Frequently Asked Questions (FAQ): 2011 Partner Deal Registration Rules of Engagement

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Frequently Asked Questions (FAQ)

:

2011 Partner Deal Registration Rules of

Engagement

2011 Velocity² EMEA Partner Program

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About this document

The purpose of this document is to help EMC Partners to understand the EMC Deal Registration Rules of Engagement.

This document will also answer some of the frequently asked questions regarding the Deal Registration Rules of Engagement and the Deal Registration program.

For any questions or comments, please contact the PSC EMEA Team: PSCEMEADealRegistration@emc.com or PSCEMEA@emc.com

More information is provided at:

1. Partner Central

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1. Overview

What is the Partner Deal Registration Program?

Answer: EMC’s EMEA Partner Deal Registration Program, gives partners protection over the deals they find without conflicting with EMC Direct Sales. The Program aims to eliminate conflict with EMC’s direct sale force as well as to financially reward partners for time and resources invested in a deal.

Criteria

• Registrations are granted on a FIRST COME FIRST SERVED Basis

• The partner must have the ability and resources to close the registered opportunity within 120 days.

• The opportunity can be either “BASE” (exists on EMC forecast) or “Incremental” (New to the EMC forecast).

“Base” An opportunity that is not new to EMC, but one in which a specific partner has invested a significant amount of time/effort on, and is deserving of protection.

“Incremental” is defined as an opportunity that a partner has identified, qualified, and registered, which is not in the existing EMC sales forecast or has not been identified by another partner.

In addition to “Base” and “Incremental” a registration may also be eligible for a “Net New” Deal Registration discount. A customer is said to be net new to EMC if they have not previously made a storage purchase of HW or SW within the last 20 quarters (i.e 5 years rolling) of over $10,000 in a given country. Net New can apply to both Base and Incremental Registrations. (N.B This is specific to product range)

• The opportunity can be a new account or new project within an existing account

• Please refer to the Eligible Product List Section for information about products eligible for Deal Registration Discount

• All products are eligible for deal protection • Partners cannot register deals for their own use

Note: If EMC Direct Sales team takes a deal and books it without going through the Partner of Record with the approved registration, the partner, who registers the deal, will receive a 12 percent finder’s fee of the deal price. The Direct Sales team loses their commission for the deal and the redirect of 12% is given to the Partner.

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2. Procedure

Partners can register their oppurtunities through their Partner Central Interface. For non deployed Partner Central Partners registrations can be requested through a Deal Registration form on Powerlink

• Partners access the Deal Registration Form via Partner Central LogintoEMC Partner Central

When a Partner logs into Partner Central they will have 2 options available to them. 1. Convert an existing lead to a Deal Registration

2. Create a new registration

1. Convert a Lead to a Deal Registration:

Select All Open Leads from the View drop down Click Go!

Click on the Lead

Click the Accept Lead button

Click the Convert to Deal Reg button

Note: When converting a Lead, all fields on the Lead will automatically populate on the Deal Registration form

Note: Partners should be encouraged to convert their accepted leads to deal registrations as soon as possible

2. To create a New Deal Registration,

If an existing Lead cannot be registered, click on the New Deal Registration link

All fields marked red are mandatory fields.

Note: Partners will need to select account before populating any other information.

Information Required

• Account name (registered legal name of the company should be provided).

please ensure the Partner completes a thorough search for the account on the system this will greatly reduce the turnaround time on the deal registration process.

• If an exisiting account cannot be found the Partner is required to populate and choose create new customer.

• Account address information (exact address of the site that deal reg is registered Streetname, Street Number, City, Postal Code(if applicable), Country)

• Project Name/ Description

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• Currency / Expected Deal Value

• Expected close date – should be true and valid • Customer Contact Information

• Partner Sales Contact Information • Service Delivered (EMC,Partner) • Application

• Project Scope

please note that they above information needs to be saved before products can be selected • Registration Product

please note once you select the product you also need to select Save Product button in order to return to main screen to submit for approval.

• Once the deal registration has been submitted and evaluated an e-mail will automatically be sent to the partner who submitted the deal informing them of approval or rejection

• An online status of the registration is available to the partner in Partner Central. • Partners have the ability to search for registrations in any status.

