Solutions Marketing
                       EMC

Presented to:
Stephen T. Hurley
Solutions Marketing




Presented by:
Abha...
Agenda
                                  Solutions       Solutions
 What is EMC2        Offerings    Definition      Offer...
What is EMC

   • EMC is the worlds' leading developer and provider of information
     infrastructure technologies.
   • ...
Offerings
   • Products.- to secure the dynamic generation of information
         – Hardware and software to created an i...
Offerings

   • Services
         – IT services- Design and implement technology from basic to
           complex, includi...
Solutions Definition
“An EMC Proven Solution is the repeatable applied knowledge of how to
          optimally integrate h...
EGG
                              CIO/LOB


                           Business value
                           Risk redu...
Offerings
    • Solutions- Combination of Product and Services
          – Business Need
                 • Business conti...
Solutions Timeline
2007                     Idea
• Idea
                                     Solutions
                   ...
EMC2 on the Solutions Roadmap

                          Enable the Organization          Operationalize
Sell only discret...
“Marketing Services: Wunderman… ranks
           No. 1 worldwide”
 Advertising Age, Dec. 31, 2007


 Agency A-List:
 The O...
Company Description
The global network of marketing agencies
 spanning 123 offices over 53 countries.
North America       ...
Offerings



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Marketing   WUNDERMAN          Brand
                             Management
Solutions Capabilities

         PLANNING &                                CLIENT
         INSIGHTS                       ...
Solutions Roadmap
                          Enable the Organization      Operationalize
Sell only discret                 ...
Comparison (Offering and Solutions Strategy)

                           EMC            Wunderman
Customization
          ...
Comparison (Thought Leadership)
Company Analysis
    Strengths
                                                       Weaknesses
S   •Direct sales force
 ...
Challenges
• Continue forming strategic alliances with market leaders in new
  technologies
• How to empower sales force w...
Recommendations
• Strategic Alliances
• Use metrics and value added to empower
• Create high value offerings with disrupti...
Solutions Marketing @ EMC
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  • We said EMC has come a long way on the Solutions Roadmap. However where exactly do we find them on the Roadmap? EMC had long realized the combination of the products and services could add much more value to their customers. Over the last 3-4 years they had managed to enable organization change towards a Solutions based organization. We perceived them to be at the Level 3 on the Roadmap.Our reasons: 1.They have developed a Portfolio and made the organizational changes necessary to leverage its solutions successes2. They are making strategic alliances to build a competitive advantage.3. There is a change to customer needs based segmentation (Industry, application, Infrastructure)They believe they have completed Phase 3 successfully and are ready to trigger Phase 4They think they have enough proof of concepts and other thought leadership activities.So where do they see themselves moving on from here, or what is their final destination? Perhaps Solutions Mastery, may be not ! They would like to leverage on the successful completion of the Phase 3 of the Solutions Roadmap. Optimization of the organizational changes to evolve as preferred Solutions provider, i.e phase 4. They don’t see themselves as being a complete transformed organization. They are a reputable product based company and they wouldn’t like to let go of their core revenue generator, at least from the present perspective
  • EMC has videos fromSenior Vice-president of InformationInfrasestructureSolutionontheircommitment in developingsolutionsto real customerchallenges.EMC publishes a wide variety of timely resources that range from analyst reports and data sheets to demos and white papers.EMC publishes a newsletter that focuses on the new age of case management and how automating case-based processes is changing the way companies respond to a variety of business challenges.EMC also sponsors and hosts severaleventsfocusedonovercomingtechnologicalproblemsThe EMC Communityis a place where professionals can find and share ideas through our blogs, social networking tools, and RSS feeds.Wundermanofferspublications, articles, presentations, whitepapers, videos and blogs aboutthecompany and its marketing initiatives.
  • Solutions Marketing @ EMC

