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Partner Workshop

Partner Workshop. Bulgaria 2012. Siegfried Gruber, Klaus Preyer. Agenda. EMC’s Partner Model Rules of engagement Contractual obligation Operational responsibilities Program requirements . EMC / Partner. EMC. Partner. Velocity Services (VS) . Sub 75K & SMB. Commercial & Corporate.

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Partner Workshop

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  1. Partner Workshop Bulgaria 2012 Siegfried Gruber, Klaus Preyer

  2. Agenda • EMC’s Partner Model • Rules of engagement • Contractual obligation • Operational responsibilities • Program requirements

  3. EMC / Partner EMC Partner Velocity Services (VS) • Sub 75K & SMB • Commercial & Corporate *only HW Partner

  4. EMC’s Partner Support Elements of EMC’s Partner Support • Technical Support • Remote Support • Spare Part Option

  5. EMC Partner Support Details on Technical Support • Technical Support • L3 Support (24*7) • EMC escalation support • EMC tool access • EMC self help tools • SW updates / downloads

  6. EMC Partner Support Details of Remote Support (onlyavailable Out of Radius) • Dial Home Support • Partner canconnect end usersystemsto EMC supportlab. • EMC monitorsdialhomefrom end usersystems. • EMC dialsinto end usersystemandstartsdiagnose. • Dispatchespartnerfor on siteactivities

  7. Spare Part Solutions Overview • Return to Factory (Part Subscription) • No extra costduringwarranty • Spare Part Sharing • Pull fee € 1500 per pull • Spare Part Support • Data Domain • Currentlyonly RTF available

  8. Spare Part Solutions Details to Return to Factory / Part Subscription • Return to Factory (Part Subscription) • Partner investsintoSpare Parts • Returnsbroken part to factory • Receives new part within 20 days

  9. Spare Part Solutions Details to Spare Part Sharing • Spare Part Sharing • Spare Part Sharing contractneeded • Partner invests in parts withhigherfailure rate (disks) • Partner getaccess to EMC Spare Part Center • Pays a pull fee of € 1500 per pull • Partner picks part up at SPC

  10. Spare Part Solutions Details to Spare Part Support • Spare Part Support • Spare Part Support contractneeded • Partner ordersSpare Part Support • Partner getsaccess to EMC SPC • Partner picks up part at SPC • FSTP for part handling • Available SPC • Sofia

  11. Spare Part Information Details to Spare Part Cost • RecommendedSpare Part Lists • Partner Web - https://servicepartners.emc.com/ • Spare Part Kit cost • CX480 ~ US$ 16.800 • VNX 5500 ~ US$ 25.500 • Spar Part Kit Ratio • 1 / 10 • Spare Part Kit discount • Spare Part Order • Miscellaneous item in CXP

  12. EMC Classic Support • EMC supplies duringwarranty for HW • Technical support • RTF part support • Spare Part Support • Order via Premium Uplift • Platform Software • Discount depending on Tierlevel • Post warrantyrenewal - EMC invoices • HW • % of MLP for Remote Support • % of MLP for Technical Support • % of MLP for Spare Part Solution • SW • % of MLP

  13. EMC Partner Support Options Parts Support (access EMC parts) Parts Subscription (contractual agreement / RTF) Remote Support (end user dial home to EMC) Technical support (24x7 tele, online, firmware code releases) TOTAL M-SPSHW-001 (SE-P HW –A) M-SPSHW-002 (SE-P HW-B) M-SPSHW-003 (SE-P HW-C) M-SPDSW-002 (SD-P SW +) M-SPDHW-001 (SD-P HW-A) M-SPDHW-003 (SD-P HW-C) M-SPDSW-001 (SX-P SW) M-SPDHW-002 (SD-P HW-B) NOTE: % of Premium List Price

  14. Velocity Program

  15. Next Generation Unified Storage Optimized for today’s virtualized IT Unisphere™ S75 Products VNXe3100 VNXe3300 VNX5100 VNX5300 VNX5500 VNX5700 VNX7500 QS Implement QS Support.

