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EMC Busin
program
BUSINESS
PARTNER
BUSINESS
PARTNER
Introduction
EMC Business Partner
Program Overview
Solution
Provider Track
Cloud Service
Provider Track
Original Equipment
Manufacturer Track
Resources
Appendix
Table of Contents
Introduction . . . . . . . . . . . . . . . . . . 3
Welcome Message
Purpose of Guide
Market Dynamics
Why EMC?
EMC Business Partner
Program Overview . . . . . . . . . . . . . 6
Solution Provider Track . . . . . . 12
Resources . . . . . . . . . . . . . . . . . . . . 25
Track Overview
Partner Portal
What is the EMC Business
Partner Program?
Track Benefits
EMC.com
Why Choose the EMC Business
Partner Program?
Track Requirements
Global Partner Summit
Solutions and Services
Program Structure
Benefits of the EMC Business
Partner Program
Appendix. . . . . . . . . . . . . . . . . . . . . . 27
Cloud Service
Provider Track. . . . . . . . . . . . . . . . 23
How to Engage with EMC
Coming 2015
Overview of Co-op/MDF/BDF
Original Equipment
Manufacturer Track. . . . . . . . . . . 24
How to Work with Distributors
Branding Overview
EMC Acronyms
Coming 2015
EMC business partner program 2015
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2
BUSINESS
PARTNER
Introduction
EMC Business Partner
Program Overview
Solution
Provider Track
Cloud Service
Provider Track
Original Equipment
Manufacturer Track
Resources
Appendix
Introduction
Key topics
> Welcome Message
> Purpose of Guide
> Market Dynamics
> Why EMC?
EMC business partner program 2015
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3
BUSINESS
PARTNER
Introduction
Welcome Message
Purpose of Guide
Market Dynamics
Why EMC?
EMC Business Partner
Program Overview
Solution
Provider Track
Cloud Service
Provider Track
Original Equipment
Manufacturer Track
Resources
Appendix
Welcome Message
We are very excited to extend the power and brand strength of EMC to business partners
via our EMC Business Partner Program. We designed this program to be comprehensive,
and relevant for all types of business partners. Our Business Partner Program provides
everything a partner needs to be successful in the IT marketplace—access to industry
leading products, solutions, and services; tools to help partners build their own brand
and grow in the marketplace; and significant benefits to reward partners for their skills
and expertise.
We are very proud of this program, and honored to welcome you to this detailed overview.
Whether you’re an existing business partner who’s looking to learn more about your
existing requirements and benefits, or a new business partner looking for an industryleading program, you’ll find everything you need in the EMC Business Partner Program.
Fred Kohout, Vice President
EMC Global Partner Marketing
EMC business partner program 2015
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4
BUSINESS
PARTNER
Introduction
Welcome Message
Purpose of Guide
Market Dynamics
Why EMC?
EMC Business Partner
Program Overview
Solution
Provider Track
Purpose of Guide
This guide is for both existing business
partners, and businesses interested
in learning more about and joining
the EMC Business Partner Program.
This industry-leading program is
specifically designed to provide
everything a business partner needs
to be successful in the ever-changing
technology industry—today and into
the future.
Cloud Service
Provider Track
Original Equipment
Manufacturer Track
Market Dynamics
In the always changing IT landscape,
business partners need flexibility and
choice to enable them to provide the
most current and relevant technology
solutions to meet the business needs
of their customers today and in the
future. And they need a program that
is simple, predictable, and profitable
so they can get true value from the
partnership.
Resources
Appendix
Why EMC?
EMC is a global leader in IT storage
and technology-as-a-service, using
innovative products and services
to accelerate the journey to cloud
computing, and help IT departments
manage, store, protect, and
analyze their most valuable asset—
information—in a more agile, trusted
and cost-efficient way.
For existing partners, this guide
provides an overview of the
requirements and benefits of the
program. For potential partners, this
guide provides an outline of what we
expect from our business partners and
the benefits we will deliver to them as
members of the program.
