CLOUD TRANSFORMS IT - Dell EMC · Cloud Transforms IT Overview ... – EMC VSPEX Finance Quote...

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CLOUD TRANSFORMS IT PARTNER GUIDE


Table of Contents

Introduction – Overview

– Execution Diagram

Awareness

Consideration – Cloud

– Infrastructure

– Applications

– Backup

Purchase

Customization

Getting Started – Planning Steps

– GFS

EMC Easy Street


Introduction

CLOUD TRANSFORMS IT – Mid Market Solutions Focus

This campaign targets organizations who are looking to simplify how their IT infrastructure is built and deployed, how backup is integrated across physical and virtual infrastructures, and how application performance and availability can be improved – all while lowering costs.

Designed to be executed as a series of multi-touch programs – it is recommended to begin with the Cloud level program first followed by (in no specific order) the Infrastructure, Applications, and Backup programs. This allows you to fully surround the account with key messages and value propositions; addressing all aspects of their IT infrastructure.

Materials include:

– Direct marketing and event materials

– Social media and search engine marketing guides

– Partner sales enablement

NEW! Campaign templates are customizable to allow you to promote EMC Global Financial Services offers. For details and guidelines for promoting GFS offers see slides 22-25.


Mid Market

Product Offers:

VSPEX

VNX Family

Avamar

NetWorker

Data Domain

Recommended Alliances

Personas

IT-Management

IT-Storage

IT-Data Recovery

IT-Traditional Applications

Cloud Transforms IT Overview Transform IT

Get unmatched efficiency and agility

Ready to transform your IT with cloud computing, enabled by virtualization? [Partner] and EMC bring you unmatched cloud expertise and a wide range of powerful solutions. All deliver new efficiency, agility, and cost savings. Choose the approach and pace that works best for your business.

EMC cloud solutions from [Partner] are:

• Comprehensive: Get storage, backup, management, and more

• Flexible: Choose your deployment option

• Efficient: Eliminate IT complexity

• Affordable: Explore attractive financing options

Get the cloud solution that’s right for you >>


CONSIDERATION

1

SEARCH & CAMPAIGN KEYWORDS

ONLINE BANNER ADS

SOCIAL MEDIA

CONTENT SYNDICATION

EMAIL

DIRECT MAIL

LANDING PAGE

INVITE

CLOUD SEMINAR

REGISTRATION PAGE

2 CLOUD DIRECT MARKETING

AWARENESS

EMAIL X3 LANDING PAGE

2a INFRASTRUCTURE DIRECT MARKETING


2b APPLICATIONS DIRECT MARKETING


2c BACKUP DIRECT MARKETING

PURCHASE

SALES ENABLEMENT

3

BATTLE CARDS

PITCH SHEETS

GFS SALES CARDS

Cloud Transforms IT

AWARENESS PROGRAMS


Awareness

Programs and materials to increase awareness

AD BANNERS

SEARCH ENGINE MARKETING GUIDE – INCREASING VISIBILITY IN SEARCH ENGINE RESULTS

MEDIA PACKAGES – DEMAND AND LEAD GEN PROGRAMS

SOCIAL MEDIA ACTIVATION KIT– TIPS FOR INTERACTING & SHARING FOR BUSINESS VALUE

AWARENESS


Demand Generation - Cloud

Demand generation templates to drive response to compelling offers on the campaign landing page

