leading edge in backup & archive - uk.emc.com · title: leading edge in backup partner...

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PARTNER GUIDE

LEADING EDGE IN BACKUP & ARCHIVE


Table of Contents

Introduction

Awareness

Consideration

Purchase

Customization

Getting Started – Planning Steps

– GFS

EMC Easy Street


Introduction

Leading Edge In Backup and Archive

This program targets organizations who are looking to improve and simplify their application backup across physical and virtual infrastructures – all while lowering costs.

Designed to be executed as a series of multi-touches, it is recommended to begin with the Cloud Transform IT – Backup Use Case program and then move to the focused Leading Edge in Backup and Archive program. The Leading Edge in Backup and Archive program is persona-based and includes the following focused topics: Tape Replacement, Virtualization Backup Transformation, Application Backup Transformation, Oracle Backup Transformation and Archive. VSPEX is included as an ideal deployment model for EMC Backup for each of these areas.

Following the approach outlined above allows you to convey the value of cloud computing and backup together, then to fully surround the account with focused backup messages and value propositions addressing the most pressing aspects of their backup infrastructure.

Materials include:

– Direct marketing and event materials

– Social media and search engine marketing guides

– Partner sales enablement


Personas IT-Manager IT-Data Recovery IT-Traditional Apps

Influencers Steve Manley, Backup Blog Backup Community, ECN.com/backup

X-Up Sell Targets

Data Domain, ANDL

Symmetrix

Centera

VMAX

VNX

Competitive Targets CommVault, HP, IBM, Quantum, Symantec VEEAM (EMEA)

Mid Market

Primary:

Data Domain

Avamar

NetWorker

Data Protection Advisor

Leading Edge in Backup & Archive Overview

Lead Your Business Transformation with Smarter Backup Change the game with EMC – #1 leader in backup and recovery – on your team. Get the speed, efficiency, and flexibility you need to solve your biggest challenges, ensure your data is always protected, and transform your business. Leading EMC backup solutions make it happen by letting you: • Back up your applications with complete confidence • Virtualize and move to the cloud – faster • Empower application owners while retaining central

control of backup • Manage backup efficiently – doing more with fewer

resources • Lower costs – get a 7-month payback • Affordable Financing Options

Alliances

http://thebackupwindow.emc.com/

http://thebackupwindow.emc.com/

s


CONSIDERATION

1

KEYWORDS

SOCIAL KIT

SOCIAL MEDIA

CONTENT SYNDICATION

VIRTUALIZATION

ORACLE

INVITE

BACKUP AND ARCHIVE EVENT

REGISTRATION PAGE

*CLOUD TRANSFORMS IT

AWARENESS

LANDING PAGE

2b LEADING EDGE BACKUP AND ARCHIVE

TAPE

APPLICATIONS

PURCHASE

3

BATTLE CARDS

PITCH SHEET

GFS SALES CARDS

Leading Edge in Backup & Archive

EMAIL

DIRECT MAIL

LANDING PAGE

AD BANNER

INVITE

*CLOUD SEMINAR

REGISTRATION PAGE

2a

* REFERS TO CLOUD TRANSFORMS IT PROGRAM, SEE GUIDE FOR COMPLETE PROGRAM OVERVIEW

ARCHIVE


Awareness

Programs and materials to increase awareness

AD BANNERS

AWARENESS

SEARCH ENGINE MARKETING GUIDE – INCREASING VISIBILITY IN SEARCH ENGINE RESULTS

MEDIA PACKAGES – DEMAND AND LEAD GEN PROGRAMS

SOCIAL MEDIA ACTIVATION KIT– TIPS FOR INTERACTING & SHARING FOR BUSINESS VALUE


Leading Edge in Backup and Archive – Virtualization, Tape, Applications and Archive

Demand generation templates to drive response to compelling offers on the campaign landing page

EMAILS (VIRTUALIZATION, TAPE, APPLICATIONS)

AD BANNERS

LANDING PAGES

CONSIDERATION

ANIMATION VIDEO TOP REASONS

BACKUP 15 MINUTE GUIDE

ASSESSMENT

CALLS TO ACTION:

IDC PAPER

ARCHIVE VIDEOS


Demand Generation – Backup for Oracle

Demand generation templates to drive response to compelling offers on the campaign landing page

