How to benefit from the EMC Partner programs for ISV, OEM, SaaS & DPO? Timothée Wirth EMEA Sales Director OEM, ASP, BPO & SaaS Sales Email: [email_address]

EMC’s Evolution © Copyright 2008 EMC Corporation. All rights reserved. Information Infrastructure 2005+ 2003-2005 Storage and Information Management Storage Company 1991-2002

EMC’s Investment in Developing Innovative Technology Approximately $4 Billion in Direct R&D – PLUS $7 Billion Invested in... 3/03 1/04 1/05 1/06 1/07 Services Virtualization / Data Mobility Resource Management Content Management Availability / Archiving Information Security (Berkeley Data Systems)

What EMC Does information infrastructure makes information work with increased value, flexibility, efficiency, and cost savings. storing more efficiently next generation backup and archive making protection effective and affordable securing critical assets automating data center operations leveraging content for competitive advantage virtualizing your information infrastructure accelerating business value for applications

The EMC Difference: EMC Documentum Content-Enabled Solutions™ Expertise Industry/government Business/operational processes Professional Services Strategic consulting Implementation Integration Training Support World-Class Partners Over 500 partners: ISV, OEM, ASP, BPO, SI Professional services Designed for EMC Certified Offerings ECM Platform Product Suites EMC Documentum Solution Frameworks™

Expertise

Industry/government

Business/operational processes

Professional Services

Strategic consulting

Implementation

Integration

Training

Support

World-Class Partners

Over 500 partners:

ISV, OEM, ASP, BPO, SI

Professional services

Designed for EMC Certified Offerings

ECM Platform

Product Suites

EMC Documentum Solution Frameworks™

Partnering programs designed to meet the needs of all business models ISV Resellers and OEM’s Application Specific Resellers, Embedded Package SW SaaS, BPO & Business Service Providers Access to innovative, scalable Infrastructure products w/complimentary business models Global Alliance Partners Jointly define, test, integrate, deliver, and support Services and Consulting Partners Full range of complementary services Reseller Channels VAR Programs

Why would you benefit from this Program? You want to « Content Enabled » your Application or Product (i.e. You want to sell your Product with additional functionalities ) You need to deploy an Infrastructure before to generate your revenue You are an independent Sales Channel (i.e. You have your own sales force which does not need to partner with the EMC Documentum Sales Force) You want only your Brand to be visible to your customers You want to retain 100% of the customer relationship (including Technical Support for your product) You want to reduce Engineering costs on the platform You want to focus your developers on your core Business Functionalities (and not Content Mgt Platform features) You want to reduce your Time to Market You want to license the EMC products through a BPO, SaaS or ASP business model (i.e. Share the Risk)

You want to « Content Enabled » your Application or Product (i.e. You want to sell your Product with additional functionalities )

You need to deploy an Infrastructure before to generate your revenue

You are an independent Sales Channel (i.e. You have your own sales force which does not need to partner with the EMC Documentum Sales Force)

You want only your Brand to be visible to your customers

You want to retain 100% of the customer relationship (including Technical Support for your product)

You want to reduce Engineering costs on the platform

You want to focus your developers on your core Business Functionalities (and not Content Mgt Platform features)

You want to reduce your Time to Market

You want to license the EMC products through a BPO, SaaS or ASP business model (i.e. Share the Risk)

How to become an Velocity Technology & ISV Content Management Specialty Partner?

EMC Documentum Architecture Overview Tools Design Config Admin Enterprise Content Services: Catalogs … Application Services Content Services Process Services Comp-liance Services XML Services Archive Services Repository Infrastructure Repository Infrastructure Foundation Security Services Repository Services High-Volume Services Repository Services Application / Experiences Presentation Infrastructure Experiences Presentation Components

The Cost of Development Server RDBMS Search Content Mgmt. Services App Server Your Application Content Mgmt. Services Your Appl i cation Your Application Content Mgmt. Services Without EMC Increase Business Value Without EMC , each application vendor needs to develop at least basic components to secure access to information with no guarantee to support any type of hardware and to make this information reusable by other applications across the enterprise With EMC , application vendors can focus their R&D effort on what makes value for their customers, support any type of hardware seamlessly and rely on an open Information Lifecycle Management platform that allows the information to be shared across the enterprise Your Application Your Application Server Complexity Reusability Portability Budget Resources Budget Resources With Inside

