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Grow Your Information Management and Storage Business with EMC Insignia

Grow Your Information Management and Storage Business with EMC Insignia. Partner with EMC . Agenda. SMB Market Opportunity EMC: Positioned for Success Introducing EMC Insignia EMC Velocity 2 SMB Partner Program Building Excellence Together. Capturing a Growing Market Opportunity.

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Grow Your Information Management and Storage Business with EMC Insignia

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  1. Grow Your Information Management and Storage Business with EMC Insignia Partner with EMC

  2. Agenda • SMB Market Opportunity • EMC: Positioned for Success • Introducing EMC Insignia • EMC Velocity2 SMB Partner Program • Building Excellence Together

  3. Capturing a Growing Market Opportunity • 65 million businesses worldwide 1–999 employees • Market is historically underserved by product and service providers • SMBs look for brands with name recognition and quality reputation - even over price • SMB market characteristics • Loyal-- both to the EMC brand and the reseller • >7 year working relationship with their reseller • Buy from who they know and trust -- it’s a relationship sale

  4. Capturing a Growing Market Opportunity • IDC:“Storage opportunity within SMB of particular interest” • Fast growing market -- <$15K price point fastest growing • WW storage opportunity for 2008 estimated at $25.6B • $4B in < $50K price point • WW storage software market - $13.6 by 2009 -- $700M in SMB • SMBs spend more on IT than enterprise businesses! • Customers trust theEMC2 brand *All market data source: IDC

  5. “Larger companies’ solutions are of increasing interest to SMBs, with market share increasing in next 12 months.” IDC, 2006

  6. EMC: Positioned for Success in SMB • Leadership and experience in SMB • EMC’s information management and storage expertise • Resources and momentum • Executive commitment and support • With revenues of $9.66B in 2005, EMC is the 7th largest software company in the world. EMC is Valued Among the World’s Top IT Companies Ranked by Market Cap (as of close of market March 01, 2006)

  7. Introducing…EMC Insignia • Built upon EMC’s leadership and expertise, EMC Insignia is a line of hardware and software products that enable SMBs to store manage, protect and share vital business information. • EMC Insignia products can be used individually, together as a turnkey solution, and with third-party software and hardware. • EMC Insignia products & solutions are available only through EMC Velocity2 SMB Channel Partners at competitive discounts – our partners do not compete with a direct team.* • EMC Insignia award-winning products & solutions were designed specifically for the SMB market and offer you a shorter sales cycle by meeting key SMB market drivers: • Consolidating storage used by multiple servers/apps • Increasing data availability and reducing downtime • Enhancing backup operations and data protection capabilities * EMC Insignia products are available online, but are sold at MSRP 

  8. “For smaller firms, comprehensive but flexible technology approaches, like those offered by EMC through its recently announced Insignia line, will be effective.” SMB Storage 2006 - IDC

  9. Store EMC CLARiiON® AX Series Disk Array Centralize and allocate RAID storage for servers Manage EMC VisualSRM™ SMB Edition Automate storage management and reclaim wasted space Protect EMC RepliStor® SMB Edition Replicate data between local or remote servers EMC Retrospect® Back up and recover your servers, desktops, and notebooks Share EMC eRoom™ SMB Edition Collaborate in secure Web-based workspaces

  10. EMC Insignia enables SMB customers and their VARs to confidently and profitably shift their storage investment to a market leader they can trust.

  11. Purpose and Guiding Principles • The EMC Velocity2 SMB Partner Program is designed to set expectationsand provide you with a predictable set of rewards • Guiding principles of the EMC Velocity2 SMB Partner Program: • Flexible framework that can align EMC Insignia with partner strategies and investments • World-class level of “ease of doing business” • Aggressive return on investment • Greater rewards for increased partner investment and competence • Create market opportunities 12

  12. Empower Equip partners for success Sales and technical training, sales tools, NFR software Ongoing partnership Marketing activities, sales and technical support, leads, and collaborative programs -- no channel conflict with direct sales Support Reward Generous benefits for partners Solution incentives, MDF funds, service revenues

  13. EMC Velocity2 SMB is a worldwide channel program that empowers, supports, and rewards partners selling EMC Insignia products and solutions. Empower Support Reward Equip for success Ongoing partnership Generous benefits • Appropriate products and prices for SMBs • EMC Insignia sales and technical training • EMC Velocity2 SMB Logo • Sales tools • NFR software for internal use • Complements larger EMC Velocity2 program • Requirements designed for SMB Solution Providers and DMRs • Streamlined business processes • Partner owns the customer • Dedicated sales support • Priority technical support • Marketing activities • High quality leads • Performance-based rebates • Co-op funds • Technical support incidents • EMC conference discounts • Software for personal use • Build service revenues • Grow SMB business • No channel conflict--products sell through partners only

  14. EMC Velocity2 SMB Partner Program • Benefits equip and empower partners for mutual success • Programs built to accelerate momentum in creating demand generation • Sales and marketing tools to build sales pipeline in the growing SMB market • Joint go-to-market business planning supporting partner sales efforts • No channel conflict – not sold through EMC’s direct sales force Empower Support Reward

  15. Account management Authorized to resell EMC Insignia products & solutions Channel commitment - Attractive margins Partner Benefits Relationship Marketing funds Increase company visibility EMC Insignia Web site Sales and marketing tools - Access into Partner Center (secure portal) - EMC Velocity2 SMB Partner logo usage Marketing Demand generation tools Access to promotional offerings Demo program Not-for-Resale (NFR) software Business Development Support Pre-sales assistance Priority technical support Online partner training Free!

  16. Partner Requirements Signed Authorized Partner Agreement Minimum 25% of partner business from SMB market Account review Revenue requirement Partnership Marketing program with focus on EMC Insignia -Minimum of 2 programs per year with distributor EMC Insignia partnership displayed on partner website Marketing Business Development Joint business planning Training requirements -Sales and technical -Solution training

  17. Building Excellence Together Next Steps Go to http://www.emcinsignia.com/partners to begin aneasy three-step sign-up process: • Set `up a purchasing relationship with an EMC Velocity2 SMB Distributor • Complete EMC partner profile form • Complete EMC Insignia Reseller Agreement and fax back to EMC

  18. Realizing the Opportunity

  19. Thank you! Gaining velocity through partneringwith EMC!

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