON Software Bucket :

Celerra Replicator Celerra FileMover

Performance Consideration VMWare (VIP)

Multi-Path File System (MPFS) Rainfinity FMA & GFV

Replication Manager

CISCO WAAS (3rd party recommended) Celerra Startup Assistant (CSA)

Celerra Manager Celerra SnapSure Celerra Anti-virus Agent

MirrorView / SANCopy Application Integration Performance Consideration VMWare (VIP) Recoverpoint , Recoverpoint / SE Replication Manager Navisphere Manager PowerPath

Switch native configuration tools SnapView

ASN Consolidation Specialty, CX or NS Track

BACKUP

CONSOLIDATE

ARCHIVE

SECURITY

CONTENT

Minimum Certifications (Two individuals):

Storage Technology Foundations

(24hrs, 1 Exam)

Celerra NS Implementation Specialist

(21.25 hrs, 5 days, 1 Exam)

CLARiiON CX3-10, 20 QuickStart

(16 hrs, 1 assessment test)

Minimum Certifications: (Two individuals)

Storage Technology Foundations

(24hrs, 1 Exam)

CLARiiON Implementation Specialist

(16.5 hrs, 4 days, 1 Exam)

Celerra NS20 QuickStart

ASN Backup Specialty

CONSOLIDATE

BACKUP

ARCHIVE

SECURITY

CONTENT

Disk-backup

Target

(incl. VTL)

Tape

library

Heterogeneous

clients

Backup

server

Key applications

LAN

NAS

Storage

Node

Backup Software Bucket :

EMC NetWorker Backup Environment

EMC NetWorker Backup Environment

Avamar

EMC Backup Advisor RepliStor

EDL Installation and Config. Recoverpoint , Recoverpoint / SE Replication Manager

EMC NetWorker (7.3/7.4) in Windows and UNIX environments Backup to Disk Considerations

Minimum certification enablement Next Steps

ETF Backup and Recovery (BR) (12hrs, 1 Exam) BR Implementation Specialist (8 hrs, 5 days, 1 Exam) BR Architect Specialist Solutions Design (10 hrs, 3 days, 1 Exam) ETF Backup and Recovery (BR) (12hrs, 1 Exam)

ASN Archive Specialty

CONSOLIDATE

BACKUP

ARCHIVE

SECURITY

CONTENT

Database stores Content Address for future reference EMC Centera performs Content Address calculation and sends address back to application Application server sends object to

EMC Centera over IP network

Object is created and sent to application server LAN CA CA Content Addressing 10001010 y Digital fingerprint y Globally unique y Location-independent Content Address algorithm 10111011 CA CA

Archive Software Bucket :

EmailXtender DiskXtender

VisualSRM (for FSA/ESA) Centera Compliance and Governance Editions

Centera Seek Centera Viewer

Centera Remote Replication SW CAS Copy

Minimum certification enablement Next Steps

Storage Technology Foundations

(24hrs, 1 Exam)

CAS (Centera) Implementation Specialist

(20 hrs, 3 days, 1 Exam)

CAS (Centera) Architect Specialist Storage

ASN Security / Content Specialty

CONSOLIDATE

BACKUP

ARCHIVE

SECURITY

CONTENT

Security and Content Specialties will be

announced later in 2008.

⇒ Security Specialty based on RSA

Certification

y

trainings for Certification are typically a mix of web-based and instructor-led

trainings. The instructor-led courses are typically take place in Frankfurt. Only if

there is at least 6 attendees then those courses can be delivered locally, i.e.

also in Bratislava or so.

y

More details on the courses required for certification can be found :

http://powerlink.emc.com/

Training / Certification / Learning Path

http://education.emc.com/

y

Trainings are only available to ASN partners.

y

Training subscriptions need to be ordered and individuals can register for

classes.

y

Different levels of Certification:

–

Associate

–

Specialist

Certification Costs

y

Implementation Engineer certification

–

Value Pack $3,960 for Specialist level

–

Subscription $8,495 for Expert level

y

Technology Architect Specialist certification

–

Value Pack $1,980 for Specialist Level (Special offer – 1 Pack for 2 people)

–

Subscription $8,495 for Expert level

CertTracker

y

As soon as a partner user completes an Accreditation test within Powerlink, a

CertTracker account is created for them.

y

All Accreditation/Certification tests are stored in CertTracker

y

How to review your Personal Info in CertTracker

–

1. Log in to CertTracker at http://i7lp.integral7.com/emc

–

2. From the left hand menu bar under Home Select

Personal Info

–

3. Update information (ie. company name, email address, phone number).