EMAILS AD BANNERS

POSTCARD

LANDING PAGES

CONSIDERATION


Calls To Action - Cloud

Embed lead capture form in front of these recommended calls to action

CLOUD READINESS ONLINE SURVEY INDUSTRY PAPER

ANIMATED VIDEO

ANIMATION VIDEO

TOP REASONS GFS BROCHURE

CONSIDERATION


Seminar In A Box

Demand generation templates to drive event registration

REGISTRATION PAGE INVITATION FOLLOW UP EMAILS

POSTERS

PRESENTATION

CONSIDERATION


Demand Generation - Infrastructure


EMAILS LANDING PAGES

CONSIDERATION


Calls To Action - Infrastructure


TOP REASONS INDUSTRY PAPER

CONSIDERATION


Demand Generation - Applications



CONSIDERATION


Calls To Action - Applications


EMC PERSPECTIVE INDUSTRY PAPER VIDEO

TOP REASONS

CONSIDERATION


Demand Generation - Backup



CONSIDERATION


Calls To Action - Backup


15 MINUTE GUIDE INDUSTRY PAPER VIDEO

CALCULATOR

CONSIDERATION


Sales Enablement

BATTLE CARDS PITCH SHEETS

GFS SALES CARDS

PURCHASE

Materials to prepare and execute sales/telemarketing follow up activity


CUSTOMIZATION


Customizing Templates

1. PARTNER LOGO The default file “PARTNER_LOGO.gif” (200 pixels wide x 80 pixels tall) should be replaced with a version of the partner logo. Ideally this should be a one-color white logo reversed out of the blue header bar. Alternatively, a full-color version of the partner logo may be placed within a white box (max 180 pixels wide x 60 pixels tall) and this may be inset over the blue header. 2. LINKS All response links should be updated to direct customers to the partner’s version of the campaign landing page. Partners may wish to create and promote a shortcut/redirect URL, e.g. of the form www.[Partner].com/cloud or a similar URL. Specific “Contact us” links may be set as “MAILTO” links to create an email addressed to the partner, or may link to the partner’s own existing website contact page or contact form. 3. PARTNER DETAILS The text placeholder [Partner] should be replaced with the partner’s actual company name (e.g. “Acme Solutions”). The text placeholder +XX-XXXX-XXXX should be replaced with the partner’s preferred telephone number for this campaign (partners should consider using the full national or international dialing code). 4. SPECIAL OFFERS Special Offer panels are intended to be adapted with specific details promoting EMC Global Financial Service offers. 5. FOOTER The email footer area includes standard EMC disclaimers. The partner should add any specific information/disclaimers they would use on e-marketing items. The link “To unsubscribe or change your communication preferences, please click here.” should be directed to the partner’s own marketing communication preferences system.

1

4

2

3

5


Co-Branding VSPEX Templates

Technology Alliance

Logo

Technology Alliance

Logo

VSPEX templates may be co-branded with technology alliances. Logo placement is illustrated below.


Co-brand the VSPEX poster following the guidelines below.

Co-Branding VSPEX Poster

Use a high resolution reverse (white) logo in Photoshop for placement.

The width of the partner logo cannot exceed the width of the EMC logo.

Opportunity to Co-brand with technology alliance partner too.


GETTING STARTED


5 Steps to Plan Your Campaign

1. Conduct Planning Session: Schedule a meeting with your marketing and sales team to determine campaign goals.

2. Review Campaign Materials: View campaign messaging, assets, and templates within the Partner Campaign Guide.

3. *Determine Price: Follow standard process for obtaining product pricing.

– Tier 1: Work through EMC Partner Support Center.

– Tier 2: Work with EMC Distributor to obtain product pricing.

4. *Determine Financial Offer(s): Review available EMC Global Financial Services programs. For finance price per month – contact EMC GFS only after you have determined your product picing (step 3 above).

– North America: [email protected] l Latin America: [email protected]

– EMEA: [email protected] l APJ: [email protected]

5. Determine Execution Method: Choose to execute your campaign via the VCC self-service campaign portal or a preferred local agency.

– VCC: Select from a variety of activities, customize templates, schedule and execute, capture results – all from your desktop. www.emc.com/velocitycampaigncenter

– Preferred Agency: Download campaign source files, assets and enablement materials for free. ww.emc.com/velocitymarketingguide

*Campaign templates may contain customizable fields whereby a partner can feature end user buy-price (ex: now only $X,XXX) and/or EMC GFS promotions (ex: or finance from $XXX a month). Follow standard process in working with PSC or EMC Distributor to obtain end user buy-price.

mailto:[email protected]




http://www.emc.com/velocitycampaigncenter

http://www.emc.com/velocitymarketingguide

http://www.emc.com/velocitymarketingguide


EMC Global Financial Services

EMC Global Financial Services offers a range of innovative Finance and Technology Refresh solutions that allow customers to easily procure EMC technology in a cost-effective, strategic way.

