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1 © Copyright 2012 EMC Corporation. All rights reserved.
ACCELERATE THE JOURNEY TO YOUR
CLOUD
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IT BEGINS WITH V AND ENDS WITH X APRIL 12TH. IT’S COMING!
#VSPEX
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3 © Copyright 2012 EMC Corporation. All rights reserved.
Waves Of Change
Cloud Computing
Minicomputer
Mainframe
PC/ Microprocessor
Networked/ Distributed Computing
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4 © Copyright 2012 EMC Corporation. All rights reserved.
Cloud – A New Architecture
Dedicated, Vertical Stacks
Old World – Physical New World – Virtual
Dynamic Pools Of Compute & Storage
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5 © Copyright 2012 EMC Corporation. All rights reserved.
EMC’s Mission To Lead Customers And Partners
On Their Journey To
Hybrid Cloud Computing
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6 © Copyright 2012 EMC Corporation. All rights reserved.
“Will You Pursue A Private Cloud Strategy By 2014 ?”
Private Cloud Is A Top Priority for IT
78% Yes
5% No 17%
Maybe
Source: Gartner, "Top Five Trends for Private Cloud Computing,” February, 2012
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7 © Copyright 2012 EMC Corporation. All rights reserved.
ACCELERATE THE JOURNEY TO YOUR
CLOUD
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8 © Copyright 2012 EMC Corporation. All rights reserved.
HOW DO YOU BUILD A PRIVATE CLOUD?
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9 © Copyright 2012 EMC Corporation. All rights reserved.
Build Your Own. Using Best Of Breed Components.
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10 © Copyright 2012 EMC Corporation. All rights reserved.
#1 In Storage Market Share For 2011.
EMC Is Best Of Breed.
Source: IDC Worldwide Disk Storage Systems Quarterly Tracker, March 1, 2012
25%
20%
15%
10%
5%
30%
35%
10.7% 12.4%
13.5%
28.5%
8.8%
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11 © Copyright 2012 EMC Corporation. All rights reserved.
And Growing Fastest.
EMC Is Best Of Breed.
+1%
0%
-1%
+2%
+3%
-0.3%
+1.3%
+3.0%
+0.6%
-0.3%
Source: IDC Worldwide Disk Storage Systems Quarterly Tracker, March 1, 2012
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12 © Copyright 2012 EMC Corporation. All rights reserved.
Build Your Own.
Flexibility ✓ Simplicity ✗
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13 © Copyright 2012 EMC Corporation. All rights reserved.
Converged Infrastructure. Single Product. Single Point Of Management. Single Point Of Support.
Vblock
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14 © Copyright 2012 EMC Corporation. All rights reserved.
“Which Vendor Would You Perceive To Be The Most Competent To Deliver On A Fabric Based Strategy For Your Enterprise ?”
Source: Gartner Data Center Conference Audience Poll, 2011
25%
20%
15%
10%
5%
20%
8% 7%
23%
0%
20%
9%
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15 © Copyright 2012 EMC Corporation. All rights reserved.
The Market Leader. $800M Annualized Run Rate.
Vblock
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16 © Copyright 2012 EMC Corporation. All rights reserved.
Two Great Options. Are We Done ?
Simplicity Flexibility
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17 © Copyright 2012 EMC Corporation. All rights reserved.
Is There Room For Something In The Middle ?
Simplicity Flexibility
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18 © Copyright 2012 EMC Corporation. All rights reserved.
Is There Room For Something In The Middle ?
Flexibility Simplicity
Efficiency
Introducing EMC VSPEX
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19 © Copyright 2012 EMC Corporation. All rights reserved.
EMC VSPEX SIMPLE. EFFICIENT. FLEXIBLE.
PROVEN. BY EMC.
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20 © Copyright 2012 EMC Corporation. All rights reserved.
EMC VSPEX SIMPLE. EFFICIENT. FLEXIBLE.
PACKAGED. BY PARTNERS.
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21 © Copyright 2012 EMC Corporation. All rights reserved.
Rich Ecosystem Of Technology Partners
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22 © Copyright 2012 EMC Corporation. All rights reserved.
Three Paths To Private Cloud
Best Of Breed Infrastructure Components
Converged Infrastructure
Proven Infrastructure
EMC VSPEX VCE VBLOCK
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23 © Copyright 2012 EMC Corporation. All rights reserved.
EMC Uniquely Offers All Three
EMC VSPEX VCE VBLOCK
Simpler, Faster, Lower TCO
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24 © Copyright 2012 EMC Corporation. All rights reserved.
BRINGING VSPEX TO LIFE Prasad Rampalli SVP, EMC Solutions Group
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25 © Copyright 2012 EMC Corporation. All rights reserved.
EMC VSPEX SIMPLE. EFFICIENT. FLEXIBLE.
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26 © Copyright 2012 EMC Corporation. All rights reserved.
