Modernize, Automate, and Transform
with EMC at VMworld 2016

Connie Hastings

Connie Hastings

Director, Technology Alliances
Connie Hastings
Connie Hastings

Latest posts by Connie Hastings (see all)

EMC is a proud Global Diamond sponsor of VMworld 2016, which will be held August 28 – September 1 in Las Vegas. VMworld, hosted annually by VMware, is the virtualization industry’s top event.

VMWorld 2016

This year’s conference will include general sessions with VMware executives Pat Gelsinger, Sanjay Poonan, and Ray O’Farrell around trends that matter most to IT professionals. In addition, attendees will have the opportunity to attend technical breakout sessions, group discussions, and expert panels.

VMworld 2016 by the numbers …

  • 400+ unique breakout sessions from VMware and its community of partners and customers
  • 225+ VMworld 2016 sponsors and exhibitors
  • 23,000+ expected conference attendees

Additionally, VMware’s annual will take place on Saturday, August 27, and Sunday, August 28. Saturday will showcase partner boot camps. On Sunday, VMware executives will present during the Partner Exchange general session keynote.

EMC and the Modern Data Center at VMworld 2016

Our theme for VMworld 2016, Modern Data Center, addresses the critical need for a modern data center in today’s rapidly transforming digital environment. In order to transform into—and succeed as—a digital business, an organization must modernize, automate, and transform IT. Experts will be on hand at VMworld to discuss EMC leadership and innovation in flash, converged systems, cloud, modern analytics, and data protection.

VMworld Modernize

Earlier this week, EMC announced a number of solutions in advance of VMworld 2016:

EMC is everywhere at VMworld 2016

Visit EMC at booth #1223 for:

  • Dozens of theater sessions—including many from customers such as Rent-a-Center, Energy Future Holdings, and Prescient Edge
  • A genius bar and conversation stations, designed to help drive our message of leadership in converged systems, all-flash storage, hybrid cloud, cloud native, data protection, and modern analytics

EMC is featured in 21 VMworld 2016 sessions that cover topics from data protection and converged and hyper-converged infrastructure, to automating unikernels.

Chad Sakac (@sakacc) will present a “face-melting” smorgasbord of technical goodies on Tuesday (1:00 – 2:00 p.m., Islander B, Level 1). He’ll also host a meet-up in the EMC booth (#1223) following his session (2:30 – 3:30 p.m.).

You’ll also find VxRail in action across the show floor.  And, be sure to stop by the HCI Zone to see the VxRail appliance on display and to learn how customers are use VxRail today.  Click here for a preview of what to expect VxRail at VMworld 2016 from Jason Marques (@vWhipperSnapper).

Be sure to experience expert and self-paced labs in the VMworld 2016 Hands-on-Lab area.

Here, you’ll find EMC labs on:

  • VxRail
  • Unity/vVols
  • RSA Security/vSphere

And, don’t forget—all of VMware’s hands-on labs are powered by EMC XtremIO!

Look for EMC in theCUBE, where Chad Sakac, Gil Shneorson, Peter Cutts, and Bob Wambach will discuss happenings in the Converged Platforms and Solutions Division, including our recent Enterprise Hybrid Cloud and Native Hybrid Cloud announcements.

There are plenty of social activities planned for the week, and EMC is once again sponsoring the charity vOdgeball event in support of Wounded Warrior Project. Stop by on Sunday to cheer on the teams and catch up with old friends.

For more information on all of the activities mentioned above, visit The Everything VMware at EMC community page.

Hope to see you at VMworld 2016!

 

Looking to the Future:
Leadership and Program Updates

Gregg Ambulos

Gregg Ambulos

Senior Vice President, Global Channel Sales

As I said at this year’s Global Partner Summit, it’s a new era in the world of IT, and a new company is being created that will help you, our partners, succeed. When the Dell and EMC merger closes, Dell Technologies will be the largest privately-controlled technology company in the world, with the industry’s most comprehensive and innovative portfolio—from the edge, to the core, to the cloud.