EMC business partner program 2015
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5
BUSINESS
PARTNER
Introduction
EMC Business Partner
Program Overview
Solution
Provider Track
Cloud Service
Provider Track
Original Equipment
Manufacturer Track
Resources
Appendix
EMC Business Partner
Program Overview
Key topics
>What is the EMC Business
Partner Program?
>Why Choose the EMC Business
Partner Program?
>Program Structure
>Benefits of the EMC Business
Partner Program
EMC business partner program 2015
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6
BUSINESS
PARTNER
Introduction
What is the
EMC Business
Partner Program?
Why Choose the
EMC Business
Partner Program
Program Structure
Benefits of the
EMC Business
Partner Program
EMC Business Partner
Program Overview
Solution
Provider Track
Cloud Service
Provider Track
Resources
Appendix
What is the EMC
Business Partner Program?
The EMC Business Partner Program is the umbrella program for all EMC business partners.
The program was formally launched in January 2015. It represents the evolution of EMC’s
partnerships to better meet the needs of our business partners today while positioning
them for the future, with simplicity, predictability, and profitability throughout.
The program ensures business partners have access to bestin-class products and solutions. EMC business partners
get flexibility and choice, support for next-generation IT,
and links to independent companies affiliated with EMC.
EMC business partner program 2015
Original Equipment
Manufacturer Track
With common program structure, practices, and operations
across all EMC business, the program is designed to be
simple to use and understand, and to provide business
partners with predictable and profitable results.
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7
BUSINESS
PARTNER
Introduction
What is the
EMC Business
Partner Program?
Why Choose the
EMC Business
Partner Program
Program Structure
Benefits of the
EMC Business
Partner Program
EMC Business Partner
Program Overview
Solution
Provider Track
Cloud Service
Provider Track
Original Equipment
Manufacturer Track
Resources
Appendix
Why Choose the EMC
Business Partner Program?
When you choose to partner with EMC, you get the power of a leading global IT
brand behind your business, and the expertise of over 60,000 dedicated employees
worldwide. The Business Partner Program was designed to make it easy for
technology companies to work with EMC.
Partnership with EMC drives growth and profits for businesses by enabling them to
provide world-class solutions that meet their clients’ needs and help them adapt to
and succeed in the rapidly changing IT environment.
EMC business partner program 2015
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8
BUSINESS
PARTNER
Introduction
What is the
EMC Business
Partner Program?
Why Choose the
EMC Business
Partner Program
Program Structure
Benefits of the
EMC Business
Partner Program
EMC Business Partner
Program Overview
Solution
Provider Track
Cloud Service
Provider Track
Resources
Appendix
Program Structure
To make the program simple to participate in, the EMC Business Partner Program uses a common
structure for all types of business partners. Partners fit into the program tracks based on their
business model, and they fit into program tiers based on their level of investment in EMC and the
return on that investment. Benefits accrue to business partners based on their track and tier level.
The program is designed so that partners understand what EMC expects from its business partners
and what benefits EMC provides. A single, central partner portal provides all business partners with
access to the information and resources necessary to be successful in the program.
Tracks
Business partners belong to different tracks within the EMC
Business Partner Program, based on their business model,
and products and services offered. Business partners in
each track must meet certain requirements to participate
in the program; some partners may qualify to participate in
more than one track.
•Solution Provider (VAR)
•Direct Market Resellers (DMR)
•Cloud Service Providers (CSP)
•Global Alliance (GA)
•Information Intelligence Group (IIG)
•RSA SecurWorld (RSA)
•Original Equipment Manufacturers (OEM)
Tiers
Business partners belong to tiers within tracks, based on
the amount of investment they make in EMC via training,
certification, and sales of EMC products and services, as
well as the return on that investment. Business partners
receive benefits based on track and tier level.
EMC business partner program 2015
Original Equipment
Manufacturer Track
Each business model track has three tiers – Silver, Gold,
and Platinum, as well as a track for Authorized Business
Partners. Partners can change tiers by increasing their level
of investment in the program.
Links to Federation
Businesses that partner with EMC have a unique benefit—
access to products, services, and solutions from companies
affiliated with EMC. These companies are independent but
operate closely with EMC to create solutions by combining
their products and services with EMC products and services
to better benefit EMC business partners.