If the registered opportunity becomes a closed deal within 120 days of the registration period, partner receives a percentage discount off list price for eligible products. There is a $100,000 maximum on the registration discount per opportunity. This is inclusive of all promotional registration discounts.

All discounts are applied automatically once the deal reg is linked to a cart in Channel Express

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Linking Deal Registration to Cart in Channel Express:

• Once a cart is created in Channel Express the Partner needs to access “View Shopping Cart” option

• For a Distributor account the deal registrations will be visibile once the VAR is selected • Only approve registrations with the Distributor/VAR relationship will be selectable. • Expired Registrations will not be visible or selectable in CXP

• Deal registration discounts will automatically apply once the deal registration is linked to a cart in Channel Express.

• Discount applies to eligible hardware and software only. Services and maintenance are excluded.

• Deal Registration Discount will not be applied after cost relief

• If price relief is requested prior to the registration, the registration will be denied.

PSC retains the right to decline any deal registration request that fails to comply with the information required above.

PSC retains the right to decline any deal registration where a rule of engagement has been broken.

PSC retains the right to revoke an approved registration if the customer clearly specifies in writing that they do not want to do business with the Partner who holds the

registration.

The PSC will engage with the field where necessary but final disposition will be decided by the Partner Support Center

Obligation – It is both Account Managers and the Partners responsibility to ensure that the information provided in the deal registration is accurate and valid.

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Notifications:

Upon approval or rejection of the deal registration, the Channel Account Manager, as well as the Deal Registration Submitter and the Additional Notification Contacts will receive a

notification. You will also receive a notification when the Deal Registration has expired and when a request for an extension has been granted.

See table below for additional details on who receives notifications during specific steps within the Deal Registration Process:

Extension Requests

• Partners will receive a reminder at 30 days prior to the expiration of the Deal Registration. At this point they can submit an extension request which upon approval will extend the life of the Deal Registration by an extra 30 days (from the initial request expiration date).

• If no extension request is received a further notification is sent 10 days prior to the

expiration of the Deal Registration. At this point they can submit an extension request which upon approval will extend the life of the Deal Registration by an extra 30 days (from the initial request expiration date).

• An extension can be submitted up to 30 days prior to the Deal Registration expiring. An extension cannot be submitted after the registration has expired.

• A cart does not have to be linked to the registration in order to submit an extension • Partner is Required to log into Partner Central and navigate to the Leads tab to view the

“Deal Registrations Available for Extension” list view. Select the Deal Registration and click on the “New Extension Request” button. Populate the Expected Deal Value, Expected Close Date, and Extension Justification sections on the form and submit. After submitting, the extension form is locked to further edits.

• The Channel Account Manager, the Deal Registration Submitter, and the Additional

Contacts will also receive a notification if when the extension request has been granted. In addition, the Opportunity Owner will receive a notification when the extension request has been granted.

• The Extension Request form consists of fields for the Expected Deal Value, Expected Close Date, and Extension Justification (or why the Partner is requesting the extension).

• Non-Portal Users cannot submit extensions.

• Re-Registration no longer exists. If a Deal Registration expires it will need to be resubmitted as a new deal registration request.

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3. Incremental and Base Deal Scenarios

“Base” An opportunity that is not new to EMC, but one in which a specific partner has invested a significant amount of time/effort on, and is deserving of deal protection. This is awarded to the first Partner who registeres.

“Incremental” is defined as an opportunity that a partner has identified, qualified, and registered, which is not on an existing EMC sales forecast or has not been identified by another partner. The opportunity can be a new account or new project within an existing account.

“Net New” A customer is said to be net new to EMC if they have not previously made a storage purchase of HW or SW within the last 20 quarters (i.e 5 years rolling) of over

$10,000 in a given country. Net New can apply to both Base and Incremental Registrations. (N.B This is specific to product range)

The opportunity can be a new account or new project within an existing account.

Note: EMC considers an opportunity to be “identified by another partner” if there has been a previous request for one of the following from another Partner:

• Cost Relief • Deal Registration

Below are some common scenarios for Incremental/ Non-Incremental / Base and Net New deals, along with guidelines to assist in determining eligibility.

