1© Copyright 2011 EMC Corporation. All rights reserved.

EMC Channel Today

Raif Abou Diab

Distribution Manager – Saudi Arabia

EMC Corporation

2© Copyright 2011 EMC Corporation. All rights reserved.

To Lead Customers On Their Journey To

Cloud Computing And Transforming IT . . .

EMC’s Mission…

By Enabling Them To Store, Manage Protect

And Analyze Their Information Assets In A

More Agile, Trusted And Cost-efficient Way.

3© Copyright 2011 EMC Corporation. All rights reserved.

EMC Values

• Focus and Channel Growth

• New simplified Partnering Program

• Financially strong

• Strong acquisition path

• Number one market share position in many segments

• Complete portfolio to help your customers to start their

Virtualization Journey

• Expert in storage, software and services

4© Copyright 2011 EMC Corporation. All rights reserved.

EMEA Channel Vision

By becoming the number 1

channel company, EMC will attract

& develop the best Partners and

Employees, supporting our goal as

the undisputed leader in enabling

Cloud Computing

4

5© Copyright 2011 EMC Corporation. All rights reserved.

Velocity Partner Program: Three Keys to Your Success

OPPORTUNITY

DIFFERENTIATION

PROFITABILITY

6© Copyright 2011 EMC Corporation. All rights reserved.

Key to Success: Opportunity

• By joining forces with EMC, partners

uncover unlimited opportunities to: – Increase revenue

– Penetrate new markets

– Win business with EMC’s world-class

portfolio of products and services

7© Copyright 2011 EMC Corporation. All rights reserved.

Growing by a

factor of 44

2020: 35.2

Zettabytes

2009:

0.8

Zettabytes

The Digital Universe 2009 to 2020Data storage needs are growing fast

Equivalent to a stack of DVDs in 2009 reaching to the

moon and back, now reaching halfway to Mars by 2020

8© Copyright 2011 EMC Corporation. All rights reserved.

Products to Address the Growth of the Digital Universe

SCALABLE FAMILY OF NETWORKED STORAGE SYSTEMS

INTEGRATED DATA MANAGEMENT SOLUTIONS

DATA PROTECTION AND RETENTION SOLUTIONSRSA DLP | Encryption | Avamar | Data Domain | RecoverPoint | SRDF

Ionix | SourceOne | Insight | SCM | Unified Infrastructure | Capacity IQ | VMware SRM | TimeFinder | Oracle | DiskXtender

vSphere | Vblock | VCB with Avamar | Captiva | VMAX | SAN Virtualization | FAST

INFRASTRUCTURE SOLUTIONS FOR VIRTUALIZED ENVIRONMENTS

Iomega | VNX | Celerra | CLARiiON | Connectrix | Centera | Symmetrix |

VPLEX

9© Copyright 2011 EMC Corporation. All rights reserved.

The Journey to the Cloud and VirtualizationWhere are you along the journey?

15%

30%

50%

85%

IT PRODUCTION BUSINESS PRODUCTION IT-AS-A-SERVICE

95%

Percent

Virtualized

Lower costs Improve quality of service Improve agility

GoldPlatinum

Simple

Efficient

Scalability

Protection

Availability

Security

Policy &

Automation

Chargeback

10© Copyright 2011 EMC Corporation. All rights reserved.

EMC is the BEST Solution for VMware

12/09 10/09 06/09 02/09 10/08

EMC 38% 41% 36% 35% 36%

Dell 18% 7% 21% 16% 21%

IBM 16% 10% 11% 13% 16%

NetApp 12% 11% 13% 13% 9%

Hewlett-

Packard11% 19% 14% 13% 8%

Compellent 4% 4% 2% 1% 1%

SUN 1% 5% 0% 2% 2%

Hitachi 0% 3% 0% 3% 9%

3PAR 0% 0% 1% 0% 0%

―Almost 40% chose EMC as

preferred storage vendor in

virtualized server environments

(more than two times any other

supplier).‖

Source: Goldman Sachs, Americas Technology

Hardware 2010 Outlook, January 2010

―EMC remains the clear storage

leader in virtualized storage

environments.‖

Source: Goldman Sachs IT Spending Survey,

January 7, 2010

EMC: The #1 choice for virtualized environments

11© Copyright 2011 EMC Corporation. All rights reserved.

