TITLE 44 POINT VERDANA ALL CAPS - Dell EMC Germany · EMC IBM NetApp HP HDS Dell Source: ... Cloud...
Transcript of TITLE 44 POINT VERDANA ALL CAPS - Dell EMC Germany · EMC IBM NetApp HP HDS Dell Source: ... Cloud...
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*Estimate deviated more than 1% from forecast. Source: Consensus Economics, December 2011 and December 2012
2012 Global Forecast: GDP Growth 2.7%
Developed Economies
United States
United Kingdom
Japan
Germany
Italy
France
Canada
Spain
2012 Actual
Estimate
2.2%
-0.1%
1.8%
0.8%
-2.2%
0.1%
2.0%
-1.4%
2012 Forecast
2.1%
0.7%
2.0%
0.5%
-1.0%
0.1%
2.0%
-0.2% *
*
Rapid Growth / Emerging
China
India
Brazil
Mexico
Poland
Russia
Turkey
Argentina
8.3%
7.5%
3.2%
3.1%
2.4%
3.5%
1.7%
3.5%
2012 Forecast
7.7%
5.5%
1.1%
3.9%
2.2%
3.6%
2.8%
1.5%
2012 Actual
Estimate
*
*
*
✗ 2.5% Actual
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2012 Global IT Spending Growth: ~1.7%
North America
4.7% Japan
0.8%
Asia Pacific
7.6%
Source: Gartner, 2012
Latin America
1.0%
West Europe
-5.9%
Middle East & Africa
2.6%
Central/East Europe
-1.0%
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11
Non-GAAP EPS
Revenue
2012: How Did We Do?
Free Cash Flow
FY 2012
$1.70
$21.7B
$5.0B
Growth Y/Y
9%
13%
14%
Over half of EMC storage revenues go through the channel
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Partners Enable EMC to Take More Share
0%
5%
10%
15%
20%
25%
30%
35%
EMC IBM NetApp HP HDS Dell Source: IDC Q1 2013 Worldwide Disk Storage Systems Tracker Mrz 2013
External Disk Storage Systems Market Share 2011-2012 Y/Y CHANGE
2011 2012
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EMC Channel by the Numbers 2012 Stats
Net new accounts
New partners producing
% of EMC storage revenue came through the channel
Faster revenue growth than EMC direct sales
7,500+
1,843
>50
>2X
Global
4652
365
59%
>2X
EMEA
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EMC’s Award-Winning
Channel
Gregg Ambulos
Leonard Iventosch Fred Kohout
Jeff Taylor Daniel Coetsier
Linda Connly Julie Christiansen
Kara Myers Maureen Perrelli Anne Wimmer
Christine Bufalini Kate Roe-Semyon
6 Years in a Row!
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$23.5B Revenue
8% Growth
Y/Y
$1.92 EPS
13.6% Y-Y Growth >$5B
FCF
Our Goals For 2013
$1.85 EPS
9% Growth
Y/Y
TBD
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Source: Consensus Economics, December 2012
Developed Economies Rapid Growth / Emerging
United States
United Kingdom
Japan
Germany
Italy
France
Canada
Spain
China 7.7%
India 5.5%
Brazil 1.1%
Mexico 3.9%
Poland 2.2%
Russia 3.6%
Turkey 2.8%
Argentina 1.5%
2013 Global Forecast: Real GDP Growth 2.6%
2012 Actual
Estimate
2.2%
-0.1%
1.8%
0.8%
-2.2%
0.1%
2.0%
-1.4%
2012 Actual
Estimate
1.9%
1.1%
0.6%
0.7%
-0.9%
0.1%
1.8%
-1.6%
2013 Forecast
8.1%
6.5%
3.4%
3.5%
1.6%
3.4%
3.9%
3.1%
2013 Forecast
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Offshoring Labor / Labor Optimization
Cloud Computing
Security
Big Data Problems
0 5% 15% 20% 25%
Source: Barclays CIO Survey, October 2012
Windows Upgrade Cycles
Desktop Virtualization
Storage Virtualization
Green Computing (Saving Power)
Server Virtualization
10%
% Respondents
Windows Upgrade Cycles
Desktop Virtualization
Storage Virtualization
Green Computing (Saving Power)
Server Virtualization
2013 IT Spending Priorities Favor EMC
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How is the Perception in the German Market ? Customer Feedback from the EMC Forum 2012 in Frankfurt
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Plan to consider
new analytics tools
over the next
12 months
Begun to consider
big data analytics tools
to assist with managing
large data sets and files …
Already deployed
big data analytics tools.