1) A partner finds a new opportunity that has not been identified by another partner, and EMC is, as of yet, unaware of. They submit a registration request.

Is this eligible to be approved?

Yes: This opportunity is incremental because the partner found the opportunity and brought it to EMC. Since EMC was previously unaware, and another partner has not identified the

opportunity, it is incremental. It will qualify for Incremental & Base discounts and further evaluation will determine if it is eligible for net new discounts.

2) One customer has two projects and is working with different partners, A and B, on each of these separate opportunities. Partner A has already registered the first project with EMC. Now Partner B is submitting a request to register the second project.

Yes: Since these are separate projects, they are different opportunities, even if A and B are positioning the same product. Partners register a particular project, not an account. No other partner has yet identified the project Partner B is working on, so it qualifies as an incremental opportunity. Registration can be granted to Partner B. It will qualify for Incremental & Base discounts and further evaluation will determine if it is eligible for net new discount.

Note: Deal Registration is authorized on a project basis and not by customer and /or product basis.

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3) There are two partners, A and B, actively involved with a customer on a particular

opportunity. Partner A is working on the opportunity, and has not yet involved EMC. Partner B registers the opportunity.

Note: In order to involve EMC, Partner A has to register a deal to avoid deal registration being approved to Partner B.

Yes: In this case, if Partner A has not yet identified the opportunity, EMC would have no way of knowing about their involvement. Since EMC was previously unaware, and Partner A has not identified the opportunity by registering it with EMC, it is incremental and the registration can be granted to Partner B. It will qualify for Incremental & Base discount and further evaluation will determine if it is eligible for net new discount.

Note: Deal Registration works on a first come first served basis

4) Partner A has an approved registration for an opportunity. Partner B becomes involved in the opportunity and submits a registration request.

No: Another partner has already identified the opportunity with EMC.

Registered partners have deal protection so that no deal registration will be granted to any other partner on the same project. Partner B may still compete on the opportunity but no registration discount will be granted.

5) Partner A has an approved registration for an opportunity. Partner B is working with the customer on the same project, but they are positioning a different solution than Partner A. Since it is a different product, Partner B submits a request to register with EMC.

No: Partner A has already identified this particular opportunity/project.

Partners are able to register different projects within an account, but not different solutions to the same project. Even though it is a different product, B’s registration would be declined because the opportunity itself has already been identified by Partner A.

6) Partner A has an approved registration for a particular opportunity. EMC Direct Sales books the deal direct without going through the registered partner.

Is the registered partner protected?

Yes: If an EMC Direct Sales team takes a deal and books it without going through the Partner of Record who holds the approved registration, the partner will receive a 12 percent finder’s fee of the deal price. The Direct Sales team loses commission for the deal and the redirect of 12 percent is given to the partner.

7) EMC field encourages Partner to submit Deal Registration request after cost relief request has been submitted for the same project.

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8) A partner provides EMC with a list of account names, which is scrubbed to eliminate any existing EMC customers. From the remaining accounts on the list, EMC arranges and

schedules a call blitz with the partner. The partner follows-up with the customer and submits a request to the PSC to register the resulting opportunity.

Yes: This is an incremental opportunity because the project is a result of a partner provided account name that was not a pre-existing EMC account. EMC’s involvement in the call blitz would be considered an investment rather than EMC’s own opportunity. The registration can be approved. If, however, EMC had uncovered the account and subsequently involved the partner on the call, the opportunity would not be considered as base registration and would not be eligible for incremental discount. Further evaluation will determine if it is eligible for net new discount.

9) An EMC rep finds a new opportunity. They fill out a lead form or create manual opportunity and involve a partner on the project. The partner submits a registration request.

Is this opportunity eligible for a deal registration?

Yes: If the Partner is mentioned on the manual opportunity the registration will be eligible for a base discount but would not be considered for incremental discount. The PSC will also link the registration to the existing opportunity to avoid duplication on the forecast. Further evaluation will determine if it is eligible for net new discount.

10) Partner A registers a deal registration and is claming that the deal registration is for the partner’s own use.

Is this opportunity eligible for registration?

No: This opportunity is not eligible for deal registration in the situation where partner registers a deal registration claming that it is for their own use.

11) If Partner A has an approved deal registration for a specific project for solution A can they register a second project for solution B?