The opportunities for our partners will be nothing short of tremendous.

I am pleased to let you know that after the merger closes, John Byrne will lead Global Channel Sales, Strategy and Programs for Dell EMC, as announced earlier today. I will be a part of John’s leadership team, and together with you, our partners, we will build a unified, best-in-class partner program—one that will continue to propel your success and drive business transformation.

John is an outstanding leader who shares my passion for the channel, as well as a fierce commitment to delivering partners an experience that is simple, predictable, and importantly, profitable.

In addition to welcoming John to our partner community, I’d like to let you know of a few decisions about the EMC Business Partner Program that we expect to implement once the merger has been finalized:

  • Dell and EMC will continue to maintain separate deal registration and partner programs for 2016. Effective February 1, 2017, we will move to a unified partner and deal registration program.
  • From the closing until February 1, 2017, to protect partner accounts and deals, we plan for our teams to cross check all existing deal registrations to ensure that we are aligned with the partner of record. If multiple partners have the same opportunity registered, we will have rules of engagement in place to mitigate any possible adverse impact to partners and customers.
  • We plan for your assigned partner facing resource from both Dell and EMC will remain in place for 2016. We will coordinate our joint approach to ensure that we are all aligned as we work through the unified coverage model for 2017.

I am very excited to work with John, the future Dell EMC channel team, and each of you as we embark upon this journey. Thank you for your continued partnership and dedication to EMC.

Our opportunity is immense. Together, we are unstoppable.

Cisco and EMC—A Year of Change and Continued Partnership

Sean White

Sean White

Technology Alliances Manager
Sean White

Latest posts by Sean White (see all)

partnershipTo put it mildly, 2016 has been full of change at EMC … with some of the most exciting developments still to come. And, through it all, our 20-year partnership with Cisco remains stronger than ever. Together, we’re committed to delivering value to our customers through EMC’s Converged Platforms Division, VCE, EMC Connectrix, and our other joint solutions.

A look at Cisco and EMC’s joint successes so far this year—and the impactful things planned for our partnership throughout the remainder of 2016

In February of 2016, EMC and VCE co-sponsored our first joint show as Diamond sponsors at Cisco Live Berlin.

Cisco Live Berlin drew a crowd of more than 10 thousand people. The EMC booth was jam packed throughout the show as we promoted our joint solutions with VCE and Cisco. We attracted 3,000+ unique visitors who attended 70+ sessions.

The best affirmation of our partnership came directly from our joint customers, including RenaultSports F1.

Renault Sports F1, a long-time Vblock customer, presented a session highlighting how CEOs increasingly look to IT as a driver of the digital business innovation and growth critical to an organization’s ability to survive in emerging, disruptive markets. The value of our partnership with Cisco truly resonated when this story was told by a strategic customer.

We saw the same fruits of our collaborative partnership yet again at EMC World 2016 in May. Together with Cisco, we engaged customers and partners via a number of sessions, fireside chats, presentations, and podcasts that highlighted the importance of our joint solutions from VCE and Connectrix MDS.

The EMC & Cisco Partnership – Proven Track Record of Joint Customer Success

As we’re driving home the importance of longevity in our partnership with Cisco, I want to share this video from Chad Sakac, President of EMC Converged Platforms Division, VCE:

Together, EMC and Cisco have a proven track record and joint commitment to customer success. Put simply, customers see VCE with storage from EMC and compute and networking from Cisco as the best-of-breed technology with the invaluable support model of VCE. In just seven years, Vblock revenue has skyrocketed, and now commands the #1 share position in the Converged Infrastructure market, according to IDC. 

Showcasing our shared expertise at Cisco Live US—July 11-14, 2016

We hope you’re headed to Cisco Live US this week in Las Vegas!