  16. Velocity *Compliance Overview • Adv. Consolidate • 1 ASA • 1 TA • 1 IE per product • Consolidate • 1 ASA • 1 TA • 1 IE per product • BRS • 1 ASA • 1 TA • 1 IE per product • Gover. & Archive • 1 ASA • 1 Pre-Sales • 1 Post-Sales SpecialtyDesignation • # Sales Accreditations • # Velocity System Engineers • # Specialty Designations (Requirements for Specialty Designations listed above) • Velocity Services Implement compliant • $M minimum revenue required • Solution Centre Required for Signature Solution Centre Partners (By invitation only) SSCP & Signature (2 specialties) • # Sales Accreditations • # Velocity System Engineers • # Specialty Designation (Requirements for Specialty Designations listed above) • Velocity Services Implement compliant • $K minimum revenue required Premier (1 specialty) • # Sales Accreditations • # Velocity System Engineers • $K minimum revenue required Affiliate Elite • # Velocity Affiliate Enablement Center – Sales track • # Velocity Affiliate Enablement Center – System Engineer track • $K minimum revenue required ** Affiliate • Signed Reseller Marketing Support Agreement Authorized * Compliance revenue and resource requirements vary by country. Requirements and Benefits documents by country are available on Powerlink in the Velocity Resource Center (http://powerlink.emc.com) ** Minimum revenue requirement to maintain Affiliate tier compliance is measured 12 months after attainment of Affiliate tier

  17. Specialties & Requirements

  18. VelocitySpecialty - Consolidate Accreditation andCertificationRequirements Sales Pre-Sales Implement Advanced Sales Accreditation Workshop Technology Architect EMCTA VNX Solution Specialist Level Certification Implementation Engineer VNX Solution Specialist Level Certification Technology Specific - RecoverPoint Data Replication andRecoveryCertification Post- classassessmenttest VNX Solution SpecialistExam Technology Architects E20-545 VNX Design Solution Examfor Technology Architects E20-324 VNX Solution SpecialistExamforImplementation Engineers E20-390 RecoverPoint Data Replication andRecoveryExam E22-275 or RecoverPoint / SE Implementation E10-001 Information Storage and Management v2 Exam

  19. VelocitySpecialty – AdvancedConsolidate Accreditation andCertificationRequirements Sales Pre-Sales Implement Advanced Sales Accreditation Workshop Technology Architect EMCTA Symmetrix Solution Specialist Level Certification Implementation Engineer Symmetrix Solution Specialist Level Certification Post- classassessmenttest Symmetrix Solution SpecialistExamfor Technology Architects E20-515 Symmetrix Solution Design Solution Examfor Technology Architects E20-326 Symmetrix Solution SpecialistExamforImplementation Engineers E20-335 E10-001 Information Storage and Management v2 Exam

  20. Velocity Services – Support Accreditation andCertificationRequirements Symmetrix VNX Centera Platform Engineer EMCPE Symmetrix Solution Specialist Level Certification Platform Engineer EMCPE VNX Solution Specialist Level Certification Platform Engineer EMCPE Centera Solution Specialist Level Certification Symmetrix SpecialistExamforPlatform Engineers 3 x E20-616 VNX SpecialistExamforPlatform Engineers 3 x E20-690 EMC CenteraSpecialistExamforPlatform Engineers 3 x E20-670 E10-001 Information Storage and Management v2 Exam

  21. VelocitySpecialty – Backup Recovery Accreditation andCertificationRequirements Sales Pre-Sales Implement Advanced Sales Accreditation Workshop Technology Architect EMCTA Backup Recovery Solution Specialist Level Certification Implementation Engineer Backup Recovery NetworkerSpecialist Level Certification Implementation Engineer Backup Recovery AvamarSpecialist Level Certification Post- classassessmenttest Backup Recovery Solutions SpecialistExamfor Technology Architects E20- 591 Backup Recovery Solutions DesignExamfor Technology Architects E20- 329 Backup Recovery- NetworkerSpecialistExamforImplementation Engineers E20- 593 Backup Recovery- AvamarSpecialistExamforImplementation Engineers E20- 594 EMC Data Domain Deduplication, Backup Recovery Exam E20-290 E10-001 Information and Management V2 Exam OR E20-005 Backup Recovery Associate Exam

