emc and vmware vspex playbook · who: it manager, desktop admin, backup admin, cto, infrastructure...
TRANSCRIPT
VMware and EMC VSPEX Program Partner Marketing Playbook
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How To Use This Playbook
The VMware and EMC VSPEX Marketing Playbook is your one-
stop shop for information needed to sell and market this
solution.
The playbook includes key sections to get you enabled (learn),
create demand for the solution (market), and create pipeline
and revenue (sell).
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LEARN This section contains the key information
to get enabled to sell this solution
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1. Learn
What do you need to know to be ready to market and sell this solution?
Partner briefing
VSPEX is a simple, efficient virtualized infrastructure solution sold exclusively
through channel partners. VSPEX are proven infrastructures and proven applications
powered by technologies from an ecosystem of leading vendors.
VSPEX Solutions with the VMware View Mobile Secure Desktop enables secure
remote access across multiple devices and allows customers to effectively support
bring your own device (BYOD) initiatives.
This solution allows anytime anywhere access for users and because this solution
automates desktop management operations, it will reduce costs and free up IT so
customers can do more with the same resources.
Additionally, VSPEX proven solutions deliver predictable performance and
continuous availability for customers’ end user computing environment ensuring a rich
end user experience while enforcing compliance, data security, high-availability,
and increasing IT productivity.
LEARN MARKET SELL
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1. Learn
Positioning the Solution
Who: IT Manager, Desktop Admin, Backup
Admin, CTO, Infrastructure Manager
Where: Companies looking to size > 2000
virtual desktops
How: With EMC VSPEX and VMware
Horizon View
EMC VSPEX Solution: End-User Computing
VSPEX provides the foundation that enables delivery
of flexible and mobile desktops to customers,
wherever they are, while maintaining control and
security in the datacenter. VSPEX leverages
enterprise flash drives (EFD) to deliver predictable
performance and better response times and alleviate
traditional boot storm issues. With VSPEX customers
can centrally manage, protect, and insulate user’s data
from cyber-attacks. They can test and qualify new
applications and patches in isolation and then deliver
approved updated uniformly, securely, and quickly.
Plus IT can backup the EUC infrastructure & end user
data, but empower end-users to recover.
Improved Response Time with EFD & FAST Cache
An agile & predictable End user experience
Eliminate Risk with Pre-validated Architectures
LEARN MARKET SELL
Centralized Management
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1. Learn
Solution information
VSPEX Private Cloud with
VMware vSphere
Customer presentations SMB
Customer presentation MID
Top reasons
Solution overviews SMB
Solution overview MID
Technical Content
White Board Video SMB
White Board Video MID
LEARN MARKET SELL
VSPEX End User Computing
with VMware Horizon View
Customer presentations
Top reasons
Solution overviews
Technical Content
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MARKET Here you’ll find the marketing programs available, suggestions
on how to run them, and recommended touch plans
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LEARN MARKET SELL 2. Market
Overview:
This program targets mid-size organizations who are looking to create a secure mobile desktop
environment that delivers a great user experience across any device or network.
Two persona-based programs have been developed (IT-Manager & IT-Director/Executive) –
each program is designed to be executed as a series of multi-touch tracks.
Solution Focus: End user computing solutions.
Messaging Theme: Take the easy route
Execution: Partner led execution leveraging the turn-key campaign materials developed by VMware
and EMC.