We have some huge opportunities coming together for this week, and we’re excited to share them with #CLUS attendees. In addition to a full schedule of sessions on converged, hyper converged, and cloud solutions, we’ll also host a number of partner and customer presentations.

Look for us on site at #CLUS Booth #2723! And, watch for EMC’s Trey Layton, SVP, Chief Technology Officer, on the Industry Keynote stage, Wednesday, July 13th, as he joins a panel discussion on Digitization in a Cloud Native World.

To learn more about Cisco Live US #CLUS, please visit our EMC Customer network page.

We’re looking forward to another year of joint-customer success!  Together, EMC and Cisco will lead customers on their journey to cloud computing and IT transformation. This 20-year partnership is just getting started! 

 

What Every EMC Partner Should Know About the 2016 Global Data Protection Index

Kristine Cornwall

Kristine Cornwall

Director of Channel Marketing
Kristine Cornwall

Last month EMC published the results of its second Global Data Protection Index (GDPI), a survey conducted by an independent research firm of 2,200 IT decision makers in 18 countries about their data protection infrastructures, security breaches, and purchasing habits.

The findings of the GDPI are illuminating, perhaps even shocking

GDPI

Most significantly, businesses experienced more data loss or disruption than when we conducted the survey two years ago.

This can be primarily attributed to two things:

  1. Public cloud storage is being used increasingly for a variety of business applications – over ¼ of company data is in the public cloud – creating more risk and exposure. And fewer than half of the companies surveyed believed their data in the cloud was protected.
  2. New threats, like cyber-attacks, have emerged and become prevalent. Over 1/3 of respondents reported internal or external security breaches.

Additionally, the GDPI found that approaching data protection through multiple vendors increases cost and risk—and more than half of companies surveyed relied on more than two vendors.

The GDPI presents an opportunity for you to be your customers’ data protection champion

These findings point to the need for a comprehensive, single vendor data protection strategy. And they uncover a significant opportunity for you to help customers dramatically improve their current data protection preparedness.

Did you know? Less than one-fifth of companies surveyed believe the solutions they have in place today are sufficient!

Modernizing data protection means considering a continuum of technologies to meet all business needs as well evolving data protection for new demands and new threats. With technologies spanning the entire data protection spectrum from continuous availability to archiving, EMC can help you deliver solutions to protect data no matter where it lives.

Take steps to help customers evaluate and modernize their data protection

  1. Familiarize yourself with the 2016 GDPI results. Download the full report and share with your customers. Use the survey findings to begin probing with some key questions: Have you been hit by ransomware yet? How are you currently handling long-term retention and legal holds, do you use tape today? Do you have any automation/orchestration plans for your business?
  2. Make sure you understand and can convey EMC’s data protection vision. An excellent place to start is by watching the Data Protection for the Modern Data Center partner webcast.
  3. Get ready to drive demand. A refreshed Data Protection campaign will be available in the Partner Campaign Playbook It will highlight the benefits of Data Domain with Data Protection Suite, and will use the 2016 GDPI as a key call to action. Keep an eye out for further communication.

Being able to provide data protection everywhere is fundamental to helping companies accelerate their transition to the modern data center, and ultimately to affirmatively answer the question “Is your data protected?”

Be Your Customers’ Application
Transformation Problem Solver

Rima Robinson

Rima Robinson

Primary Storage Enablement Manager

During a recent customer conversation around application challenges, I found myself going down a deep, technical rabbit hole.

It felt reminiscent of my early years in the EMC Executive Briefing Center. At that time, my team used performance charts to illustrate an EMC solution’s performance versus the competition. Around the same time, EMC announced two new software solutions for our flagship Symmetrix product line—TimeFinder and SRDF. Conversations immediately elevated to solving customer pain points … Y2K, for example. 

Conversations like those will raise you from commodity box pusher to valuable problem solver.

I’m not saying the bits and bytes don’t matter to some people—because we know they do matter, but they do not get you in front of the business decision makers.

