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  • Title Month Year


  • 1. EMC Solution Centers Changing the Virtualization Landscape
  • 2. The Big Picture
  • 3. Information is expanding rapidly In 2006, 173 billion Gigabytes of information was created annually By 2011, 1,773 billion Gigabytes will be created annually IDC White Paper – “The Diverse and Exploding Digital Universe”, March 2008 – Sponsored by EMC
  • 4. Bringing new information challenges
    • Dramatic growth of information
    • Increased infrastructure complexity
    • Reducing capital and operational costs
    • Improving flexibility and responsiveness
    • Delivering better service levels
    • Protecting against information loss
    • Securing against unauthorized access
    • Complying with legal / corporate mandates
    • Leveraging information in new ways
    • Using infrastructure to drive the business
    Managing growth Managing risk Managing effectiveness Creating new value
  • 5. Creating a shift in responsibility 70% of the world’s information will be created by individuals 85% will be the responsibility of organizations to ensure security, privacy, reliability, and compliance Source: IDC White Paper, "The Diverse and Exploding Digital Universe," Sponsored by EMC, March 2008
  • 6. EMC has the answers EMC is the world’s leading provider of information infrastructure technologies and solutions. We help organizations and individuals avoid the risks and reduce the costs associated with managing information, while fully exploiting its value for competitive advantage. We release the power of information.
  • 7. We’re a fast-growing, global technology company Revenues (2007): $13.2 billion Net Income (2007) $ 1.7 billion Employees (end Q1 ‘08 worldwide): >38,000 Countries with EMC operations: >60 R&D Investment (estimated 2008): ≈ $1.8 billion Total Cash and Investments (end Q1): $ 7.9 billion Free Cash Flow (Q1 08) $ 717 million Market Capitalization: (June 18) ≈ $34 billion Founded: 1979
  • 8. With 5 years of consistent growth
  • 9. The next challenge: Virtualization
  • 10. Virtualization is a transformational change
  • 11. Delivering huge consolidation advantages Before VMware Before VMware Servers 1,000 Storage Direct Attach Network (Cables/Ports) 3,000 Facilities (Racks) 200 Power Whips 400 After VMware Servers 80 Storage Tiered SAN/NAS Network (Cables/Ports) 400 Facilities (Racks) 10 Power Whips 20
  • 12. Solving a range of issues
  • 13. Yet raising customer expectations
      • Increased simplicity
      • More for less
    More services Improved SLAs
      • Data growth
      • Difficult to extract business value
      • Not controlled
      • Unstructured
      • Financial Pressures
      • Budgets squeezed
      • New business challenges
      • People costs
      • Organizational Costs
      • Power cooling space
      • Business continuity
      • 24/7 availability
      • Complexity
      • Regulatory requirement
      • Multi-vendor environment
      • IT manageability
  • 14. Only EMC has a solution for all of them
  • 15. Providing many virtualization opportunities
  • 16. Putting EMC on the virtualization map
  • 17. Channel Partner are the key
    • They have access to key prospects
    • They are dedicated to providing technology solutions and services
    • Given the right support, they will become EMC advocates
    • They are keen to meet their own sales targets in a business environment that is becoming more and more competitive
    • They want – and need – something unique they can promote, sell and profit from
  • 18. EMC Channel Partners EMEA - 2006
    • A 5-Tier channel environment
    • Over 300 direct tier Partners
    • Little or no cross-selling
    • Limited growth paths for Partners
      • Too complicated with no dedicated sales links
      • Too many hurdles for partner to jump
      • No differentiation between Partners
      • Logistical issues communicating with Partners
      • A hardware focus on Symmetrix
      • Software seen as a discountable extra
      • No sense of where EMC wanted to take Partners in the future
  • 19. EMC Channel Partners EMEA – 2007 The EMC Velocity 2 Partner Program delivers tiered benefits and rewards based on revenue and accreditation achievements. Solution Centers Partners with expertise in Microsoft, Oracle, SAP, or Cisco, operating an EMC Velocity 2 Signature Solutions Center, and Authorized Services Network members Affiliate Partners Partners who sell Velocity 2 products and access the program through the EMC distribution network Solution Partners Partners accredited in EMC’s Proven Professional Program with (Consolidate, Backup, Archive, and Protect) solutions expertise
  • 20. EMC Solution Centers EMEA - 2008 EMC Signature Solution Centers have been opening rapidly across EMEA 13 opened in the first half of 2008 By the end of 2008, there will be 24
  • 21. What are EMC Solution Centers?
    • A Partner and EMC showcase for Proven Solutions based on an application running on EMC hardware and software and Partner services, offering:
    • Complete integration
    • – hardware, software
    • and services
    • Solutions and product
    • demonstrations
    • BU, Recovery and
    • Archiving solutions
    • Virtualization solutions
    • Application testing
    • Application migrations
    • Seminars
  • 22. EMC Solution Center Focus - 2008
      • Total Virtualized Solutions
      • The market is full of opportunities for virtualization new business. TVS is a platform for an 18-month demand generation campaign that will deliver brand synergy and continuity
      • The Solution Centers need to be recognized as a unique opportunity for prospects to test their virtualization options
      • There is an opportunity to demonstrate to prospects that EMC and Solution Centers have the perfect virtualization solution for them, with a f ocus on VMware and other virtualization solutions:
        • File Virtualization – IP/NAS consolidation
        • SAN Virtualization – consolidation and redundancy
        • De-duplication – full integration with VMware through EMC Avamar
  • 23. THANK YOU.