Are organisations considering or deploying big data analytics tools? Attitudes towards big data analytics tools
Have not considered or deployed new analytics tools and have no plans to do so
56%
13%
6%
25%
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Advancing cloud architectures Cloud computing architectures will overtake traditional IT
architectures within the next three years
Strongly disagree
More than four in
ten (43%)
respondents
strongly agree
(17%) or agree
(26%) that cloud
computing
architectures will
overtake traditional
IT architectures in
their organisation,
within the next
three years.
2%
15%
17%
26%
40%
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More than three
quarters (76%) of
respondents
that data security and
governance is a major
concern for their
organisation.
Data security and governance as a major concern
Data security and governance is a major concern for organisations
36%
40%
22%
Strongly agree
Agree
Neither agree Nor disagree
1% Strongly disagree
1% disagree
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VALUE = Global Channel Engine X Sales Engagement
Profitable
Predictable
Simple
VISION
Partner More Effectively
Achieve Financial Plan
Take More Share
Create One Global Storage Channel
Improve the Partner Experience
Expand, Develop World Class Team
1
2
3
4
5
6
STRATEGIC PRIORITIES INITIATIVES
• Sub-$100K Price Band
• Enterprise Select
• ROE Enforcement
• Focus Program Build-out
• Converged Infrastructure
• Distribution Value
• Strategic PDM
• Virtual DM
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Partner More Effectively 2
Global
Enterprise
Mid-Market
SMB
SALES CYCLE
PROSPECT… …ORDER FULFILLMENT
Extend Scale and Reach
Extending Our Partners’ Engagement
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Take More Share 3
… in the largest, fastest growing market segment!
$0-100K $100-250K $250K+ Total
Total
Enterprise
Mid-Market
SMB
19.0
1.7
0.5
9.6
3.4
2.2
12.7
14.3
11.1
74.2 38.1 15.1 21.1
41.2
19.3
13.8
Hardware $0-100K $100-250K $250K+ Total
Total
Enterprise
Mid-Market
SMB
$17.7
$1.5
$0.4
$8.4
$2.9
$1.9
$10.5
$12.3
$9.7
$65.4 $32.5 $13.2 $19.6
$36.6
$16.8
$12.0
CAGR
6.3%
5.5 %
6.3%
7.6%
-0.1 %
-1.1 %
-1.3%
-4.8 %
-7.1 %
2.5%
3.3%
4.3%
6.0% 4.3% -1.8% 3.0%
$Billions US
• New Target Products Rebate
• Major refresh of mid-range, low-end products
• Dedicated marketing funds & campaigns
• VSPEX Meet in the Channel
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VSPEX – A Clear Winner!
• 1,318 deals (April-Dec. 2012)
• 1,243 Partners signed up to sell
• 70% of deals are Mid-Market & SMB
• 77% are incremental sales
• 38% are net new accounts
“What the reseller really likes is that they can build their own VSPEX solutions based on their own product portfolio. That’s fantastic!”
Lars Zinglersen, CEO SEC Data Com A/S
Take More Share 3
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Easy to Participate in Velocity
• Removed services requirement
• Removed revenue requirement for Premier and Signature
• Streamlined MDF policy, guidelines, proposal process
Improve the Partner Experience 5
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2013 EMEA Business Plan to Grow 3X Market
230M$ And 40M$ for Germany