Consider how this problem solving creates fresh dialogue with an entirely new set of prospects: application owners

For example … Customer X develops a plan to optimize processes or eliminate existing roadblocks or challenges. It is imperative to the business owners that the plan is completed as proposed, and the application then becomes the “face” of that plan.

Ask a few key questions that can help you create new opportunities and establish yourself as a valued problem solver, with help from EMC XtremIO.

Questions that help you get beyond the basics, like:

  • What are you trying to accomplish?
  • Will this change help bring a new application online sooner?
  • Are you looking to provide application testers immediate access to fresh data?
  • Will this application enable undisrupted QA testing?

EMC XtremIO provides a solution to some of the most common customer pain points

Application Problem Solver

Virtual Desktop Infrastructure (VDI) and End-User Computing (EUC)

The Customer Need:

Access from anywhere, to applications on the go, and from any device

Common Pain Points:

  • The centralization of hundreds (or even thousands) of previously dedicated desktop resources creates extremely random, unpredictable, and “bursty” choke points for the VDI input/output (I/O) profile
  • Traditional storage architectures restrict customers from delivering on the promise of VDI/EUC at scale
  • Poor user experience and administrative challenges make it unfeasible to extend BYOD (bring your own device) beyond pilot stage

The EMC XtremIO Solution:

  • XtremIO delivers better-than-physical-desktop user experience for all user/desktop types
  • Advanced data reduction enables incredibly cost-effective deployments—even for full clones
  • Rapid desktop provisioning without any I/O “storm” facilitates worry-free scaling from pilot to production (and beyond)

Virtualization

The Customer Need:

Consistent performance and SLAs within a virtualized environment; ability to house mission-critical applications in a central virtualized environment

Common Pain Points:

Inconsistent performance within virtualized environments forces many IT organizations to keep their mission-critical performance-sensitive applications on separate physical silos, and results in:

  • Complex operations
  • Cumbersome deployments
  • Massive infrastructure overprovisioning
  • A rigid and unwieldy IT environment (that can’t accommodate changing business needs)

The EMC XtremIO Solution:

  • Virtualization of multiple workloads—mixed tier and multiple T-1—on a common storage platform
  • Consistent, predictable performance at any scale
  • A drastically reduced total storage footprint improves IT agility and speed
  • Rich portfolio integration enables critical data center services

Microsoft SQL Server

The Customer Need:

Increased response, efficiency, and workflow agility from expanding, increasingly complex SQL Server databases and applications

Common Pain Points:

  • Even as SQL Server applications become larger and more complex, service windows shrink and organizations ask IT departments to cut costs and increase efficiency
  • Businesses demand improved response times; and IT administrators and SQL Server database administrators struggle to find solutions to keep up with SLAs and performance metrics, and to increase efficiency and workflow agility

The EMC XtremIO Solution:

  • XtremIO delivers unparalleled levels of performance operational efficiency (ease-of-use, low physical space, power consumption, and heat generation)
  • Advanced storage array features—including deduplication, thin provisioning, and XtremIO Virtual snapshots—deliver significant benefits compared to traditional implementations
  • XtremIO storage systems drive higher consolidation ratios and significantly improve the user experience at the application level … and thus dramatically lower the overall IT infrastructure cost in virtual server, virtual desktop, database, analytics, and business intelligence environments

Dig deeper into each of these customer challenges—and how EMC XtremIO can help

We’ve developed a series of both live and on-demand XtremIO webinars to help you get deeper into the what, why, and how XtremIO can solve each of these common customer challenges and more.

Here are just a few examples of currently available XtremIO on-demand webinars:

Access all of the on-demand XtremIO webinars, here. Check back often—new content is added regularly.

For more information, tools, and resources, visit the XtremIO Enablement Center.