ORACLE EMAIL ORACLE LANDING PAGE

CONSIDERATION

ORACLE HANDOUT ORACLE WHITE PAPER ORACLE TOP REASONS

AD BANNERS

CALLS TO ACTION: New Optional Interactive Asset


Seminar In A Box

Demand generation templates to drive event registration

INVITATION & REGISTRATION PAGE

FOLLOW UP EMAIL

PRESENTATION

CONSIDERATION


Sales Enablement

BATTLE CARDS

PITCH SHEET

GFS SALES CARDS

PURCHASE

Materials to prepare and execute sales/telemarketing follow up activity

APPLICATIONS SPECIFIC VIRTUALIZATION & TAPE & ARCHIVE


CUSTOMIZATION


Customizing Templates

1. PARTNER LOGO The default file “PARTNER_LOGO.gif” (200 pixels wide x 80 pixels tall) should be replaced with a version of the partner logo. Ideally this should be a one-color white logo reversed out of the blue header bar. Alternatively, a full-color version of the partner logo may be placed within a white box (max 180 pixels wide x 60 pixels tall) and this may be inset over the blue header. 2. LINKS All response links should be updated to direct customers to the partner’s version of the campaign landing page. Partners may wish to create and promote a shortcut/redirect URL, e.g. of the form www.[Partner].com/cloud or a similar URL. Specific “Contact us” links may be set as “MAILTO” links to create an email addressed to the partner, or may link to the partner’s own existing website contact page or contact form. 3. PARTNER DETAILS The text placeholder [Partner] should be replaced with the partner’s actual company name (e.g. “Acme Solutions”). The text placeholder +XX-XXXX-XXXX should be replaced with the partner’s preferred telephone number for this campaign (partners should consider using the full national or international dialing code). 4. SPECIAL OFFERS ( IF APPLICABLE) Special Offer panels are intended to be adapted with specific details promoting EMC Global Financial Service offers. 5. FOOTER The email footer area includes standard EMC disclaimers. The partner should add any specific information/disclaimers they would use on e-marketing items. The link “To unsubscribe or change your communication preferences, please click here.” should be directed to the partner’s own marketing communication preferences system.

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4

2

3

5


GETTING STARTED


Steps to Plan Your Campaign

1. Conduct Planning Session: Schedule a meeting with your marketing and sales team to determine campaign goals.

2. Review Campaign Materials: View campaign messaging, assets, and templates within the Partner Campaign Guide.

3. Determine Financial Offer(s): Review available EMC Global Financial Services programs. For finance price per month – contact EMC GFS only after you have determined your product pricing.

– North America: [email protected] l Latin America: [email protected]

– EMEA: [email protected] l APJ: [email protected]

4. Determine Execution Method: Choose to execute your campaign via the VCC self-service campaign portal or a preferred local agency.

1. VCC: Select from a variety of activities, customize templates, schedule and execute, capture results – all from your desktop. www.emc.com/velocitycampaigncenter

2. Preferred Agency: Download campaign source files, assets and enablement materials for free. ww.emc.com/velocitymarketingguide

mailto:[email protected]




http://www.emc.com/velocitycampaigncenter

http://www.emc.com/velocitymarketingguide

http://www.emc.com/velocitymarketingguide


EMC Global Financial Services

EMC Global Financial Services offers a range of innovative Finance and Technology Refresh solutions that allow customers to easily procure EMC technology in a cost-effective, strategic way.

To learn about our monthly financing rates and to answer additional questions about EMC’s 2013 financing solutions contact:

– North America: [email protected]

– Latin America: [email protected]

– EMEA: [email protected]

– APJ: [email protected]

Financing tools for EMC Partners:

– EMC Swap and Trade-In Calculator: Calculates a credit-value for customers interested in swapping out old, non-EMC technology OR trading-in their existing EMC equipment for the latest EMC solutions.

– EMC VSPEX Finance Quote Tool: Create a flexible customer finance quote for VSPEX and other EMC solutions n seconds.





http://powerlink.emc.com/km/integration/externalLinks/ExtController.jpf?extTracking=http://www.swapvaluecalc.com/



http://powerlink.emc.com/km/integration/externalLinks/ExtController.jpf?extTracking=https://express.salire.com/Go/EMC/The-EMC-Finance-Quote-Tool-results.aspx


Sample Copy for Emails, Landing Pages, Brochures


Trade In/Swap Out offer

– Sample copy: Trade in for extra value. EMC offers potential buy-back credit on your existing EMC and third party technology. We’ll also take care of the equipment collection process – it’s that easy.

Standard Leasing

– Sample copy: Simple monthly payments. Standard leasing rates make affording new EMC technology easy.

0% Swap Out Finance offer

– Sample copy: Ask about 0% financing. Swap out your third party technology for buy-back credit and get 0% finance on new EMC technology.

– EMEA NOT APPLICABLE in Africa, Baltics, Eastern Europe, Israel, Middle East, Russia & South Africa

– APJ ONLY APPLICABLE in Australia, Japan & New Zealand

– LA NOT APPLICABLE

Low Rate Leasing offer

– Sample copy: Low monthly payments. Low leasing rates make affording new EMC technology easy.


– APJ NOT APPLICABLE in Vietnam

– LA NOT APPLICABLE

Deferred Leasing offer

– Sample copy: Buy now, Pay nothing for 3 months. Get your new EMC technology today and defer payments for up to 3 months. Then make affordable monthly payments over 3 years.


– APJ NOT APPLICABLE in Vietnam

– LA ONLY APPLICABLE in Colombia, Brazil, Argentina, Chile & Mexico


Campaign Resources


GFS Partner Overview: Provides a description of what GFS, answers FAQs, and links to resources.

Versions for NA, LA, EMEA, and APJ:

GFS Sales Card: Provides an overview of the available GFS programs, details, and positioning to end users.

GFS Customer Brochures: End user facing overviews of the GFS offers.


EMC EASY STREET


Learn About EMC Easy Street

EMC Easy Street is a programmatic approach to driving partner preference and loyalty; creating excitement to keep EMC top of mind; and educating partners on relevant EMC products, solutions, and programs.

Take More Share – Educate: Drive awareness for EMC channel products,

solutions, and programs

– Enable: Provide partners with easy access to sales materials

– Entice: Create excitement and clearly convey the benefits of partnering with EMC to drive behavior


Visit Easy Street Online

www.EMC.com/EasyStreet

Your destination for Campaign information and resources

Learn about the Campaigns

Access materials

http://www.emc.com/EasyStreet

leading edge in backup & archive - uk.emc.com · title: leading edge in backup partner...

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