OEM Models for OEM, SaaS & DPO Partners Benefits of OEM for any Partner who wants to deploy a Product , a Service or an Application as a Service Typical ISV, OEM, SaaS or DPO requirements Deep integration and customization of the Documentum Components Access to the Complete EMC Documentum stack (Captiva, Content Server, xPression, xDB, etc…) Product Configuration Flexibility (Outsourcing, Insourcing, …) Pricing Model Flexibility (Risk vs. Reward) Specialized 3rd Level Technical Support Program EMC and Partner responsibilities EMC provides the software and technical support Partner deploys the Service/Application, and manages the entire stack, including hosting Partner Application or BPO Service HW / Storage Partner hosted SaaS Common Services D6.5 InputAccell Dispatcher xPression

Typical ISV, OEM, SaaS or DPO requirements

Deep integration and customization of the Documentum Components

Access to the Complete EMC Documentum stack (Captiva, Content Server, xPression, xDB, etc…)

Product Configuration Flexibility (Outsourcing, Insourcing, …)

Pricing Model Flexibility (Risk vs. Reward)

Specialized 3rd Level Technical Support Program

EMC and Partner responsibilities

EMC provides the software and technical support

Partner deploys the Service/Application, and manages the entire stack, including hosting

EMC Powers Hundreds of OEM and SaaS Products & Solutions http://software.emc.com/oem

ISV, OEM, DPO and SaaS offerings in all markets and application areas… Internet Banking Risk Management, Corporate Governance Credit Union Solution for SMB’s Legal eDiscovery Contract Management for Financial Services A/R, A/P, and Invoice Automation Insurance Claims Processing Consumer & Commercial Loans Processing 401K Administration Tax Software Collaboration Services M&A Collaborative Workspaces Credit Risk Management Solutions Wealth Management Managed Hosting Services Disaster Recovery Medical Records / Image Archiving Capture BPO and Document Transaction Processing … .

Internet Banking

Risk Management, Corporate Governance

Credit Union Solution for SMB’s

Legal eDiscovery

Contract Management for Financial Services

A/R, A/P, and Invoice Automation

Insurance Claims Processing

Consumer & Commercial Loans Processing

401K Administration

Tax Software

Collaboration Services

M&A Collaborative Workspaces

Credit Risk Management Solutions

Wealth Management

Managed Hosting Services

Disaster Recovery

Medical Records / Image Archiving

Capture BPO and Document Transaction Processing

… .

Key success factors to successful OEM, SaaS & DPO Partners Sales Independent Sales Team Business Plan Flexible Licensing Rights to copy, Sub licensing Outsourcing, Insourcing Marketing Horizontal or Vertical Industry Specific Knowledge Marketing plan Engineering & Product Mgt Horizontal or Industry Vertical Application Focus EMC Documentum product skills Road Map Reviews Support Independent 1st and 2 nd levels support Sales Marketing Engineering Support key factors to success

Sales

Independent Sales Team

Business Plan

Flexible Licensing

Rights to copy, Sub licensing

Outsourcing, Insourcing

Marketing

Horizontal or Vertical Industry Specific Knowledge

Marketing plan

Engineering & Product Mgt

Horizontal or Industry Vertical Application Focus

EMC Documentum product skills

Road Map Reviews

Support

Independent 1st and 2 nd levels support

Call For Action  Go to Market Plan Combining Partner Type, Model and Resources Market Partner value proposition Target Market definition Business Drivers Competition Resources Business Plan Application/Product/Service definition Positioning & Pricing Revenue projections Sales Cycle Management Product Planning Phased, Timing Support, Training Licensing Terms Revenue Model (OEM, ASP, DPO, SaaS)

Market

Partner value proposition

Target Market definition

Business Drivers

Competition

Resources

Business Plan

Application/Product/Service definition

Positioning & Pricing

Revenue projections

Sales Cycle Management

Product Planning

Phased, Timing

Support, Training

Licensing Terms

Revenue Model (OEM, ASP, DPO, SaaS)

ISV, OEM, SaaS and DPO Program Resources EMC Inside microsite: www.emcinside.com Partner Support for Content Enabled Solutions Strategy: http://www.emc.com/microsites/documentum-content-enabled-solutions/partners.htm “ Design for EMC Documentum” Application Portfolio: http://www.software.emc.com/microsites/application_portfolio/index.jsp Velocity Technology & ISV Program registration: http:// fusion.emc.com /ISV/ Click here to get more Information…

EMC Inside microsite: www.emcinside.com

Partner Support for Content Enabled Solutions Strategy: http://www.emc.com/microsites/documentum-content-enabled-solutions/partners.htm

“ Design for EMC Documentum” Application Portfolio: http://www.software.emc.com/microsites/application_portfolio/index.jsp

Velocity Technology & ISV Program registration: http:// fusion.emc.com /ISV/