Good Selling:
When You Think Easy, Think EMC Unity

Kristine Cornwall

Kristine Cornwall

Director of Channel Marketing
Kristine Cornwall

We talk a lot about the EMC Unity product line being EASY:  Easy to install. Easy to manage. Easy to service. It NEEDS to be. After all, we specifically designed our midrange platform to meet the needs of resource-constrained SMB and mid-market customers. And, with a rich portfolio of campaign assets, a variety of ways for customers to preview the product, and real savings to pass along to your customers, Unity is easy to sell, too.

Unity Storage Easy

 

Both the customer demand and market response for Unity have been nothing short of amazing!

 
“[Unity is] part of a larger strategy to deliver the ‘right horse for the right cost’ versus trying to force all customers to adopt a single storage platform.”  IT BusinessEdge

 

“Starting fresh with a new design, Unity will be faster than VNX and take up less space.”   PCWorld

 

“This product is designed to help customers make an affordable and simple transition from hard disk drive to flash.”   Forbes

 

“Unity is designed to be simple.”   StorageReview

Yet, you know (probably all too well) that growing your business isn’t just about having the strongest product in the market. You also need access to tools that will help generate demand, demonstrate the value, and close the sale. We’ve got you covered.

 
1.  The new Unity campaign gives you messaging and creative assets to increase revenue through activities like paid media, demand generation emails, events, and telemarketing.

The campaign also includes:

  • Digital assets like banners and landing page, a free self-guided demo, call scripts, competitive guides, videos, and more
  • Creative tools to build sales team excitement and support call blitz days
  • Assets to support your tech refresh campaigns as you assist customers with EMC VNX, CLARiiON, and Celerra storage products coming off lease or maintenance

2.  Enable customers to experience Unity in their own IT environments before making a purchasing decision.

Here are three ways your customers and prospects can try before they buy :

  • The Unity Simulator is a lightweight, downloadable demo that allows customers to experience the Unisphere management platform. It’s an easy way for customers to see for themselves how simple it is to provision storage, add hosts, manage snapshots, and access online documentation, support forums, and other resources.
  • Customers who want to try Unity in a test environment can download the Unity VSA. The Community Version of UnityVSA has full functionality and is limited only by the amount of capacity it can manage.
  • The new Customer Unity Test Drive Program lets you offer Unity systems to customers for a 45-day trial period during which they can evaluate the fit and performance of the unit within their own IT environment.

3.  Take advantage of Unity’s affordable pricing and two promotions and increase your share of the $18.5B primary storage total addressable market.

While Unity pricing allows you to be very competitive with All Flash configurations starting under $18K* and Hybrid configurations starting under $10K*, we’ve added promotions and programs to help you close business even faster:

  • The Xpect More program for Unity All Flash configurations provides lifetime maintenance price protection, three-year investment protection, and flash endurance protection.
  • Two stackable promotions—the Unity All Flash Early Adopter Promotion and the Unity Incremental Promotion—are applied automatically in MyQuotes and will give you an added advantage in competitive situations.

*Anticipated street prices

Unity introduced a new level of simplicity and affordability into a family of all-flash arrays targeted to the fastest growing segment of the storage market—small and mid-sized organizations … And, at the same time, made it EASY for you to increase your primary storage revenue.

Visit the Unity Enablement Center for more information and resources, including marketing assets and sales enablement tools.

EMC Execs Dominate Annual
“Women of the Channel”

Gregg Ambulos

Gregg Ambulos

Senior Vice President, Global Channel Sales

The success of any organization can be almost entirely attributed to its people.

And more specifically, its leadership. At EMC, we have been blessed with tremendous leadership in the forms of Joe Tucci, David Goulden, Erin McSweeney, and Bill Scannell, and others. Building upon our outstanding leadership, it gives me tremendous pleasure to call out the nine—yes, NINE—EMC executives recently named to CRN’s prestigious 2016 Women of the Channel list.

This annual list recognizes those female channel executives whose vision and actions are driving growth and innovation. To have so many of our own celebrated as channel power players is a testament to each woman’s individual excellence as well as our collective strength. After all, we are only as good as our people; only as strong as our leaders.