  22. Velocity Services – BRS Support Accreditation andCertificationRequirements Data Domain AVAMAR Networker Centera TroubleshootingAssessment TBD AvamarSpecialist Level Certification NetworkerSpecialist Level Certification Platform Engineer EMCPE Centera Solution Specialist Level Certification Data Domain Troubleshootingfor Partners TBD AVAMAR SpecialistExamfor Storage Administrators E20-598 NetWorkerSpecialistExamfor Storage Administrators E20-597 EMC CenteraSpecialistExamforPlatform Engineers 3 x E20-670 E10-001 Information Storage and Management v2 Exam

  23. Training Information

  24. Training • Velocity Specialty Training Catalog • http://powerlink.emc.com/km/live1/en_US/Training/Supporting_Collateral/Ed_Services_Velocity_Training_Catalog.pdf • Partner Education Catalog • EMC Proven Professional Certification • http://education.emc.com/content/_common/docs/training/partner_Catalog.pdf • Information andRegistration forPlatform Engineer • Training Coordinator: Andrea Lazar • Partner Web • Learning pathinformation

  25. Howtoseemytrainingaccount • Access Education Services page • http://edu.corp.emc.com/gs/certification/default.aspx • Click „Enrollment / Transcript“ in My Account • See listoftrainingsaccordingtoselected Status

  26. Velocity Compliance

  27. VelocityProgramCompliancy • The Velocity Services Scorecard released within PRM • The VS Score Card hosts all relevant information of Service Enablement (VSI, VSS, QSI, QSS) • Deployed status, Certification status, ... • Certification Compliancy Rules built into PRM • The VS Score Card isvisibleforPartners through Partner Central • The VS Score Card in PRM will drive the VSS deploymentletter • Velocity Services Support Deployment Letter • Enables Partner to deliver support for specific EMC products

  28. N-2 certifications 2 Support Resources in special situations Exceptions valid until end of 2012 next review in November 2012 2013 VSS Deployment Letter only for compliant Partner Rules & Exceptions To recognize challenges for Partners become VSS compliant …

  29. Visible for Partners Shows certification status Shows deployment status Contains QSI, QSS, VSI, VSS, VSM Velocity Services Score Card

  30. … DRAFT …

  31. VNXe QSS

  32. EMC / Partner EMC Partner *only HW Partner • Sub 75K & SMB • Commercial & Corporate

  33. Next Generation Unified Storage Optimized for today’s virtualized IT Unisphere™ S75 Products VNXe3100 VNXe3300 VNX5100 VNX5300 VNX5500 VNX5700 VNX7500 QS Implement QS Support.

  34. Service Enablement in 4 Simple Steps • Apply to become an Authorized Reseller or Velocity Solution Provider partner • Complete Sales and SE training via the VAEC • Sign the QuickStart Services Implement and Support contracts • Complete the Implement and support training via the VAEC QuickStart Services Implement Training: 12.5 Hrs QuickStart Services Support Training: 17.5 Hrs* (* 12.5 Hrs of Implement training is included)

  35. VNXe Module Tests Implement Support VNXe Base Support VNXe Total Protection VNXe Total Value • VNXe Base Implement • VNXe Total Protection • VNXe Total Value

  36. VNXe Warranty Comparison * within EMCs logistic Network

  37. QuickStart Services Deployment Letters

  38. Tier 1 Partner need to sign a contract Extra discount only after all requirements are fulfilled. Discount 3% on list price for warranty period All training modules available on Power Link Training for free In Network NBD spare part support through DHL VNXe Summary

  39. Partner Quality

  40. Partner Quality Project Why do Vendors control Partners Support Quality • Ensure high Support Quality • Continuously enhance Partner Quality • Sustain Customer Satisfaction

  41. A new Quality Control Methodology • Based on data • Continuously measured not only once a year • Apply it for all existing servicing partner types • Establish a scalable solution

  42. Key Performance Indicators GCS Remote Proactive Financial Knowledge

  43. Currentlyimplemented KPIs • FCO implementation • MSA numberusage • Certification • Installbase • Compliancystatus

  44. MSA NumberUsage

  45. Partner Quality Cycle

  46. Partner Communities

  47. E-Services Webcast • Availablesince November 2011 • Very high participation rate • Availableevery 2 weeks

  48. E-Services Contents • Benefits to you as a Partner of Powerlink • Knowledgebase search • Live Chat Support. • Product pages • Product Forums • Software downloads and licensing • Case and account Management. • Partner Web • Product & Diagnostics Tools

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