VMware, VCE, Pivotal, and RSA are federated companies that
maintain their own partner programs, closely affiliated with
the EMC Business Partner Program. This alignment enables
partners to earn accelerated benefits, obtain training
credits, and fully leverage cross-federation technology and
solutions to benefit their customers.
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9
BUSINESS
PARTNER
Introduction
What is the
EMC Business
Partner Program?
Why Choose the
EMC Business
Partner Program
Program Structure
Benefits of the
EMC Business
Partner Program
EMC Business Partner
Program Overview
Solution
Provider Track
Cloud Service
Provider Track
Resources
Appendix
Benefits of the
EMC Business Partner Program
Belonging to Multiple Tracks
EMC business partners have unique go-to-market strategies
and business mixes. We support the entire business by
enabling our partners to participate in more than one
partner track – and providing flexibility within our tracks.
By including a partner’s entire business under one umbrella,
they receive the benefits of greater profit potential and
flexibility to grow the business.
Cross-Track Benefits
Businesses that participate in the Business Partner Program
in different tracks can leverage requirements, such as
revenue thresholds and certifications, between the tracks.
These partners are also eligible to use benefits from one
track to support business activities in another track.
These benefits include:
•Training for all tracks with the Business Partner Academy
•Marketing Academy training and accreditation across tracks
•Cross-track use of funds to support business development
EMC business partner program 2015
Original Equipment
Manufacturer Track
Federation Benefits
EMC business partners have access to solutions from across
the EMC Federation—EMC, VMware, Pivotal, and VCE. In some
situations, partners have the option to work with EMC and
federated companies to develop solutions. Business partners
can leverage training and certification in federated businesses
towards requirements for EMC business partner tracks.
EMC Business Partner Brand
The EMC Business Partner Program puts the brand strength
and trusted reputation of EMC behind every business
partner. Partners can use the EMC Business Partner Program
logo in marketing materials, subject to compliance with
brand guidelines. Access logos and brand guidelines on the
Brand & Design Guidelines portal.
Business Partner Academy
EMC business partners have access to the Business
Partner Academy, a single location for onboarding
information, training materials and certification
requirements, productivity tools, and other resources
tailored to each partner track and tier.
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10
BUSINESS
PARTNER
Introduction
EMC Business Partner
Program Overview
Solution
Provider Track
Cloud Service
Provider Track
Original Equipment
Manufacturer Track
Resources
Appendix
What is the
EMC Business
Partner Program?
Why Choose the
EMC Business
Partner Program
Program Structure
Benefits of the
EMC Business
Partner Program
Marketing Tools and Resources
There are several marketing tools and resources available to
help partners build their business and drive growth for their
business and EMC’s products.
Marketing Funds
Most EMC business partner tracks provide access to
marketing funds for partners to identify and take advantage
of marketing opportunities.
Eligible business partners earn co-op funds based on their
sales of EMC products and services and may have access to
marketing development funds that require pre-approval.
Training
EMC’s Marketing Academy provides free on-demand
e-learning courses on key IT industry marketing topics
such as social media, demand generation, and data-driven
marketing. Partners can earn marketing accreditation, which
is required for some tiers in the Business Partner Program.
Tools and resources
Partners have access to marketing tools and useful
resources such as customizable campaigns, marketing
concierge services, a free self-service execution platform,
co-branded marketing collateral, social media content,
and more.
Partner Marketing Center
EMC’s Partner Marketing Center provides information,
resources, and support to help partners revolutionize and
redefine their marketing to enable the business to thrive
and grow.
EMC business partner program 2015
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11
BUSINESS
PARTNER
Introduction
EMC Business Partner
Program Overview
Solution
Provider Track
Cloud Service
Provider Track
Original Equipment
Manufacturer Track
Resources
Appendix
Solution Provider Track
Key topics
> Track Overview
> Track Benefits
> Track Requirements
> Solutions and Services
EMC business partner program 2015
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12
BUSINESS
PARTNER
Introduction
Track Overview
Track Benefits
Track Requirements
Solutions and
Services
EMC Business Partner
Program Overview
Solution
Provider Track
Cloud Service
Provider Track
Original Equipment
Manufacturer Track
Resources
Appendix
Solution Provider
Track Overview
The EMC Business Partner Program for Solution Providers supports your business growth in
the current market space and enables you to explore new markets. The program provides you
with products and solutions that drive deeper and richer engagement with your customers
while preparing you to meet your customers’ future needs.
