philippe fosse vp channels emea 6th of november 2008 hot market targets: where to gain...
TRANSCRIPT
Philippe Fosse
VP Channels EMEA
6th of November 2008
Hot market targets: Where to gain success…(...with HDS!)
Hitachi Spirit
日立の事業
Information & Telecommunication Systems
Power & Industrial Systems
Digital Media & Consumer ProductsHigh Functional Materials
Logistics, Services & Others
Financial ServicesUS$ 99.7
billion
US$ 21.2
US$ 23.5
US$ 12US$ 14.1
US$ 11.7
US$ 5
(showing revenue in US$ billion)
All figures include Eliminations and Corporate items, FY2004/Consolidated basis
Group Revenue by Industry Segment
Electronic DevicesUS$ 12.3
12%14%
5%
24%12%
21%12%
The Hitachi Group’s 7 industry segment
Hitachi Group’s Industry Segments 1Information & Telecommunication Systems
US$ 21,200 million (21% of Group total)
Systems Integration, Software, Disk Array Subsystems,Hard Disk Drives, Servers, Mainframes, PCs,Telecommunication Equipment
Revenue
Main Products and Services
Disk Array Subsystem for Large-scale Enterprise
System/Data Center
ATM equipped with Finger Vein Authentication System
(Hitachi-Omron Terminal Solutions)
Hard Disk Drive (Hitachi Global Storage
Technologies)
FY07
A Year of
RECORDS !
LEADERSHIP !!
and INNOVATION !!!
FY07 EMEA Review
• Revenue 114% of FY06
• Product 106% of FY06
• Software 124% of FY06
• CS/S 125% of FY06
• GSS/MS 131% of FY06
• Indirect 116% of FY06
FY07 EMEA Review
FY07 EMEA Review
• New account wins
• New countries opened
– Uzbekistan, Pakistan, Tunisia, Bulgaria, Macedonia,…
• Record shipments of USP V, USPVM & AMS• March 91x USP V; 42x USP VM
• EDC emptied December and March
• Record shipments from HICEF
• Strong Software Growth and Achievement
FY07 EMEA Review
• HNAS and HCAP gathering Momentum
– HCAP – Accenture, Scandia, Samba, Baumax, AKH, ABN AMRO, IFG Bank, Gebrüder Weiss, Och Ziff, Leica Geosystems, Barry Callebaut
– HNAS – Caisse d’Epargne, Migros, Datev, EMAAR, ATOS IGN, Lukoil, Telenor, ENI
• Channel Targets exceeded– Record Indirect achievement 115% AOP
– Record SMS achievement 100% AOP
Company Strategy and DirectionPutting All the Pieces Together
Company Culture + Alignment = Success
Our Goals
• Become #1 enterprise storage market vendor
– Grow High End market share from 19% to 30% (HDS & SUN) in the next 24 months
• Become top 3 modular storage vendor by 2010
– Move from a marginal player in Modular to having double digit market share in the next 24 months
• Become top 3 file based storage vendor by 2010
– Move from a marginal player in file based storage to having double digit market share in the next 24 months
Qualified
Pipeline
Wallet Share New Footprints Operational Efficiency
SUN Partnership File Services Growth Regions Global Accounts Services
EMEA Priorities in FY2008
Pipeline/Coverage/Sales
Execution Wallet Share New Footprints Operational
Efficiency
Channels File Services Growth Regions Software/
Services
Total Digital Archive Capacity, by Content Type – Worldwide (TB)
30,000,000
20052006
2007 20082009
2010
25,000,000
20,000,000
15,000,000
10,000,000
5,000,000
0
Hot markets: Exploding Unstructured Data Growth
Database
Unstructured
Hot markets:
Opportunities in Unstructured Data
20% Structured Data (databases, transactional, data warehouses)
80% Unstructured (objects and files) and Semi-structured (e-mail) Data
Less than 4% of unstructured data is managed through content management….and shrinking
Unstructured Data is growing at 10X the rate of Structured Data (Files, Email, EDocs, Voice, Content)
2,272 PB of Unstructured Data Today, 20,000PB in 2010…Most is dormant after 90 days. ESG.