Storage
Network
x86 Server
Hypervisor
Application
EMC VSPEX
EMC Proven Infrastructure For Data Center
Accelerate Private Cloud Adoption With Best Of Breed
SIMPLE. EFFICIENT. FLEXIBLE.
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27 © Copyright 2012 EMC Corporation. All rights reserved.
EMC VSPEX SIMPLE. EFFICIENT. FLEXIBLE.
Modular & Reusable, De-Risked
Agile, Low Cost
Leverage Investment,
Choice, Extensible
EMC VSPEX DESIGN PILLARS
Storage
Network
x86 Server
Hypervisor
Application
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28 © Copyright 2012 EMC Corporation. All rights reserved.
RICH ECOSYSTEM OF PARTNERS
EMC VSPEX
Storage
Network
x86 Server
Hypervisor
Application
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29 © Copyright 2012 EMC Corporation. All rights reserved.
EMC VSPEX Launch Solutions
Private Cloud
VMware Private Cloud
50, 100, 125, 250 Virtual Machines
Microsoft Private Cloud
50 & 100 Virtual Machines
VMware View*
250, 500, 1000, 2000 Users
Citrix XenDesktop
250, 500, 1000, 2000 Users
End User Computing
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30 © Copyright 2012 EMC Corporation. All rights reserved.
HOW DID WE MAKE IT HAPPEN?
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31 © Copyright 2012 EMC Corporation. All rights reserved.
EMC VSPEX
Proven Infrastructure
Private Cloud
Vmware 50 Users
1 2
EMC VSPEX
Proven Infrastructure
Private Cloud
Vmware 100 Users
3
EMC VSPEX
Proven Infrastructure
Private Cloud
Vmware 125 Users
4
EMC VSPEX
Proven Infrastructure
Private Cloud
Vmware 250 Users
5
EMC VSPEX
Proven Infrastructure
Private Cloud
Hyper-V 50 Users
6
EMC VSPEX
Proven Infrastructure
Private Cloud
Hyper-V 100 Users
7
EMC VSPEX
Proven Infrastructure
End User Computing
VMWare View
250 Users
8
EMC VSPEX
Proven Infrastructure
End User Computing
VMWare View
500 Users
9
EMC VSPEX
Proven Infrastructure
End User Computing
VMWare View
1000 Users
10
EMC VSPEX
Proven Infrastructure
End User Computing
VMWare View
2000 Users
11
EMC VSPEX
Proven Infrastructure
End User Computing
Citrix
250 Users
12
EMC VSPEX
Proven Infrastructure
End User Computing
Citrix
500 Users
13
EMC VSPEX
Proven Infrastructure
End User Computing
Citrix
1000 Users
14
EMC VSPEX
Proven Infrastructure
End User Computing
Citrix
2000 Users
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32 © Copyright 2012 EMC Corporation. All rights reserved.
EMC VSPEX
Proven Infrastructure
Private Cloud
Vmware 50 Users
1 2
EMC VSPEX
Proven Infrastructure
Private Cloud
Vmware 100 Users
3
EMC VSPEX
Proven Infrastructure
Private Cloud
Vmware 125 Users
4
EMC VSPEX
Proven Infrastructure
Private Cloud
Vmware 250 Users
5
EMC VSPEX
Proven Infrastructure
Private Cloud
Hyper-V 50 Users
6
EMC VSPEX
Proven Infrastructure
Private Cloud
Hyper-V 100 Users
7
EMC VSPEX
Proven Infrastructure
End User Computing
VMWare View
250 Users
8
EMC VSPEX
Proven Infrastructure
End User Computing
VMWare View
500Users
9
EMC VSPEX
Proven Infrastructure
End User Computing
VMWare View
1000Users
10
EMC VSPEX
Proven Infrastructure
End User Computing
VMWare View
2000Users
11
EMC VSPEX
Proven Infrastructure
End User Computing
Citrix
250 Users
12
EMC VSPEX
Proven Infrastructure
End User Computing
Citrix
500 Users
13
EMC VSPEX
Proven Infrastructure
End User Computing
Citrix
1000 Users
14
EMC VSPEX
Proven Infrastructure
End User Computing
Citrix
2000 Users
600 Engineers 9000 Years Of
Experience
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33 © Copyright 2012 EMC Corporation. All rights reserved.
EMC E-Lab Backend The Industry's Most Comprehensive Interoperability Lab
$3 Billion Investment
650 Cooperative Support Agreements
Access To 150+ More Through TSANet
Over 15 Years Experience
100+ Engineers
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34 © Copyright 2012 EMC Corporation. All rights reserved.
Reinventing Solution Delivery
VSPEX Labs
Validations Best Practices
Demonstrations
Partner Accessible Certification
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35 © Copyright 2012 EMC Corporation. All rights reserved.
