EMC e il suo Cloud Partner Connect Program

1EMC CONFIDENTIAL—INTERNAL AND PARTNER USE ONLY

b CLOUD Brennercom Cloud

Cloud Partner Connect

VERONA-Villa Cariola

10 Ottobre 2014


AGENDA

� Understand ITaaS Market Opportunity

� Cloud Partner Connect program:

– Program design

– Objectives

– Mechanics

� Leverage EMC Sales Support resources

� Next Steps


PLATFORM FOR CLOUD, BIG/FAST DATA APPSPLATFORM FOR CLOUD, BIG/FAST DATA APPS

INFORMATION INFRASTRUCTUREINFORMATION INFRASTRUCTURE

SOFTWARE-DEFINED DATA CENTERSOFTWARE-DEFINED DATA CENTER

Best Of Breed. Architected Horizontally, Not Vertically. Choice.

Has Built A Differentiated Stack

AD

VAN

CED

SECU

RIT

Y


The Hybrid / Federated Model

StrategyShared Vision, Aligned

Operating ModelEach Company Focused &Free To Execute On Their Mission

OpportunitiesCommon View &Coordinated Response To Customers


A Unique Federation Of CompaniesDelivering The Software-Defined Enterprise. Solutions & Choice.

AdvancedSecurity

PaaS: Next Generation Cloud & Big Data Apps

The Software-Defined Data Center

VMAX VNX Isilon Atmos

Information Infrastructure

DataDomain


This Is Software-Defined StorageIsolation Of Control Plane & Data Plane; Arrays & Commodity

Storage Arrays

VM VM VM

Commodity Hardware / DAS

VM VM VM VM

Provisioning Self-Service ReportingAutomation

VNX Isilon XtremIO3rd Party

VMAX

SRM SUITE 3.0VIPRController

ViPR Data Services


Co

mp

ute

N

etw

ork

Co

mp

ute

N

etw

ork

Virtual InfrastructureCompute, StorageNetwork, NSX

Hybrid Cloud Solution

Policy-Enabled Cloud Management & Orchestration (IaaS) – vCACPolicy-Enabled Cloud Management & Orchestration (IaaS) – vCAC

Cloud Service Deliveryand Orchestration

Performance AnalyticsCapacity Planning

Sto

rag

e V

N

X3rd Party

V

M

A

X

ScaleIO

API APIAPI

API APIAPI

RECOVERPOINTRECOVERPOINT

VPLEXVPLEX

Storage Service

Catalog

FILEOBJECT/

HDFSBLOCK

Self-Service Catalog

Enhanced Chargeback ModelITBM

PUBLICCLOUD

API

Single SKU, Support Model, Easy to Transact, 4 Week Deployment

EMC Powered Service Providers

API

Q1 2014 Q4 2014 Next ParallelDelivered

Microsoft System Center

Isilon

XtremIO

* Roadmap timing subject to change


AGENDA



– Program design

– Objectives

– Mechanics


� Next Steps


� Cloud Services still growing at 4-5Xtraditional IT spend (IDC)

� The worldwide cloud computing market will grow at a 36% compound annual growth rate (CAGR) through 2016 (451 Research)

� AWS’s low-cost model will not appeal to many enterprises seeking a service-led approach (TBR)

� Over 80% of companies now claim to use some form of cloud solution (CompTIA)

Cloud Market Opportunity


Public Cloud SolutionsSolutions for Cloud Service Provider extended to the public