To learn about our monthly financing rates and to answer additional questions about EMC’s 2013 financing solutions contact:

– North America: [email protected]

– Latin America: [email protected]

– EMEA: [email protected]

– APJ: [email protected]

Financing tools for EMC Partners:

– EMC Swap and Trade-In Calculator: Calculates a credit-value for customers interested in swapping out old, non-EMC technology OR trading-in their existing EMC equipment for the latest EMC solutions.

– EMC VSPEX Finance Quote Tool: Create a flexible customer finance quote for VSPEX and other EMC solutions n seconds.





http://powerlink.emc.com/km/integration/externalLinks/ExtController.jpf?extTracking=http://www.swapvaluecalc.com/



http://powerlink.emc.com/km/integration/externalLinks/ExtController.jpf?extTracking=https://express.salire.com/Go/EMC/The-EMC-Finance-Quote-Tool-results.aspx


Sample Copy for Emails, Landing Pages, Brochures


Trade In/Swap Out offer

– Sample copy: Trade in for extra value. EMC offers potential buy-back credit on your existing EMC and third party technology. We’ll also take care of the equipment collection process – it’s that easy.

Standard Leasing

– Sample copy: Simple monthly payments. Standard leasing rates make affording new EMC technology easy.

0% Swap Out Finance offer

– Sample copy: Ask about 0% financing. Swap out your third party technology for buy-back credit and get 0% finance on new EMC technology.

– EMEA NOT APPLICABLE in Africa, Baltics, Eastern Europe, Israel, Middle East, Russia & South Africa

– APJ ONLY APPLICABLE in Australia, Japan & New Zealand

– LA NOT APPLICABLE

Low Rate Leasing offer

– Sample copy: Low monthly payments. Low leasing rates make affording new EMC technology easy.


– APJ NOT APPLICABLE in Vietnam

– LA NOT APPLICABLE

Deferred Leasing offer

– Sample copy: Buy now, Pay nothing for 3 months. Get your new EMC technology today and defer payments for up to 3 months. Then make affordable monthly payments over 3 years.


– APJ NOT APPLICABLE in Vietnam

– LA ONLY APPLICABLE in Colombia, Brazil, Argentina, Chile & Mexico


Campaign Resources


Versions for NA, LA, EMEA, and APJ:

GFS Sales Card: Provides an overview of the available GFS programs, details, and positioning to end users.

GFS Customer Brochure: End user facing overview of the GFS offers.


EMC EASY STREET


Learn About EMC Easy Street

EMC Easy Street is a programmatic approach to driving partner preference and loyalty; creating excitement to keep EMC top of mind; and educating partners on relevant EMC products, solutions, and programs.

Take More Share – Educate: Drive awareness for EMC channel products,

solutions, and programs

– Enable: Provide partners with easy access to sales materials

– Entice: Create excitement and clearly convey the benefits of partnering with EMC to drive behavior


Visit Easy Street Online

www.EMC.com/EasyStreet

Your destination for Campaign information and resources

Learn about the Campaigns

Access materials

http://www.emc.com/EasyStreet


EMC VSPEX Mindshare Kit

Expand VSPEX Mindshare

Keep EMC and VSPEX top of mind within your Marketing and Sales teams.

Kit includes

– Branding materials

– VSPEX event speaker guides

– Sales and marketing enablement materials

To learn more, contact your EMC Channel Marketing Manager


Recruitment Tool Kits

Recruit New Resellers

Kit contains everything you need to recruit new resellers or re-energize existing resellers:

– Introduction Letter

– CRN Magazine EMC Channel Spotlight

– Overview Brochure: Becoming a Reseller

– EMC Velocity Solution Provider Program Overview

– EMC Services Overview

– Marketing & Sales Enablement

– EMC Products and Solutions Overviews & Top Reasons to Sell

To learn more, contact your EMC Channel Marketing Manager

For EMC Distributors!

CLOUD TRANSFORMS IT - Dell EMC · Cloud Transforms IT Overview ... – EMC VSPEX Finance Quote...

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