Nine EMC Channel Executives Named 2016 Women of the Channel

2016 CRN Women of the Channel EMC

Linda Connly*, Anna Dorcey*, Julie Christiansen*, Patty Scire, Jennifer Axt, Kristina Austin, Maureen Gaumer, Katherine Granat, and Christine Bufalini*—thank you for your vision, your leadership, and your innovation. Thank you for helping to make EMC an exceptional collaborator for our business partners. Thank you for delivering winning, transformational strategies and flawlessly executing against them.

*Also named to the Power 100, a subset of the Women of the Channel list that represents “the most powerful women leaders across IT channel organizations”

 

In Case You Missed It:
EMC All-Flash on Tap at GPS 2016

Rima Robinson

Rima Robinson

Primary Storage Enablement Manager

… And 3 things you can do RIGHT NOW to win more opportunities with the EMC All-Flash portfolio

Thanks to the more than 2,300 EMC Partners in attendance this year, EMC World and Global Partner Summit (GPS) 2016 were hugely successful. From exciting product announcements—including the new Unity product line—to engaging keynotes, our Partners saw first-hand how EMC’s cutting-edge Data Center Modernization strategies and All-Flash technologies will transform both the IT industry and our customers’ businesses.

All-Flash on Tap#ModernDataCenter, Inflection Points, and Unity Kegerators … Oh my!

An overwhelming number of EMC Partners attended our GPS 2016 breakout session, Modernize Without Compromise: Tap into the EMC All-Flash Portfolio.

If you were part of the enthusiastic #ModernDataCenter discussion with Mike Wing, EMC Senior Vice President of Primary Storage, we thank you! And, if you missed the session or couldn’t join us in Las Vegas, don’t worry—the conversation has just begun.

The heavily attended breakout session discussion centered around:

Our customers tell us that they crave efficiency and blazing speed in their data centers; and, at the same time, must find ways to drive down ownership and operational costs. They’re also looking for agility—in the ability to deliver new services in a manner that’s as quick as Cloud.

EMC’s Modernize Without Compromise message includes a modern business model which consists of:

  • A modern pricing approach
  • All-inclusive software licensing
  • Maintenance at 11% of the net purchase price per year

Mike Wing also discussed the importance of strategic inflection points—defined as turning points, or times of significant change in a strategic situation. Mike shared the following thoughts on strategic inflection points from Only the Paranoid Survive by Andy Grove, former Intel CEO.

Grove says, strategic inflection points:

  • Can be DEADLY to an opportunity if not acknowledged and addressed
  • Create opportunities for those players who are adept at operating in a new way
  • Must be seized! The first mover—and only the first mover—has a true opportunity to gain time over his or her competitors; and a time advantage is the surest way to gain market share

Jack Rondoni, Brocade Vice President of Storage Networking, shared how critical network modernization is to the support of new all-flash storage systems Running all-flash storage without maximum network speed and throughput is like driving a high-performance automobile on low-end tires … Doing so will severely limit its ability to achieve its all-flash capabilities.

#EMCModernDatCenter #Brocade Contest

From left: James Rogan, Jack Rondoni, grand prize winner Chris Ashby, Mike Wing

During the session, Mike Wing—along with James Rogan, EMC Director of Primary Storage Channel Sales, and Jack Rondoni—announced the winners of the #EMCModernDataCenter #Brocade contest, which challenged EMC Partners to create and submit a video showcasing their knowledge and understanding of EMC’s Modern Data Center pitch for a chance to win one of three cash prizes from sponsor Brocade.

 

 

 

 

Of the many creative and compelling video submissions, the following three stood out:

$2,500 3rd Place Winner: Walter Rival, Eastern Computer Exchange Inc.

$5,000 2nd Place Winner: Eric Marzock, CDW

$7,500 Grand Prize Winner: Chris Ashby, ATEA

(Just listen to the song the ATEA team created … Outstanding!)