Enterprise CloudDelivered by Enterprise IT

Cloud Service ProviderDelivered by a service provider

$16BIN 2016

Flexible Cloud Management For The Enterprise

A Strong Growing Market

$8BIN 2016

$82BIN 2016

Hybrid CloudCombination of any cloud solution above

Source: IDC 4Q13 Worldwide forecast

17%OF IT SPENDING IN 2017


The IT-As-A-Service Promise

T R A N S P A R E N T

PRICINGA N D S E R V I C E L E V E L S

CONSUMERIZEDCHOICE OF DEVICE

STANDARDIZED

SERVICES

BROKEREDAS WELL AS BUILT

A U T O M A T E DDEPLOYMENT

SELF

P R O V I S I O N ED


Brennercom:EMC VPLEX & RecoverPointData Domain,AVAMAR, Syncplicity

VPLEX LocalBOLZANO DATACENTER

BC Continuity conEMC VPLEX

TRENTO - BOLZANO

DISASTER RECOVERY EMC Recover Point e DATA Domain

INNSBRUCK


EMC Cloud Options for Partners

CLOUD SERVICE PROVIDER

Uses EMC products and services to provide

hybrid cloud and public IT as a Service

solutions to customers

CLOUD CONNECT

EMC Business Partner Solution Providers

connect with EMC Cloud Service Providers to select, procure, and

manage the ideal cloud solution for their

customers

CLOUD BUILDER

Qualified Partners build and manage

cloud infrastructures for customers using EMC products and

services


AGENDA



– Program design

– Objectives

– Mechanics


� Next Steps


Partner Decision: Build or Resell?� Build:

– Requires large capital investment PLUS understanding of how to operate XaaS business

– Provides complete account control

� Resell:– Only minimal investment required

– CSPs’ core competency is XaaS

– Account control options

– EMC helps identify the right CSP


Driving Connections Between Partners

� EMC will facilitate connections between Solution Providers who want to resell cloud services and Cloud Service Providers (CSPs) who want to expand their market through resellers

� Both Solution Providers and CSPs benefit from this arrangement


Value of Partnering with EMC Cloud Service Providers

� Proven Cloud Solutions and Reference Architectures

� EMC CSPs offer high-level SLAs, trust, flexibility, geo coverage

� EMC enables its CSP Partners

� EMC can match you with the right CSP for your customers’ cloud needs


CSP Requirements

� EMC requires a qualifying CSP to have:– Established partner program with a defined value proposition, including:

▪ Defined compensation program

▪ Partner enablement processes and resources (Such as training/certification, and support mechanisms for product, pricing, and proposals)

▪ Market Development Funds

▪ Demand Generation activities

– Catalog of EMC-based services packaged for ease of selling and repeatability

– Process to track leads and sales that result from the connection with EMC Solution Providers

▪ Provide this information to EMC on a consistent basis, through the POS reporting process

– Willingness to work closely and regularly with EMC as the program details and mechanics evolve


Benefits to Solution Providers� Solution Providers receive GAF credit for equivalent EMC value of the CSP

offering

– POS report required from CSP

– Eligibility :

▪ Americas 1st Jan 2014, EMEA 1st July 2014

▪ Min Contract : 3 months, 12k $ equivalent EMC value, Max contract : 3 years

� Field engagement and support

– EMC pays Direct Sales and Channel Sales on value of CSP contract

� Recurring revenue streams:

– VARs resell SPs’ Cloud Offerings

– SPs pay VARs based on contracts

� Maintain account control

– Establish relevancy and competitive positioning in ITaaS market


Cloud Partner Connect Program Roles

• Identifies CSPs with resale programs and partner enablement

• Provides a means for VARs/ Disti to request CSP alignment

• Matches VAR needs with CSP capabilities

• Facilitates and tracks connections between VARs/Disti and CSPs

• Recognizes directly through Disti VAR resell of CSP offering in GAF and Business Partner Program incentive framework

EMCCloud Service

Provider

• Offers partner value proposition for reselling services catalogue

• Supports and enables partner in ITaaS go-to-market efforts

• Submits complete and accurate POS reporting to EMC ( for T1 Solution providers ) or Distribution ( for T2/3 Solution providers )

T2/3 Solution Provider

• Establishes alliance with CSP• Negotiates discounts and/or

agency fees directly with CSP• Follows CSP’s Point of Sale

reporting requirements; ensures end user information, and services sell-out information is provided to CSP for timely POS reporting to EMC

• Provides appropriate sales/technical resources and internal compensation to drive consumption

Distributor

T1 Solution Provider

End User

• End User works with both the Reseller and EMC End user teams establish requirements criteria and understand the offerings/ packages available


EMC Cloud Partner ConnectCome una squadra di calcio



Thank you!

Date post:	05-Dec-2014
Category:	Technology
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EMC e il suo Cloud Partner Connect Program

Technology