Business partners meet specific requirements for each tier (Silver, Gold, or Platinum) with
eligibility for increased revenue at each level. Our requirements ensure that you have the
knowledge and training to design and sell EMC solutions and services to differentiate your
offerings in the marketplace. Our benefits ensure you receive rewards with the flexibility to
choose where you want to invest your time and resources to build your business.
Value of Partners to EMC, Partner Value to Customer
EMC’s Business Partners drive a large percentage of ‘sell through’ and influence revenue for the
company. With the focus on providing best-in-class EMC products and solutions to meet your
customers’ needs and to differentiate your offerings in the marketplace, this program puts our
business partners at the leading edge of emerging technologies.
Partners must meet specific
revenue and technology
foundation requirements
for each tier.
EMC business partner program 2015
The EMC Business Partner Program for Solution Providers is a highly flexible track that supports
your business with training, resources, and benefits to help you position yourself as an industry
expert who is able to solve your customers’ technology challenges.
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13
BUSINESS
PARTNER
Introduction
Track Overview
Track Benefits
Track Requirements
Solutions and
Services
EMC Business Partner
Program Overview
Solution
Provider Track
Cloud Service
Provider Track
•Silver: Partners with foundational knowledge to sell and
market EMC products and services.
•Gold: Partners with advanced knowledge to sell and
market EMC products and services, specific training in
EMC solutions, and the ability to design solutions for end
customers.
•Platinum: Industry leaders with knowledge to sell, market,
and develop solutions using EMC products, services, and
solutions.
Partners who do not achieve the requirements for a tier in
the 2015 Business Partner Program are Authorized Business
Partners. These partners have access to certain benefits as
outlined on the Partner Portal.
There is also a separate Distribution track. These business
partners are charged with recruiting, developing, and
enabling thousands of Silver and Authorized Business
Partners across the globe. Distributors must meet training
and certification requirements for sales, pre-sales, and
EMC business partner program 2015
Resources
Appendix
Track Tiers – What They Mean
Business partners are assigned to tiers based on achieving
certain milestones. These requirements ensure that business
partners have the knowledge and training to design and sell
EMC products, services and solutions. Solution Providers
earn benefits based on partnership tier, and receive benefits
commensurate with their investment in the program, with the
opportunity for increased profitability as they rise in tier.
There are three tiers for Solution Providers: Silver, Gold,
and Platinum. Partners must meet specific revenue and
technology foundation requirements for each tier.
The compliance period
for revenue bookings
is from January 1 –
December 31.
Original Equipment
Manufacturer Track
marketing to qualify for benefits in the program. In some
countries, EMC requires post-sales certifications to enable
distributors for delivery of implementation services.
Progressing to Higher Level Tiers
Business partners progress to higher levels by meeting
revenue, training, certification, and technology investment
goals for each tier. Tier requirements differ based on a
partner’s region and country.
Compliance
Business partners must comply with program requirements
annually to maintain tier status and have the opportunity to
move up in tier status. All requirements, with the exception
of revenue, must be achieved by November 30.
•The compliance period for revenue bookings is from
January 1 – December 31.
•There are no tier upgrades outside this once-annual
compliance review.
•The Partner Central Scorecards reflect the official record of
achievements toward compliance.
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14
BUSINESS
PARTNER
Introduction
Track Overview
Track Benefits
Track Requirements
Solutions and
Services
EMC Business Partner
Program Overview
Solution
Provider Track
Cloud Service
Provider Track
Original Equipment
Manufacturer Track
Resources
Appendix
Solution Provider
Track Benefits
Solution Providers have the flexibility to choose where to invest and receive rewards based on
investment level. Benefits increase as tier level increases.