VSPEX Labs
Partner Accessible Remote Access Lab
24x7x365 Accessibility
Self-Service, On-Demand Live Labs
Validate New VSPEX Infrastructures
Cloud Based Customer Demos
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36 © Copyright 2012 EMC Corporation. All rights reserved.
Simplifying Solution Support
Cooperative Support Agreements
Consistent Process for – Customer Engagement and Escalations
– Resolution and Communication
Some Partners Offer First Line Support
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37 © Copyright 2012 EMC Corporation. All rights reserved.
EMC VSPEX SIMPLE. EFFICIENT. FLEXIBLE.
EMC Proven Infrastructure For Data Center
Accelerate Private Cloud Adoption With Best Of Breed
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38 © Copyright 2012 EMC Corporation. All rights reserved.
ACCELERATE THE JOURNEY TO YOUR
CLOUD
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39 © Copyright 2012 EMC Corporation. All rights reserved.
VSPEX & THE CHANNEL Gregg Ambulos Senior Vice President Global Channel Sales, EMC Corporation
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40 © Copyright 2012 EMC Corporation. All rights reserved.
2011 – A Record Breaking Year
Exceeded All Revenue Objectives
Recruited 5,000+ New Partners
1,700 Partners Selling For The First Time
30% Increase In New Accounts
40% Increase In Technical Certifications
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41 © Copyright 2012 EMC Corporation. All rights reserved.
Channel Recognition & Leadership
Gregg Ambulos Leonard Iventosch
Fred Kohout
Linda Connly
ADVANCED COMPUTING AWARD
2011
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42 © Copyright 2012 EMC Corporation. All rights reserved.
Analyst Commentary
“We believe EMC is taking share from NTAP... In addition, we believe expansion in the channel, which is NTAP’s strength, is hurting NTAP’s
low end.”
“We think the company can sustain this leverage momentum as the channel penetration efforts are likely to bear more fruit.”
“…many of the VARs we surveyed also highlighted vast improvements EMC has made around its channel program in recent quarters.”
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43 © Copyright 2012 EMC Corporation. All rights reserved.
EMC 2012 Financial Objectives $22.0B
2011 2012
$20.0B 10% Revenue Growth
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44 © Copyright 2012 EMC Corporation. All rights reserved.
Create One Global Storage Channel
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45 © Copyright 2012 EMC Corporation. All rights reserved.
Our First Channel Only Products
Take More Share!
DATA DOMAIN DD160 VNXe
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46 © Copyright 2012 EMC Corporation. All rights reserved.
…To Channel Only Solutions
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47 © Copyright 2012 EMC Corporation. All rights reserved.
Choice
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48 © Copyright 2012 EMC Corporation. All rights reserved.
VSPEX Partner Benefits
• Channel Only!
• Market Expansion Opportunity
• Aligns With Partner Solution Based Selling Motion
• Increased Relevance
• Enhanced Margins
• Faster Sales Cycle & Deployment
• EMC And Channel Partner Co-Branding
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49 © Copyright 2012 EMC Corporation. All rights reserved.
VSPEX Partner Experience
Proven Reference
Architectures
Enablement Via GTM Collateral
VSPEX Lab For Testing, Validation &
Demo’s
Leverage EMC Branding & Marketing Campaigns
Flexible Procurement
With EMC Financing
1 3 4 2 5
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50 © Copyright 2012 EMC Corporation. All rights reserved.
Available Through Distribution Worldwide
Partner On-boarding
Knowledge Transfer
Pre-Sales & Technical Support
Integration Services
Demand Generation
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51 © Copyright 2012 EMC Corporation. All rights reserved.
The Channel & EMC VSPEX
2012 Is EMC’s “Year Of The Channel” – More Investment, Leverage & Engagement
EMC VSPEX Represents A Huge Opportunity – Proven Infrastructure To GTM To Financing
– Accelerate The Journey To Cloud Computing
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53 © Copyright 2012 EMC Corporation. All rights reserved.
Jason Nolet VP, Data Center & Enterprise Networking
Cynthia Gallant VP, Channel Strategy & Development
Don Hoppock Director, Advanced Computing & Storage
Mike Schultz GM, Windows Server & Virtualization Marketing
Scott Look VP & GM, Technology Infrastructure Solutions
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55 © Copyright 2012 EMC Corporation. All rights reserved.
Jim Blakely IA Systems Integration Division Marketing
Brandon Sweeney VP, Americas Channels
Rich Pereira VP, US Sales Major & National Accts
Wendy Bahr SVP, Global & Strategic Partners
Pete Koliopoulos VP, NA Marketing, Enterprise Computing Solns
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57 © Copyright 2012 EMC Corporation. All rights reserved.
ACCELERATE THE JOURNEY TO YOUR
CLOUD
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58 © Copyright 2012 EMC Corporation. All rights reserved.
ACCELERATE THE JOURNEY TO YOUR
CLOUD