    1. 1. Solutions Marketing EMC Presented to: Stephen T. Hurley Solutions Marketing Presented by: Abhay Prashad Gary Zhang Tejes Nayak Edith Olivares Majid Radaei Fabian Ochoa Jun 17, 2010
    2. 2. Agenda Solutions Solutions What is EMC2 Offerings Definition Offerings Offerings and Sol. What is Capabilities Wunderman Roadmap Timeline Wunderman Challenges and Roadmap Comparison SWOT Recommendations
    3. 3. What is EMC • EMC is the worlds' leading developer and provider of information infrastructure technologies. • Funded in 1979, with more than 35,000 employees, offices in more than 60 countries. • In 2009, EMC achieved $14.0 Billion. is one of the most valuable technology companies, alongside Cisco, Intel, Oracle and Microsoft. • EMC enable people and organizations to store, protect, manage analyze and use information for business advantage. SOURSE: http://www.emc.com/about http://www.emc.com/about/news/press/2010/20100126-earnings.htm Rob Leavitt of Solutions Insights, prepared this case as the basis for class discussion. It is not intended to illustrate either effective or ineffective handling of a marketing situation. © 2010 by Solutions Insights.
    4. 4. Offerings • Products.- to secure the dynamic generation of information – Hardware and software to created an information structure • Archiving, IT management, Replication, Storage, Virtualization • Services – Consulting.- Base on seasoned professional worldwide. • Business- product innovation, customers’ experience, operation • Application- leverage business application, integration • Infrastructure- improve data governance, optimize risk manage http://www.emc.com/collateral/services/consulting/h5566-conslt-itserv-svo.pdf
    5. 5. Offerings • Services – IT services- Design and implement technology from basic to complex, including remote resources – Managed Services- maintain and control information infrastructure, in the day to day operations. • Assessment Services, Migration Services, Disk Security Services http://www.emc.com/collateral/services/consulting/h5566-conslt-itserv-svo.pdf
    6. 6. Solutions Definition “An EMC Proven Solution is the repeatable applied knowledge of how to optimally integrate hardware, software, and services as sold, delivered, and supported by EMC and its partners, to solve customer problems.”
    7. 7. EGG CIO/LOB Business value Risk reduction Agile organization Application Owner Infrastructure Owner SLA: Consistency across performance, protect applications ion Improve utilization Efficient test/dev of resources environments Simplified Rapid deployment management EMC – delivering a win-win across the IT organization Product features and services supporting key applications Proven Solutions and Reference Architectures Alliance relationships Courtesy of Steve Blanchet. EMC.
    8. 8. Offerings • Solutions- Combination of Product and Services – Business Need • Business continuity and Availability S • Virtualization Information Infrastructure S. – Industry • Energy Solutions • Healthcare and Life Sciences Solutions – Platform, Application • Data Warehouse • Mainframe S. • Solution for Microsoft, oracle, SAP http://www.emc.com/solutions/index.htm#
    9. 9. Solutions Timeline 2007 Idea • Idea Solutions Group 2007 •Formation Solutions Group VCE Phase 3 2009 • Phase 3 - VCE Phase 4 2012 •Phase 4
    10. 10. EMC2 on the Solutions Roadmap Enable the Organization Operationalize Sell only discret the Plan Sustain Momentum offerings and Growth EMC2 THE PULL AND PRODUCT PRODUCT PROVEN ADVANCE PUSH COMBINATION SOLUTIONS SOLUTION Team Leverage Opportunistic Solution Successes May be! What is next step?
    11. 11. “Marketing Services: Wunderman… ranks No. 1 worldwide” Advertising Age, Dec. 31, 2007 Agency A-List: The Ones to Watch “In 2008 direct agency Wunderman turned 50 and continued to further redefine the role a direct- marketing agency can play for marketers…” Advertising Age, Jan. 19, 2009
    12. 12. Company Description The global network of marketing agencies spanning 123 offices over 53 countries. North America EMEA 2 Countries 30 Countries 31 Offices 54 Offices 2,000+ People 2,000+ People Asia Pacific LATAM 11 Countries 10 Countries 24 Offices 14 Offices 850+ People 700+ People
    13. 13. Offerings Advertisement Marketing WUNDERMAN Brand Management
    14. 14. Solutions Capabilities PLANNING & CLIENT INSIGHTS OPERATIONS RELATIONSHIP MARKETING MARKETING SCIENCES SOLUTIONS CAPABILITIES MEDIA & DIGITAL OPTIMIZATION CREATIVE RETAIL MARKETING
    15. 15. Solutions Roadmap Enable the Organization Operationalize Sell only discret the Plan Sustain Momentum offerings and Growth THE PULL AND PRODUCT PRODUCT PROVEN ADVANCE PUSH COMBINATION SOLUTIONS SOLUTION Leverage Opportunistic Solution Successes
    16. 16. Comparison (Offering and Solutions Strategy) EMC Wunderman Customization It depends! Very high Repeatability Yes No Easy to replicate Yes No Solutions sales Direct sales (can channel Direct sales be both) Engineering involvement High None Set solutions quote online Yes No
    17. 17. Comparison (Thought Leadership)
    18. 18. Company Analysis Strengths Weaknesses S •Direct sales force W •6 solutions centers worldwide •Competitors offer comprehensive solutions •Customer based solutions initiatives •Market leader in storage •Reputable product line •Consistent technological and innovations •Strong partner relationships •First mover advantage in virtualization and clouds computing •CSR – Environmental friendly Opportunities Threats O T •Strategic alliances •Bigger Tigers have more resources to •Solutions development replicate EMC’s solution offerings •Global business expansion •Higher requirements of services •Social networking •Speed of growth limited •Integrate solutions among engineers, sales and marketing •Lack of continuous value added
    19. 19. Challenges • Continue forming strategic alliances with market leaders in new technologies • How to empower sales force with knowledge on products, services, solutions, without losing focus? • How to keep sustainable growth? • Risks associated with merger, acquisitions and investments
    20. 20. Recommendations • Strategic Alliances • Use metrics and value added to empower • Create high value offerings with disruptive innovations. • Leverage on Online Community. • When partnering, retain control and brand identity • Develop Emerging Markets • Explore local partnerships in Emerging Markets.

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