Value of the File….Content Is King
File Attributes help basic classification
Content Attributes (Metadata or Tags) enables extra classification, extra descriptions
Content inside the file enables text searching…informational value
File Attributes
Content
AttributeMetadata
Hitachi Data Systems Business Strategy:
One Platform For All Data
Midrange Application/DB Enablement
• NSC, AMS/WMS hardware platforms• Common storage management• Common Protection Solutions
NAS – Two Key Segments:
• High Performance NAS• Focused on high throughput environments Standard NAS• Focused on file and print environments
High-end Enterprise Application / DB
• Tiered Storage/Virtualization via USP and NSC hardware platforms• Common Protection Solutions• Common storage management
Structured Data/RDB, Apps
Archiving/Object/Content Level Awareness / Web 2.0
• Foundation for open, scalable and integrated content solutions
Unstructured Data (Files, Metadata, Content)
COMMONStorage Management
Integrated Security Dynamic Tiered Storage
Data ProtectionDiscovery & Search
COMMONStorage Management
Integrated Security Dynamic Tiered Storage
Data ProtectionDiscovery & Search
Home Grown Application
PACS
HCAP: The Active Archive Proposition
• Single platform supporting multiple applications
• Common archive functions across content types
– Data and metadata ingest
– Authentication and policies
• Embedded full-text indexing and search
– All content in the archive
– Retrieve content
• High-performance, scalable, and secure storage
File SystemDocument management
E-mail ArchiveSoftware
Result Set
Discovery Module
WORM, Immutability, and
Retention
Write once, read many file system where content is stored in an immutable format with the ability to set file-level retention
Simple Monitoring and Management
Can be configured and monitored through
a Web-based interface and through
SNMP
Scalability
Content Archive Platform enterprise- class
SAIN architecture (SAN + Array of
Independent Nodes) allows for seamless
scaling of capacity with unmatched
availability
Open Solution
Supports Unix and Microsoft file systems, can store standard file formats such as XML and HTML, and can leverage other Hitachi SAN storage platforms
Single Archive Name Space
All objects are stored in a single, archive-wide global name space, a well understood paradigm
Open and easy to navigate with standard tools and applications
Search and Indexing
Simplifies requirement for timely discovery with an easy-to-use browser interface (search of files and metadata)
HCAP: Customer View
21May212036
May
World’s leading archiving solutions:Software Partners Complete the Solution
EmailEmail FileFile ECM/ERMECM/ERM
DatabaseDatabase
MainframeMainframe
Health careHealth care
Security Info Mgt & Compliance
Security Info Mgt & Compliance
Call CenterCall Center
EASIEREASIER to manage to manageMOREMORE availability & exceed SLA’s availability & exceed SLA’s
BEST BEST performance & growth capabilitiesperformance & growth capabilitiesLESSLESS footprint, power and cooling cost footprint, power and cooling cost
HNAS Summary of advantages
Reduce Complexity Lower TCO Increase Ease of Use Exceed SLAs
Customers Network The unstructured Content Highway
For your file serving and sharing needs – NAS delivers:
Channels: What we have launched in FY 07
• AMS 200 & Brocade 200 E Demo Programme
• Focus on Education and Training
• Major Focus on PX Performance
• Launch Displacement Pilot
• Enhanced Pre-launch Channel Readiness
• Develop Strong Solution-focus Promotions
• Strengthen Channel Communications
• Partner Relationship Planning
• Opportunity registration
• Launch DOC for Channel Partners
• Marketing bureau
Opportunity Registration Program Goals
• Minimize channel conflict
• Enhance joint field engagement
– Drive open communication and good working relationships between our field and Partners’ sales teams
• Increase win rate
– Provide high visibility to track qualified end user opportunity pipeline
• Provide a significant value for being a TrueNorthTM Channel Partner
• Support channel partner value model
Hitachi Data Systems Channel Marketing Bureau
• What: The Hitachi Data Systems Bureau offers a range of fully managed, co-branded campaigns available to Hitachi Data Systems channel partners
• Benefits: Channel Partners are provided with volume sales generation, sales pipeline, metrics and ROI stats on all activities
– Partner can implement an effective lead generation campaign with limited resource and marketing skills
– Generates real, actionable sales leads
– Access to experienced marketers, who understand technology & channels
– Detailed processes in place to ensure efficient and cost-effective implementation
www.hdspartnermarketing.com
What is on offer?