Eligible Solution Providers have access to financial incentives, promotions, rebates, EMC demo
program, co-op and marketing development funds (MDF), and resources and tools such as EMC
Global Financial Services, the Partner Marketing Center and the Business Partner Academy.
Overview Matrix – Benefits by Tier
Benefits
Silver
Gold
Performance rebates based on products sold
Tier-based pricing
Co-op funds (based on partner earnings) and
Marketing development funds (for approved demand
generation plans)
Marketing
funds available
through
distributors
Cross-track benefits
Early access to solutions methodologies
Platinum
Financial Benefits
Business partners receive financial rewards for their
business across all EMC product families. EMC rewards
business partners for their investment in EMC training and
for the EMC products, solutions, and services partners sell.
The more a business partner participates in the program, the
more EMC rewards partners with financial benefits.
All financial benefits—rebates, co-op, and MDF—are based on
the region or country where the business partner is located,
and on program tier: partners in higher level tiers receive
greater rewards. For rate details for each type of financial
benefit, see the Business Partner Portal.
Advantage Enterprise Streaming Subscription
For more information, see the requirements and benefits document for your region.
EMC business partner program 2015
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15
BUSINESS
PARTNER
Introduction
EMC Business Partner
Program Overview
Solution
Provider Track
Cloud Service
Provider Track
Original Equipment
Manufacturer Track
Resources
Appendix
Track Overview
Track Benefits
Track Requirements
Solutions and
Services
Performance Rebates (GAF)
All Solution Providers are eligible for performance rebates,
paid quarterly based on quarterly and annual product sales
goals as determined in your goal attainment form (GAF)
discussions with EMC. Many EMC products, software, and
services are eligible for performance rebates. See Rebates
and Incentives for more details to determine eligibility.
Co-op/MDF & Eligibility
Gold and Platinum Solution Providers are eligible to receive
co-op and marketing development funds (MDF), key financial
benefits for this partner track. These programs are joint
marketing efforts between a business partner and EMC.
In the co-op program, business partners accrue co-op
funds to use for promoting their own businesses while also
promoting EMC’s products and solutions.
The MDF program provides certain business partners
with funds for marketing activities to accelerate demand
generation and build brand awareness. EMC allocates
these funds based on pre-approved proposals for
marketing activities that can produce a measurable return
on investment. Eligibility for the MDF program does not
guarantee that EMC will accept a business partner’s proposal.
EMC business partner program 2015
Global Financial Services
EMC provides eligible partners with financing solutions to
enable accelerated business growth. Financing is provided
through EMC’s Asset Management and Financial Solutions
Division, Global Financial Services (GFS) to increase
sales revenue and profit margins, accelerate revenue and
cash collection, overcome customer cost objections, and
maintain the sales pipeline.
To quickly and easily calculate trade-ins and generate quotes:
•EMC Swap and Trade-In Calculator: Calculate 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 in seconds.
For more details on the Global Financial Services please see
the Global Financial Services page on the Partner Portal.
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16
BUSINESS
PARTNER
Introduction
EMC Business Partner
Program Overview
Solution
Provider Track
Cloud Service
Provider Track
Original Equipment
Manufacturer Track
Resources
Appendix
Cross-Border Deals
EMC prefers local-to-local, in-country transactions, but we
also understand that partners sometimes identify business
opportunities that involve customers outside of their
authorized sales territory. To cover these exceptional cases,
EMC has a policy to facilitate collaboration with other EMC
Business Partners in domestic and international markets,
connect Value Added Resellers (VARs) with EMC Distributors
around the globe, and provide rewards. This offers
advantages to both the originating business partner, who
can provide greater flexibility and choice, and the in-country
partner, who can gain greater sales opportunities.
Track Overview
Track Benefits
Track Requirements
Solutions and
Services
Demo Program
The demo program is designed to provide eligible Solution
Providers as well as Distributors in participating territories
with the capability to build a lab to demonstrate EMC
equipment to their customers. Eligible partners are able
to acquire EMC products at deeply discounted rates across
product families for the purposes of customer demonstration
and internal training. Partners also have the option to
resell purchased demo equipment to their customers. At
no additional cost EMC offers a virtual demo lab (vLAB) for
partners to utilize for customer demonstrations, and a virtual
training lab (ESVL) for internal training.