Materials include:
Digital, direct mail, and event marketing materials
Partner sales and technical enablement, marketing playbook, campaign cheat sheet
Scheduled Availability:
English: April 26, 2013
Localized Versions: Late May
Demand Generation Program Overview
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Persona: IT-Manager
Touch Plan 1:
2 Emails, 1 Direct Mailer (email alternative available), 3 Landing Pages
Calls to Action: Infographic, ESG Whitepaper, Architectural Roadmap, Video
Event Emails, Registration Page, Customer Presentation, Event Resources
Persona: Executive
Touch Plan 2:
1 Email, 1 Direct Mailer, 1 Landing Pages
Calls to Action: Infographic, Customer Case Study
2. Market LEARN MARKET SELL
Demand Generation Program Components
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2. Market
How the campaign works (Campaign Persona: IT Managers)
LEARN MARKET SELL
TOUCH 1
TOUCH 2
DM or Email
TOUCH 3
TOUCH 4
Telemarketing
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CTA: Infographic CTA: Architecture
Blueprint CTA: Whiteboard Video
Telemarketing
& selling guide
Event Campaign
& Support Docs
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2. Market
How the campaign works (Campaign Persona: Executives)
LEARN MARKET SELL
TOUCH 1
TOUCH 2
DM
TOUCH 3
TOUCH 4
Telemarketing
CTA: Infographic (HTML) CTA: Infograpphic (HTML) CTA: Telemarketing
& selling guide
Event Campaign
& Support Docs
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2. Market LEARN MARKET SELL
Determine Execution
Method
Prepare to Execute
Provide ROI
Planning Review Marketing Playbook and Campaign Cheat Sheet
Getting Started
Choose how to execute your campaign:
1. VMware Grid
2. VMware Partner Central
3. EMC Velocity Partner Marketing Guide
1. Work with VMware regional Partner Marketing Bureau
2. Partner Concierge to execute the campaign
3. Do it yourself
Register Your Deals
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SELL Here you’ll find special incentives for you to sell along with sales
tools you can use to help sales qualify leads
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3. Sell LEARN MARKET SELL
The Challenge: Mobile Workforce. Users now demand access to business applications and data on
any device, anytime, anywhere. Traditional IT systems and policies are designed to support static
workstations, and not devices that promote flexibility and mobility.
The Solution: VSPEX End User Computing with VMware View
Simple
•Simplified management
•Simplified backup and recovery
Performance Driven
• Increase business agility
• Increase storage utilization
• Improve IT productivity
•Speed up your backups
• Improve end user acess
Scalable
•Scale as you grow architecture
•Faster deployment
VMware End User Computing and EMC VSPEX Joint Messaging
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3. Sell LEARN MARKET SELL
VMware Solution Rewards & Rebates
NEW
Requirements
• Rebate effective through Mar 1 – Jun 30, 2013
• Capped at first 400 deals
– 200 AMER, 120 EMEA, 80 APJ
• Requires VMware Registration
• VSPEX Approved Registration
• Minimum VMware deal of $20,000 USD (net)
• Any combination of VMware SKUs
Solution Rewards Program Rebates*
REWARDS FOR EARNING COMPETENCIES
FIRST-TIME
SALE BONUS STANDARD REBATE
N/A 2%**
10%
* Rates subject to change check T’s and C’s on Partner Central
** Emerging markets only
Infrastructure
Virtualization
COMPETENCIES
Desktop Virtualization
Business Continuity
Virtualization of Business
Critical Apps
Infrastructure as a
Service
Management
+ 10%
10% + 10%
10% + 10%
10% + 10%
10% + 10%
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VSPEX with VMware Customer Stories
Bowker (video) – VSPEX simplifies Bowker’s IT to do more with less
Minor Weir & Willis (video) – VSPEX transforms MWW’s IT in just 3 weeks
Seventh Day Adventist Church – VSPEX makes for an easy transition to cloud
infrastructure for 7th Day
PBI/Gordon Corporation - EMC Partner AOS delivers VSPEX to transform physical
hardware to a complete virtualization solution.
Weltman Weinberg and Reis (video) – WWR responds to their business faster with
VSPEX
3. Sell LEARN MARKET SELL
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For more information
Contact your regional
Partner Marketing Bureau:
NAM Partners
Please visit NAM PMB site
1-866-343-5168, 8am - 4pm PT
Live Chat: 6am - 6pm PT
APJ Partners
Please visit APJ PMB site
EMEA Partners
Please visit EMEA PMB site
LATAM Partners
Please visit LATAM PMB site
1-866-343-5168, 8am - 4pm PT
Live Chat: 6am - 6pm PT
Visit the VSPEX Partner Central
Landing Page:
www.vmware.com/go/partnercentral/VSPEX
Or EMC Velocity Partner Marketing Guide:
www.emc.com/velocitymarketingguide