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Build Customer Loyalty & Incremental Revenue

#1 ITcompany

EMC Customer Education Sales Training

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Agenda

• Value of EMC Education – Partner and Customer Benefits

• Customer Purchasing Options

• Qualifying the Opportunity

• Positioning the Offering

• Customer Objections

• Resources

• Frequently Asked Questions

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Value of EMC Customer Education

AverageImpact

% respondents agreeing to the impact

Source: 60/120 day post-class EMC Student Surveys as of March 2008

36%36%

38%38%

33%33%

31%31%

31%31%63%

74%

80%

84%

94%

Faster implementation

Improved problem resolution

Improved storage operations

More in-depth conversations

Increased productivity

Top 5 Customer reported impacts

Key Partner Benefits

Increase incremental revenue, improve gross margin

Faster Implementations resulting in accelerated future sales cycles

Reduce post sales customer issues, mitigate competitive threats

Develop champions, strengthen your trusted advisor status

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Customer Purchasing Options

• ValuePaks• Bundles of multiple eLearning titles and one to three ILTs

• Video ValuePaks• Bundles of multiple eLearning titles and one to three Video-ILTs

• Individual Subscriptions• Access to any scheduled or self paced courses

• Training Units• Currency shared by multiple students within a company site

• Custom Onsite Courses• Instructor-led training delivered to eight or more students onsite or at the closest EMC facility

ILT eLearningVideo ILT Online ILT

Available in Channel Xpress

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Qualifying the Sales Opportunities

Simple Qualifying Questions

2. Have they been trained on the EMC solution? Yes | Maybe | No

1. Who will be implementing and managing the EMC solution? Mike, John or…

3. I’ll add training to your configuration and send you a copy of the datasheet. It will ensure you get the most out of your investment.

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Positioning Recommended ValuePaks

I can travel and prefer classroom training.I choose ValuePak

I can not travel but I prefer near-classroom experience. I choose Video ValuePak

You

Customers

Optimum packages are already selected in the configurator for you. (a.k.a. defaults)

You can choose a ValuePak, Video ValuePak or both. The ValuePak has Instructor Led courses and e-Learning Courses while the Video ValuePak has Video Instructor Led courses and e-Learning courses

I prefer classroom training and would like the Video for my reference library so I’ll take both.

CE-VALPAKCBC CLARiiON Business Continuity ValuePak

CE-VIDVPKCBC CLARiiON Business Continuity Video ValuePak

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Customer Objections

“I’ll consider it later”

Most problems occur within the first 60-90 days after product implementation. Training significantly reduces this exposure and builds best practices.

“I can’t take time out of the office”

That’s no problem. We have a variety of Video and Web based offerings that will suit your requirement

“I already understand the product”

Have you considered taking the advanced courses? Do you have contingency resource plan? Should other people in your organization have similar knowledge and skills?

“I don’t have budget”

Training is typically less than 5% of the total solution cost and is integral in performance and productivity. Does HR have budget?

“Training is too expensive”

Training is a relatively small investment to insure optimal performance decreased downtime and man hours spent on placing support calls

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Datasheets, Course Schedule and Sales Tools

Access http://education.EMC.com/CustEd

Or call 1-888-EMC-TRNG (362-8764)

1. Download Datasheets (PDF) and send with Quote

2. Check course schedule

3. Find additional sales tools and resources

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Frequently Asked Questions

You

Who’s going to explain the next steps to my

customers?

Send these resourcesto your customers

Does the purchased training package prepare me for certification?

Upper right hand portion of the datasheet shows you the certification alignmentVisit http://education.EMC.com/certification and you’ll find more details.

Now that I placed the order, where do I go to access my e-Learning?

Check out the tutorial PDF and the Demo video I just sent you over the e-mail. can also visit http://education.EMC.com/ for further assistances.

When is the best time to purchase training?

Though training can be purchased separately, the best time to buy training is at the time of the EMC technology purchase. That’s why I’m including training on the quote.

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End-to-End Sales Cycle

No, we are not trained on EMC solutions.

I need to maximize return on my EMC

investments…

YourCustomer

PartnerAccountManager

(you)

Have you been trained on EMC Solutions?

Let me quote EMC Customer Education and

provide datasheets!

*EMC list prices are shown

http://education.EMC.com/

1

2

I used the tutorials and now I have immediate access to my training!

Also, I’m looking into certification!Thanks for your help!

I can’t travel so I will order CLARiiON Business Continuity Video ValuePak.

Thanks for the datasheet!

CLARiiON ValuePak or VideoValuePak?

1. Qualify & Position Early in Sales Cycle 2. Quote and Propose

3. Ask for the Business – Close the Deal! 4. Build CHAMPIONS in your accounts!