A cross-border deal opportunity is when a local EMC
Business Partner entity has agreed to deliver product to or
perform services in any other country. Such opportunities
must by registered by the Channel partner. In return for this,
the selling VAR is eligible for credit toward goal attainment,
and distributors involved in the deal may also receive credit.
Please review the Cross-Border Deal Policy on the Partner
Portal for additional rules and specifics of credits and pricing.
For more details on the Demo Program and vLAB please see
the Demo Program page on the Partner Portal.
EMC business partner program 2015
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17
BUSINESS
PARTNER
Introduction
Track Overview
Track Benefits
Track Requirements
Solutions and
Services
EMC Business Partner
Program Overview
Solution
Provider Track
Cloud Service
Provider Track
Original Equipment
Manufacturer Track
Resources
Appendix
Solution Provider
Track Requirements
Each tier in the Business Partner Program Solution Provider track has its own technical, solutions,
marketing, services, and revenue requirements.
These requirements are designed to ensure that Solution
Providers have the appropriate foundational knowledge and
skills to meet their customers’ needs as they move up the
tiers and offer more EMC products and solutions.
Each criterion requires a specific number of resources,
credentials, and technologies. Partners who do not meet
these requirements by the compliance deadline risk moving
down in tier status.
Silver
Gold
Platinum
Revenue threshold (of EMC products and services sold)
Technology Foundation training
Solutions training
Partners who do not meet
these requirements by the
compliance deadline risk
moving down in tier status.
Technology Architect or
Data Center Architect Specialist certifications
Technology Architect expert certification
Data Science certifications
Cloud Architect certification
Implementation Engineer specialist certification
Implementation Engineer expert certification
Marketing accreditation1
For more information, see the requirements and benefits document for your region.
1 Silver partners who want to be eligible for marketing funds must achieve marketing accreditation.
EMC business partner program 2015
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18
BUSINESS
PARTNER
Introduction
Track Overview
Track Benefits
Track Requirements
Solutions and
Services
EMC Business Partner
Program Overview
Solution
Provider Track
Cloud Service
Provider Track
Revenue
Revenue for achieving the threshold includes all new EMC
hardware, software, and services bookings including prepaid maintenance, Syncplicity, Pivotal, ELAs, VCE (EMC only)
and third party products. It excludes IIG, VMware, RSA, EMC
Brokerage, maintenance renewals, and time and materials.
Original Equipment
Manufacturer Track
Resources
Appendix
Certifications
The EMC Proven Professional program is a comprehensive
program to develop and validate the skills required for
business partners to plan, deploy, and manage their
technology infrastructure. Certifications are required for
deployment in specific technologies. Individuals in the
partner organization must achieve certifications in a
minimum number of products to qualify for each tier.
The current and immediate previous versions of a
certification count towards compliance for the EMC Business
Partner Program.
Architect
Business partners who learn and validate their technology
expertise and solution design skills achieve Architect
certification. The Solutions Design curriculum enables
partners to gather, analyze, design, and propose a solution
that fully leverages EMC solutions.
Training
EMC provides training for all Solution Providers through
the Business Partner Academy. Training requirements for
individuals in each business partner organization differ by
tier—partners must complete training in a minimum number
of products to qualify for each tier.
Please see the Business Partner Academy.
EMC business partner program 2015
Systems Engineer & Sales
The Sales and Systems Engineer (SE) curriculum provides
product- and solution-based training for individuals in
Solution Provider businesses.
The EMC Technologies program path includes resources like
use cases, training modules, and sales tools to help partners
understand how to position the product. The sales training
helps partners learn how to have a high-level conversation
about the product with customers and prospects. The SE
training delves into the more technical side of the product
and helps partners understand how to qualify a potential
customer.
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19
BUSINESS
PARTNER
Introduction
Track Overview
Track Benefits
Track Requirements
Solutions and
Services
EMC Business Partner
Program Overview
Solution
Provider Track
Cloud Service
Provider Track
All partners complete the introductory modules (such
as EMC messaging and best practices), then select and
complete five product modules that address specific EMC
product lines in categories like big data, cloud, content
management, security, data protection, virtualization,
and storage.