Product of the Year

Award Finalist in

Enterprise Security

EMC Best-in-the-Industry Honors

Recognized Leadership

#1 external storage

#1 external RAID

#1 networked storage

#1 open SAN

#1 NAS

#1 total storage software

#1 storage management

software

#1 replication software

#1 device management software

$11 Billion invested—45 strategic

acquisitions since 2003

IDC and Gartner Market Reports

Product Innovation,

Support and

Partnership

Best Storage

Vendor of the

Decade

Most Influential

Techies of the Decade

12© Copyright 2011 EMC Corporation. All rights reserved.

Keys to Success: Differentiation and Profitability

• The differentiation partners achieve

from a wide range of

tools, training, and certification

translates to:– Fortified technical skills

– Enhanced intellectual capital

– Increased value to customers

• Programs, incentives, and

promotions open new doors to

bolster partner profitability

13© Copyright 2011 EMC Corporation. All rights reserved.

EMC Velocity Solution Provider Program

Performance

Benefits

Marketing

Benefits

PREMIER

Velocity Incentive

Program and

Deal Registration

Affiliate Marketing

Affiliate Elite

Marketing

Co-op and

Specialty Branded

Marketing

Co-op and

Specialty Branded

Marketing

Quarterly

Rebates

Quarterly

Rebates

Quarterly

Rebates

Performance-Based

Rebates

Performance-Based

Rebates

Velocity Incentive

Program and

Deal Registration

Velocity Incentive

Program and

Deal Registration

Velocity Incentive

Program and

Deal Registration

REVENUE, TRAINING, AND SPECIALIZATIONINC

RE

ME

NTA

L B

EN

EF

ITS

AN

D R

EW

AR

DS AFFILIATE

Co-op and

Specialty Branded

Marketing

Quarterly

Rebates

Performance-Based

Rebates

Velocity Incentive

Program and

Deal Registration

SIGNATURE

SSCPSIGNATUR

EAFFILIATEAFFILIATE

ELITE

Incremental benefits and rewards

14© Copyright 2011 EMC Corporation. All rights reserved.

EMC Velocity Solution Provider ProgramIncremental requirements

Service and

Specialty

Training

Revenue

Development Center

Online Training

Minimum

Revenue Required

+ Minimum

Revenue Required

++Minimum

Revenue Required

+++ Minimum

Revenue Required

Optional Velocity

Services Implement

or QuickStart

Velocity Services

Implement

Velocity Services

Implement

One Specialty Multiple Specialties

Sales and SE

Accreditations

+ Sales and SE

Accreditations

++ Sales and SE

Accreditations

REVENUE, TRAINING, AND SPECIALIZATIONINC

RE

ME

NTA

L B

EN

EF

ITS

AN

D R

EW

AR

DS

Optional QuickStart

for Limited Service

Implementations

PREMIERAFFILIATE SIGNATURE

SSCPSIGNATUR

EAFFILIATE AFFILIATE

ELITE

+++ Minimum

Revenue Required

Velocity Services

Implement

Multiple Specialties

&

Solution Center

++ Sales and SE

Accreditations

15© Copyright 2011 EMC Corporation. All rights reserved.

* By Invitation Only

RESELLER VELOCITY REQUIREMENTS

TIER LEVEL REVENUE SPECIALTY

SALES

ACCREDIT

ATIONS

VELOCITY

SE

VELOCITY AFFILIATE

ENABLEMENT CENTERSOLUTION

CENTER

SALES SE

SIGNATURE

SSCP* ≥3m 2 3 1 - - Required

Signature ≥3m 2 3 1 - - -

PREMIER Premier ≥300k 1 1 - - - -

AFFILIATE

Affiliate Elite ≥100k - 1 1 - - -

Affiliate ≥30k - - - 1 1 -

Velocity Requirements

16© Copyright 2011 EMC Corporation. All rights reserved.