No: This project has already been registered and approved. Deal Registration is based on project not on account or solution.

12) Partner A’s existing registration for a particular opportunity has expired. Partner B is now involved in the project and submits a request to register the opportunity.

Is this opportunity eligible for registration?

Yes: Deal Registration for Partner B will be granted as a Base registration not incremental as the old Deal registration has expired

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4. Ownership of a Deal Registration

1) Who is considered to be the “registering partner” when a deal is going through Distribution? Is it the Distributor or is it the VAR?

The EMC Distributor not the VAR (Tier 2), which first registers the deal is entitled to the corresponding discount and deal protection.

2) A Tier2 Reseller registers a deal through a distributor. After registration the Tier2 wants to drive the deal through a different distributor.

By definitionEMC’s contractual relationship is with the Distributor which first registers the deal for the Tier 2. The Tier 2 can not change the registration without written confirmation from the Distributor.

3) What is the Process to move a registration from one partner to another?

In order for an approved registration to be moved from one Partner to another, the partner holding the registration must confirm in writing that their registration can be deactivated. Once this has been confirmed, a new registration can be submitted by the other Partner

4) Distributor/VAR Project Registration: Important Note:

• Tier 2 cannot register a deal registration without a distributor being aware of it. • Distributor must not register a deal without the Tier 2 being aware of it.

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5. Products Eligible

Eligible for DealReg Discount

Core BRS \ IP IIG

AlphaStor Avamar ApplicationXtender

AutoStart Data Protection Advisor Captiva ClaimPack

Celerra HomeBase Captiva ClaimsEditor

Celerra Multi-Path File System NetWorker Captiva CodeLink

Centera Disk Library Captiva Dispatcher

CLARiiON DataDomain Captiva eInput

ControlCenter Family for 3C's Captiva FirstPass

IT Process Centre Captiva FormWare

Kashya/RecoverPoint Captiva IAX

MirrowView Captiva Input Management Console

Navisphere Captiva ISIS

PowerPath Captiva ISIS PixTools

Rainfinity Captiva QSP

Replication Manager Captiva UCR Databases&Knowledge Products

RepliStor DiskXtender

SANCopy Documentum

SnapView EmailXtender

Unified (VNX & VNXe) eroom

SourceOne Family

All other products are eligible for Deal Protection ONLY

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1) Are Upgrades eligible for deal registration?

Yes: CORE and BRS Upgrades are eligible for deal registration discount. No: IIG upgrades are not eligible for deal registration discount.

2) Is Symmetrix eligible for deal registration program?

Yes: Symmetrix is eligible for the deal registration program but for deal protection only.

3) Is Symmetrix eligible for deal registration discount? No: Symmetrix is not eligible for deal registration discount.

4) Are ‘cloud services ‘eligible for deal registration discount? NOT at present. Deal Registration is opportunity specific.

6. Public Accounts and Fulfillment Eligibility

1) Partner A registers a deal registration for a public sector customer. Is this opportunity eligible for the deal registration program?

Yes: Partners can register a deal for a public sector* customer, provided that deal is not a public tender deal.

* Public sector deal – “The acquisition of goods and/or services by a public authority such as a national government, a local authority or their dependent bodies.”

No: Partners cannot register a deal registration for the public tender deals*.

* Public tender deal – “A Public Tender Deal where the supplier of the goods and/or services is selected on the basis of a competitive bidding/proposal process.”

2) Are Fulfilment deals eligible for deal registration program?

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7. Cheat Sheets & Job Aids

EMC Partner Central – Creating and Submitting a Deal Registration

EMC Partner Central provides you the ability to convert a Lead to a Deal Registration, submit, receive notification, and manage the Deal Registration in a single system. If/ When your Deal Registration is approved, log into CxP to link your Deal Registration to a Cart. If you do not have access to CxP, work with your Distributor to link the Deal Registration to a cart.