Original Equipment
Manufacturer Track
Resources
Appendix
Services
EMC’s Proven Professional certification program enables
Solution Provider business partners to build the skills and
capabilities to provide services that support the delivery of
end-to-end EMC solutions.
There are two core paths to services enablement:
The Solutions Live Virtual Workshops guide Solution
Providers in understanding EMC solution drivers, articulating
their value, and building complete proposals to address
customer challenges.
•Implement – Focuses on installation and configuration
of EMC technologies for customer solutions and provides
access to EMC Global Services tools.
All Sales and Systems Engineer development and enablement
resources are available on the Business Partner Academy.
•Support – Enables partners to provide customers with
remote technical support using EMC proven support tools
for remote and online support.
Marketing
Marketing accreditation is available to and useful for all
partners, and is required for Platinum and Gold tier partners
(and for any Silver tier partners who want to apply for
marketing funds available through their distributor). The
goal of marketing training and accreditation learning paths
is to enable partners to use marketing tools to better drive
their EMC business. These on-demand courses help partners
understand IT marketing essentials, technologies and
strategies, analytics, and best practices.
EMC business partner program 2015
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20
BUSINESS
PARTNER
Introduction
Track Overview
Track Benefits
Track Requirements
Solutions and
Services
EMC Business Partner
Program Overview
Solution
Provider Track
Cloud Service
Provider Track
Original Equipment
Manufacturer Track
Resources
Appendix
Solution Provider
Solutions and Services
Solutions are at the core of the Solution Provider track. Therefore, business partners are required
to have advanced capabilities to drive solutions based on EMC technologies and services.
Various EMC solutions are available for business partners at any level, but EMC requires that
our Platinum and Gold business partners hold credentials for these solutions. For details about
current solutions, see the Solution Provider page on the Business Partner Academy. To earn a
solutions credential, business partners must complete Sales or Systems Engineer (SE) credential,
complete a solutions workshop, and pass the workshop exam.
EMC business partner program 2015
Solution Center
EMC requires that Platinum level business partners create
demonstration facilities to showcase EMC’s technologies.
To ensure a thorough and consistent demo experience for
our customers and prospects, we ask Platinum partners
to create a well-run hybrid cloud for their solutions center
to demonstrate all required Cloud and File use cases. The
solutions center may also offer solutions from across the
EMC federation. EMC works closely with prospective and
current platinum partners to design the solutions center and
ensure successful implementation.
trained to deliver professional and customer services under
their own brand. Overall, partners authorized to deliver
services receive greater benefits, profitability, and market
differentiation than those that focus only reselling services.
Services
Platinum and Gold partners deliver the highest value to
their customers by integrating services into their offerings.
Solution Providers can choose to resell EMC services, or be
Partners wanting to sell complete solutions while minimizing
their total investment can resell a broad range of service
offerings from EMC Global Services. This enhances their
solution portfolio and provides their customers with quality
EMC provides eligible partners with tools, methodologies,
training and certification, and support from other EMC partners.
Platinum and Gold Partners are required to have implementation
service delivery capabilities across different technologies
that vary by tier, region, and country and reflect a partner’s
commitment to services and solution sales and delivery.
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BUSINESS
PARTNER
Introduction
EMC Business Partner
Program Overview
Solution
Provider Track
Cloud Service
Provider Track
Original Equipment
Manufacturer Track
Resources
Appendix
Track Overview
Track Benefits
Track Requirements
Solutions and
Services
services options. Partners are able to add services delivery
capabilities to their portfolio as demand for solutions
increases. Visit the Services Offering index or the Services
Portfolio Deck.
These partners take advantage of EMC’s expertise in
positioning, demonstrating, scoping, and designing
customer solutions through technical pre-sales support and
comprehensive services sales training. EMC also provides
online tools and resources to support partners throughout
the sales process and help them win more deals.