In addition to the #EMCModernDataCenter #Brocade contest prizes, we kept the session excitement going with fantastic Partner giveaways, including, 4 Unity Kegerators, Beats by Dr. Dre wireless headphones, and Apple Watches.

What is the value to you, our EMC Partners?

It’s simple. The all-flash addressable market is HUGE.

  • More than 500K customer systems are just waiting to be modernized—giving you a sizeable opportunity.
  • EMC’s flash portfolio leaves NO GAPS, and can fits a customer’s use, requirement, and application needs—with the low- to mid-range Unity All-Flash family, the application-centric XtremIO, the massively scalable VMAX All Flash, or the unmatched application performance of DSSD D5.

Compete and win with the EMC All-Flash portfolio … And, grab your share of the $18 billion primary storage total addressable market:

 

Do More, Sell More, Make More: Becoming a Truly Unstoppable Force in the Industry

Gregg Ambulos

Gregg Ambulos

Senior Vice President, Global Channel Sales

Peyton Manning… EMC… Dell… What do they have in common?

They’re UNSTOPPABLE.

Football icon Peyton Manning kicked off EMC’s 2016 Global Partner Summit (GPS) General Session with his inspiring story of determination. A football Hall of Fame legend, during his career he was unstoppable when it came to beating the competition.

With the EMC and Dell merger, we too—together with our partners—will be unstoppable. We are going to break down walls, break barriers, and break records in a way the industry has never seen.

UNSTOPPABLE

Dell and EMC both began as direct selling companies, but we have each transformed to partner-based models. Today the channel is not just important, but absolutely essential to both Dell’s and EMC’s business models. A full 60 percent of EMC’s revenues come from the channel, and in five short years, Dell has taken their channel business to over 40 percent. Today, both our partner programs have five-star partner-program designations from CRN.

Building from this critical foundation, during GPS on May 2 I shared with partners the immense opportunities the Dell and EMC merger will bring to them and what they can expect when the deal closes—beginning with Day One.

 

Day One

To level-set everyone, there will be minimal changes and minimal disruption out of the gate.

Partners will have access to the entire expanded portfolio, as long as they are authorized to sell by both companies. This gives partners the ability to cross-sell and upsell like never before—to the tune of over $4 billion dollars.

We will continue to have two separate partner programs. And along those lines, we’ll also maintain separate deal registration programs. We will cross-check all existing registrations and address any conflicts, as well as put a process in place to ensure integrity for all new registrations.

Beginning in 2017

Obviously, this deal hasn’t closed yet, so there are lots of things to work through.  But generally speaking, partners can expect that our partner programs will come together into one unified program next year.

We will also have one common approach for deal registration to ensure that partners are protected.

Additionally, we’ll offer robust incentives to drive cross selling opportunities, incremental business and net-new accounts.

Finally, we will have a central global channel structure that will ensure consistency across the globe, and we’ll have field based channel resources that will be aligned with our sales organization, similar to the way EMC goes to market today within the channel.

There’s much more work to do, but this should give you and our channel partners a sense of what’s to come.

Making Choices

We all know that there are unstoppable forces in the industry—like never ending rain coming down—creating an urgent and persistent need for our customers to transform and modernize their data centers.

Our job is to help them get there.

It’s not just about selling; it’s about changing our approach to the customer, learning new ways of positioning solutions and technologies, and understanding our customer’s customer.

All of our partners have choices to make. The industry is moving fast, and in order for you to stay current, you have to place some bets. You have to pick the company you feel is in the best position to help you succeed. The combination of Dell and EMC is that company.

There is huge opportunity before us and our partners—to do more, sell more, and make more.

Here’s to being unstoppable!

3 Ways EMC Makes it Easier for You to Sell Data Protection Everywhere

Catherine DiBona

Catherine DiBona

Data Protection Partner Marketing Manager
Catherine DiBona

Latest posts by Catherine DiBona (see all)

Customers cannot afford to protect data the same way they used to. And, while they may recognize that the data protection landscape is evolving, many do not realize that all of their data must be safeguarded … No matter where it lives. Or, if they do understand, then they’re not sure how to actually move forward with the protection transformation while keeping costs down.