Create a New Deal Registration

1. Log into EMC Partner Central

2. Convert a Lead to a Deal Registration:

a. Select All Open Leads from the View drop down b. Click Go!

c. Click on the Lead

d. Click the Accept Lead button

e. Click the Convert to Deal Reg button (Figure 3) Note: When converting a Lead, all fields on the Lead will automatically populate on the Deal Registration form

3. To create a New Deal Registration, if an existing Lead cannot be registered, click on the New Deal Registration link

Figure 1

Figure 2

Figure 3 4. On the Deal Registration Form, search for the Related Account

(Figure 4) and view the Preferred Install (Figure 5)

Note: Upon selecting the Account, the Account Information will automatically populate

Note: Perform a thorough search of the Related Account (i.e. Customer Account) before entering it as a new Account. If an existing Account is not found, populate the Account Name & Address and select the Create New Account button

Figure 4

Figure 5 5. Complete each of the required fields under Deal Description:

a. Deal Description, Expected Deal Value, Expected Close Date, Deal Registration Justification, Lead Currency, and Distributor / Direct Reseller (Figure 6)

Note: If you are a Distributor or Direct Reseller, the Distributor / Direct Reseller field will auto populate; Distribution VARs should search / select a Distributor

Note: The Lead Currency can be entered as a local currency

Figure 6 Figure 7

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6. Populate the Partner Sales Contact, Customer Contact, Additional Notification Contact (if applicable) sections (Figure 7)

Note: Best Practice for the Additional Notification Contact field is as follows: As a Direct Reseller, input a Sales Team Contact at your account. As a Distributor, input your Distribution VAR / Authorized Reseller. As a VAR, input your Distributor in order for them to receive submission and approval / rejection notifications

7. Populate the Deal Information & Pre-Sales Engineer Information sections (Figure 8)

Note: The Source / Program information is not required and will auto populate when a Lead is converted to a Deal Registration

8. Click Save Figure 8

Add Products to the Deal Registration & Submit for Approval

1. Add products by clicking New Registration Product (Figure 9) 2. Enter the Product Category and Product Sub-Category 3. Click on the Search button

4. Select the checkbox by the product name 5. Click the Select button

6. Click the Save Products button

Note: You have the ability to add multiple products 7. Click Submit for Approval at the top of the page (Figure 11)

Note: Upon submitting the Deal cannot be edited. The Submitter and Additional Notification Contact will receive a notification of submission and when the registration is approved (or rejected)

Note: When your deal registration is approved, log into CxP to link a cart to the Deal Registration. Please refer to the job aid titled “Linking a Deal Registration to a Cart in CxP” for more details

Figure 9 Figure 10 Figure 11

Providing Opportunity Judgment

Upon receiving an approval notification for the Deal Registration, you can provide EMC a view into the status of your deal through the Opportunity Judgment section (Figure 12). The PSC also views this when an extension has been requested.

1. Navigate to the Leads tab and search for the Deal Registration in the

Approved Deal Registration queue

2. Navigate to the Opportunity Judgment section and populate: a. Partner Status: Current Quarter Close, Potential for Current

Quarter Close, Close Outside of Current Quarter, Deal Lost b. Partner Close Date: Date Deal will Close

c. Partner Deal Amount: Value of the Deal

Figure 12

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1. Go to the Leads Tab

2. Search for the Deal Registration in the Deal Registrations Available

for Extension list view

3. Select the Deal Registration

4. Navigate to the Extension Request related list

5. Click on New Extension Request and populate the Extension

Request Description fields (Figure 13)

6. Click Save

Note: Upon saving, the Extension Form may not be edited. A notification will be sent to the Submitter and Additional Contact notifying all users the Deal Registration has been extended

Figure 13

Data Governance of Extension

Each geo has its own business process for timeline of expiration, # of extensions, length of extensions, and # of auto approved extension request. See the table for details:

1. Americas Expiration Date: 120 days from the date

that the deal was approved to close of the deal

2. APJ Expiration Date: 180 days = 2 quarters - end

of the second quarter (from current expiration date)

3. EMEA Expiration Date: 120 days from the date that

the deal was approved to close of the deal

Reports

You will have visibility to a number of reports to assist you in managing your business. Below is a list of the reports:

Deal Reg_Job

Aid_CxP Direct ReselleAid_CxP Distributor a Deal Reg_Job Aid_SFDC External.doDeal Reg_Job

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Frequently Asked Questions (FAQ): 2011 Partner Deal Registration Rules of Engagement