EMC business partner program 2015
Partner-Delivered Services
Partners have the option of increasing revenue by partnering
with EMC and becoming a trusted advisor to their customers.
EMC Global Services provides partners with training and
certification to build skills and capabilities in a range of
foundational and advanced technology-specific services.
For more information, see the Services Offering index.
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BUSINESS
PARTNER
Introduction
EMC Business Partner
Program Overview
Solution
Provider Track
Cloud Service
Provider Track
Original Equipment
Manufacturer Track
Resources
Appendix
Cloud Service Provider Track
Coming 2015
EMC business partner program 2015
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23
BUSINESS
PARTNER
Introduction
EMC Business Partner
Program Overview
Solution
Provider Track
Cloud Service
Provider Track
Original Equipment
Manufacturer Track
Resources
Appendix
Original Equipment
Manufacturer Track
Coming 2015
EMC business partner program 2015
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BUSINESS
PARTNER
Introduction
EMC Business Partner
Program Overview
Solution
Provider Track
Cloud Service
Provider Track
Original Equipment
Manufacturer Track
Resources
Appendix
Resources
Key topics
> Partner Portal
> EMC.com
> Global Partner Summit
EMC business partner program 2015
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25
BUSINESS
PARTNER
Introduction
Partner Portal
EMC.com
Global Partner
Summit
EMC Business Partner
Program Overview
Solution
Provider Track
Cloud Service
Provider Track
Original Equipment
Manufacturer Track
Resources
Appendix
Resources
Partner Portal
EMC.com
Global Partner Summit
EMC business partner program 2015
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26
BUSINESS
PARTNER
Introduction
EMC Business Partner
Program Overview
Solution
Provider Track
Cloud Service
Provider Track
Original Equipment
Manufacturer Track
Resources
Appendix
appendix
Key topics
> How to Work with and Engage
the EMC Corporation
> How to Work with Distributors
> Overview of Co-op/MDF/BDF
> Branding Overview
> EMC Acronyms
EMC business partner program 2015
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BUSINESS
PARTNER
Introduction
EMC Business Partner
Program Overview
Solution
Provider Track
Cloud Service
Provider Track
How to Engage
with EMC
appendix
How to Work with
Distributors
How to Engage with EMC – Coming 2015
Overview of
Co-op/MDF/BDF
Branding Overview
EMC Acronyms
EMC business partner program 2015
Original Equipment
Manufacturer Track
Resources
Appendix
How to Work with Distributors – Coming 2015
Overview of Co-op/MDF/BDF – Coming 2015
Branding Overview
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28
BUSINESS
PARTNER
Introduction
EMC Business Partner
Program Overview
Solution
Provider Track
Cloud Service
Provider Track
Original Equipment
Manufacturer Track
Resources
Appendix
How to Engage
with EMC
EMC Acronyms
How to Work with
Distributors
BDFBusiness Development Fund
MDF Marketing Development Fund
BPPBusiness Partner Program
MSP
Managed Service Provider
BYODBring Your Own Device
OEM Original Equipment Manufacturer
CIO
Chief Information Officer
PA Prior Authorization
CSP
Cloud Service Provider
PaaS Platform as a Service
Overview of
Co-op/MDF/BDF
Branding Overview
EMC Acronyms
DistyDistributor/Distribution
SaaS Software as a Service
DMRDirect Market Reseller
SI System Integrator
EVPEMC, VMware, Pivotal
Also known as the Federation
SMB Small and Medium Businesses
GAF Global Achievement Form
HSPHosting Services Provider
HW Hard Ware
IaaSInfrastructure as a Service
IHV Independent Hardware Vendor
IIG Information Intelligence Group
ISV Independent Software Vendor
ITaaS IT as a Service
LOB Line of Business (Usually refers to a set of
one or more highly related products which
service a particular customer transaction or
business need.
EMC business partner program 2015
SOA Service Oriented Architecture
SP Solution Provider
SW Soft Ware
UCaaS Unified Communications as a Service
VAR Value Added Re-seller
VDI
Virtual Desktop Infrastructure
VoIP Voice Over IP (Internet Protocol)
VPN Virtual Private Network
XaaS Something as a Service
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