Help your customers change how they protect their data

Enable your customers to build a solid foundation for their modern data centers with new EMC data protection solutions and resources, including:

  • Cost-effective new offerings
  • Enhancements to our existing portfolio
  • Simple sales tools

… All of which can help you deliver—and win more opportunities with—the Data Protection Everywhere message.

1.  Unparalleled Efficiency for Tiering Protection Storage to the Cloud

While many customers are currently moving backup data to the cloud because of the perceived cost benefits, the public cloud contains a number of hidden costs that can add up quickly.

Users are charged for not only every GB sent, but also every GB retrieved. So, it is critical to minimize the amount of data being stored in and sent to/from the cloud.

Data Domain provides the most cost-effective long-term retention in the cloud through industry leading deduplication efficiency, and enables an average of 10 – 30x reduction in storage requirements

To help customers simplify and automate their path to the cloud, Data Domain has introduced new cloud capabilities with Data Domain Cloud Tier.

Data Domain Cloud Tier:

  • Is the ONLY protection storage to natively tier deduplicated data to the cloud
  • Ensures that only unique data is sent and data lands on the cloud object storage already deduplicated
  • Provides best-of-breed technology that allows businesses to gain the advantages of cloud while lowering overall TCO

Protecting more data in a smaller footprint greatly reduces overall TCO and as more data is sent, cost savings will continue to increase over time

Protection with Data Domain Cloud Tier

Data Domain Cloud Tier will require a separate software license and will be available to order in Q3 of 2016. Pricing details will be communicated at that time.

2.  New EMC Data Protection Software Offerings and Additional Major Enhancements

EMC further ensures Data Protection Everywhere for the modern data center with new Data Protection Suite offerings—Data Protection Suite Enterprise Edition and Data Protection Suite for Applications—as well as with enhancements to our data protection software portfolio.

This expanded portfolio of the industry’s best software provides enhanced performance, automation, simplification, and cloud enablement with focus on protecting all data … No matter where it lives.

EMC Data Protection Suite Enterprise Edition:

  • Is the most comprehensive offering within the Data Protection Suite Family, protecting data using technologies from replication to snapshot to backup and archive
  • Includes Avamar, NetWorker, Data Protection Advisor, ProtectPoint, DD Boost for Enterprise Apps, RecoverPoint for VMs, AppSync, and SourceOne

EMC Data Protection Suite for Applications:

  • Provides unparalleled efficiency to meet stringent SLAs on mission critical applications
  • Includes ProtectPoint, DD Boost for Enterprise Apps, and Data Protection Advisor

Enhancements to Data Protection Suite for VMware:

  • Simplify the deployment while offering a software-only solution for small and mid-size VMware customers that are nearly 100% virtualized
  • Includes Avamar Virtual Edition; and is intended to be sold into new or existing Data Domain Virtual Edition environments
  • Continues to be sold exclusively through EMC Partners

Data Protection Suite Enhancements

New and updated content to support these enhancements can be found within the product specific partner enablement centers on the Partner Portal.

3.  2016 Partner Sales Plays

If you’re not sure where to begin with the Data Protection Everywhere message, watch for to these 2016 EMC Partner Sales Plays:

  • How Suite It Is
  • Refresh to Renew
  • Protection in the Cloud
  • Data Protection for Converged Infrastructure

Each play includes its own set of documentation that was designed specifically to help EMC Partners sell.

2016 EMC Partner Sales Plays will be available soon; and will include Quick Selling Guides, Call Scripts, Emails, and other helpful collateral to help you show your customers how easy and cost effective it is for them to achieve Data Protection Everywhere. Download the EMC Partner News app to be among the first to know when 2016 EMC Partner Sales Plays are available.

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