* Subject to achieving relevant Specialty

** Subject to achieving Advanced Consolidate Specialty

COOP is capped at $500,000 per partner per year

GAF rebate is capped at $500,000 per partner, per year , per seasonality. (1H $220,000, 2H $280,000)

RESELLER - FINANCIAL BENEFITS

TIER LEVEL

COOP SPECIALTY BASED GAF

Quarterly

Incentives

VIP

RewardsConsolidat

e

Advanced

Consolidat

e

Governanc

e & Archive

Backup &

Recovery

Consolidat

e

Advanced

Consolidat

e

Governanc

e & Archive

Backup &

Recovery

SIGNATU

RE

SSCP 3%* 1%** 3%* 2%* 3%* 3%** 3%* - Eligible Eligible

SIGNATU

RE2.5%* - 2.5%* 2%* 3%* - 3%* - Eligible Eligible

PREMIER PREMIER 2%* - 2%* 2%* 2.5%* - 2.5%* - Eligible Eligible

AFFILIATE

AFFILIATE

ELITE

0.75% via

Disti-

0.75% via

Disti

0.5% via

Disti- - - - Eligible Eligible

AFFILIATE 0.75% via

Disti -

0.75% via

Disti

0.5% via

Disti - - - - - Eligible

Velocity Benefits

17© Copyright 2011 EMC Corporation. All rights reserved.

TEAM Velocity Partners

9

VVAD

6

SSCP

3

Signature

17

Premier

24

Affiliate Elite

45 Affiliate

379

Authorized Reseller

482PARTNERS

*November 2011

18© Copyright 2011 EMC Corporation. All rights reserved.

Saudi Velocity Partners

2

VVAD

1

SSCP

1

Signature

3

Premier

3

Affiliate Elite

24 Affiliate

51

Authorized Reseller

85PARTNERS

*November 2011

19© Copyright 2011 EMC Corporation. All rights reserved.

The Power of Indirect Forces…

Sales Accredited 483

Sales Engineer Accredited 287

Advanced Sales Accredited 100

Technology Architects 5

Implementation Engineers 10

Enabled Affiliate Sales / SE 45 / 36

Specialized Partners 5

*November 2011

20© Copyright 2011 EMC Corporation. All rights reserved.

The Power of Indirect Forces "Saudi Arabia…‖

Sales Accredited 42

Sales Engineer Accredited 28

Advanced Sales Accredited 30

Technology Architects 50

Implementation Engineers 170

Enabled Affiliate Sales / SE 124 / 133

Specialized Partners 7

*November 2011

21© Copyright 2011 EMC Corporation. All rights reserved.

VIP Rewardsis our way of saying ―Thank You‖

• Incentivising Velocity Partners who sell

specified EMC and EMC Alliance

Partner solutions

• Rewarding Partner Sales or SE’s with

SPIFFS redeemable for gifts or

vouchers

• Solidifying EMC’s commitment to the

channel

Getting Rewarded

for EMC

Registered

Sales of Focus

Solutions

22© Copyright 2011 EMC Corporation. All rights reserved.

Velocity Services

Velocity Services Implement

Velocity Services Manage

Velocity Services Support

• Deliver a comprehensive portfolio of best-in-class installation and implementation services

• Velocity Services Implement requirements compliant• Selected by EMC• Work in collaboration with EMC Customer Service to deliver

limited support services

• Velocity Services Implement requirements compliant• Selected by EMC• Deliver a full range of support and maintenance services

independent of EMC

EMC Velocity Services enable a select community of EMC Velocity partners who

are trained and certified to deliver a comprehensive portfolio of best-in-class

services ranging from installation and implementation to technical support.

There are three categories of Velocity Services: Implement, Manage, and Support:

23© Copyright 2011 EMC Corporation. All rights reserved.

Summary

• The EMC Velocity Solution Provider program helps you

uncover unlimited opportunities to increase

revenue, penetrate new markets, and win business with

EMC’s world-class portfolio of products and services.

• Differentiate through Velocity Specialties and gain access to

a wide range of tools, training, and certification that will

translate into fortified technical skills, enhanced intellectual

capital, and increased value to your customers.

• Velocity programs, incentives, and promotions open new

doors to bolster your profitability.

24© Copyright 2011 EMC Corporation. All rights reserved.

Need More Detail?

• For more information about the EMC

Velocity Program, visit the 2011 Velocity

Program landing page on www.emc-

vip.com

– Requirements and benefits

– Presentations

– FAQs

25© Copyright 2011 EMC Corporation. All rights reserved.

YOUCAN LEAD

IT

26© Copyright 2011 EMC Corporation. All rights reserved.

THANK YOU