• A lead generation campaign co-branded with the reseller’s company logo, value proposition & local call to action– Outbound campaign - eshots and/or direct mail
– Campaign web landing page
– Online registration and collateral download tool
– Telemarketing– 10 desk days
– Supplementary campaign data
– Data de-duping against TPS lists
• Dedicated marketing resource & project management expertise
• Secure password-protected project reporting, metrics & status updates
Virtualisation Campaign
Marketing Bureau: Reporting
• Hitachi Data Systems is focused on delivering marketing results
• The reporting platform provides easy access to campaign results to help measure effectiveness of email and online campaigns
• Hitachi Data Systems Bureau campaign web forms can be hosted on either a dedicated campaign server or the partner server
• Reporting includes:
– Email metrics
– Data Capture metrics
– Web Visitor statistics
– Telemarketing leads
Partner Enablement Priorities: FY 08
• Launch TNCP 2.0
• Focus on Education and Training
• Major Focus on PX Performance
• Enhance Opportunity Registration
• Channel Solution Focus
• Enhanced Pre-launch Channel Readiness
• Develop Strong Promotions
• Strengthen Channel Communications
• Drive Preference for Channel Partners
• Partner Relationship Planning
• Launch EMEA Displacement Programme 2ndH
• Mid Market Demo Programme
TNCPP II – New Channel Program Overview
Introduction
The New TNCPP II Program provides your Partners with a new set of program tools and policies that work together to help you grow total revenue at a faster pace. TNCPP II also provides continuity and consistency with many of the proven program features and policies you already know under TNCPP I.
New financial compensation tools and policies
TNCPP II provides you with a richer, more generous and flexible range of financial incentive tools. These new tools greatly expand CoOp and Back End Rebate incentives, while making Market and Channel Development Funds to fund special Partner needs.
TNCPP II builds on top of what you already know
TNCPP II preserves a great number of the features and benefits that already exist in the current award-winning TNCPP I Program. You and your Partners get new, revolutionary features and benefits, with minimum disruption to the world you and your Partners know and trust.
TNCPP II – Seamless VAR Partnership Levels
Platinum Partners are storage solution providers or system integrators with wide geographical presence and expertise.
Must have dedicated storage practice, invest in Hitachi Data Systems certification and training, and offer custom development and/or consulting services.
Must meet minimum purchase & certification requirements. See 2008 Program Guide.
Gold Partners are storage solution providers with a strong presence in a local market, coupled to specialized application expertise in vertical market solutions.
They are required to invest in Hitachi Data Systems certification and training for each of the markets they serve.
Must meet minimum purchase & certification requirements. See 2008 Program Guide.
Silver Partners are Authorized resellers who focus on Hitachi Data Systems modular products, solutions and services, emphasizing on small, medium and mid-range storage markets.
Silver Partners are not required to become technically certified nor have to meet minimum purchase requirements.
Bronze Partners are Authorized resellers who focus on a specific range of modular Hitachi Data Systems storage products and small and medium business markets.
Bronze Partners are not required to become technically certified nor have to meet minimum purchase requirements.
New New
Quick Estimator Model Summary
• Objectives of the Quick Estimator– Limited inputs required from the customer, just the usable capacity!– All other variables normally needed are adjusted from the capacity, and use
industry averages, empirical data from several hundred HiReturn analysis• Excelcius and Workbook versions
– PPT or Excelcius version uses slider bars, limits to input– Workbook can take all input, modifications or extractions– Both are functionally the same with all calculations
• Primary Input Segments– Solution & Investment Summary – Current Capacity Information
• Details and Override Segments (Optional)– Current Capacity Information– Financial Parameters– Tiered Storage Parameters– Other Current Parameters
• Results– Investment Appraisal Summary – Break Even Analysis Graph– Capacity Growth Graph– 4 year cost of CAPEX Storage Upgrades
MID MARKET DEMO UNIT PROGRAMME
The followings are available as Demo products:
Essential NAS
AMS 200
AMS 2100
New AMS LAUNCH INCENTIVE
• Valid from 1st of November 2008 till 31st of March 2009
To celebrate the 13th October launch and barrier-breaking capabilities of our latest Adaptable Modular Storage line, we will be happy to reward each Partner sale as follows:
Sell an Adaptable Modular Storage 2100 - Choose from a Sony PS3, Apple I-Touch or the latest European TOM TOM Satellite Navigation System.
Sell an Adaptable Modular Storage 2300 - Choose from a Sony PS3, a European TOM TOM Satellite Navigation System or an Apple Bundle (I-Touch PLUS Apple TV).
There is no limit to the number that can be earned, simply register the sale using the navigation bar on the left, inputting the model number and choice of reward. We will communicate the progression and approval of the submission via email.
Tom Tom Sat Nav
Apple i-Touch
Sony Playstation 3
Summary
You are our N°1 growth engine
Thank you for your continued support!