TrueNorth Partner Program

Transcription

1 2011 INDIA PARTNER SUMMIT TrueNorth Partner Program Tony Field Director Partners & Alliances (APAC) Val Chang Sr. Channel & Alliances Marketing Manager (APAC)

2 Partners and Alliances TNPP 3.0 ENHANCEMENTS PUT IN India Cricket side MARKETING ISV s & ALLIANCES FY11 STRATEGY

3 ACCELERATING SKILLS HDS Scholarship Program Invest in Certification Pre-Sales Post-sales File & Content Partners Enables proper solution positioning, sales and delivery Apply Now!! Include Customer Education in all deals

4 ACCELERATING REWARDS Hitachi Rewards For Sales & Pre-Sales More Products added Adaptable Modular Storage 2000 Platform Hitachi NAS Platform 3080 & 3090 Virtual Storage Platform Hitachi IT Operations Analyzer Hitachi NAS Platform 3200 Adaptable Modular Storage 2000 Platform Upgrades Hitachi Content Platform 300 & 500 Hitachi Data Ingestor Hitachi Data Discovery Suite Hitachi Data Discovery for Microsoft SharePoint Hitachi IT Operations Director

5 ACCELERATING SERVICES SERVICES SPECIALISATION Grow Revenue Increase Profitability Apply Now!! Advanced Service Delivery Virtualisation File & Content Application Focused Cloud Include HDS Services

6 ACCELERATING SALES SALES ENABELMENT Sales Enablement Workshops EASY TO DO BUSINESS! Up to $12,500 POS Discount or Rebate Competitive Displacement Install Base Refresh Partner Quote Management ANS2100 Power Push Deal Registration Program Close & Win Program (AMS) $250 up to $5K USD + More Indian Specific Programs each Quarter

7 Leverage the Program Engine Services Programs Competitors Incentive Programs ISVs Demo Programs ASPs C t Customer Program Engine Certification Joint Solution Lab Partners HDS Scholarship Program Marketing Program

8 ACCELERATING LEAD GENERATION MARKETING BUREAU Integrated demand generation platform PARTNER EXPERIENCE Single Sign On through PartnerXchange Multiple campaign choices: microsite, event, webinar and campaigns Automated reporting by region, by segment, and by target audience Tool can also be used internally for partner communication, branding, event, and direct to market campaigns. Partners can access daily/weekly/ monthly campaign reports to track success, open rates, downloads, and other campaign response data

9 Cloud and Virtualization Target Segment: Enterprise & Modular Channel Communication via enewsletter & edm (Q1) Channel Enablement (Q2-Q3) Q Cloud Channel Bootcamp & Enablement Toolkits Virtualization Enablement Workshops with alliances solutions Demand Generation with partners (Q3 Q4) Country Info Forum & Cloud Virtual Conference Campaigns on Cloud offerings (FCS) Partner-led Campaigns - roadshows, seminars, edm/online lead gen campaigns by Global Marketing Bureau (targeting Partner database) Partner Incentive Program tied with the lead gen campaigns(q3-q4)

10 3-2-1 Partner Reference Program Program Period: April, 2011 to Mar Only one reference case is needed to begin participation. Reference cases submitted for Level 2 and 1 can be developed from successful Level 3 submissions. Level 3: Success Story Nomination with customer approval First 20 successful participants to win the prize worth US$100 Level 2: Complete a success story First 20 successful participants to win the prize worth US$200 Level 1: Complete a success story with specific solutions and verticals First 10 successful participants to win the prize worth US$400 Vertical industries: Healthcare, Government, Communication, Media and Entertainment

11 FY11 Channel Marketing Program Calendar Global Initiatives Q1 Q2 Q3 Q4 Cloud Virtualization Integrated Demand Generation Campaigns Channel Enablement & Events Alliances& HDS/Partner Solutions w/ Vertical Focus Modular & Solutions Brocade, Cisco, Commvault, FalconStor, Microsoft, SilverPeak, Symantec, VMware Banking, CM, Manufacturing, Government, Education Modernize Your Modular Program Cloud Bootcamp HITACHI INFORMATION FORUMS Alliance Solution Enablement Workshops Thought Leadership &Communicati ons Country Partner Summits APAC Executive Partner Summit FY Partner Reference Program Channel enewsletter

12 Leverage the Program Engine Services Programs Competitors Incentive Programs ISVs Demo Programs ASPs C t Customer Program Engine Certification Joint Solution Lab Partners HDS Scholarship Program Marketing Program

13 APAC Alliances in FY11 Commercial Alignment Value Propositions Closing Identified Gaps Sharing Best Practice jjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjjj A single point of contact for Go-To-Market and Enablement efforts associated with solution partnerships

14 Global Partner and Alliances Charter provide focused, relevant, and consumable programs and solutions that are designed to address specific business issues in key markets markets. Vertical Market Solutions Modular and Enterprise Partnerships ISV Partnerships P t hi File and Content focused Converged Platform - emerging Focus Identify partner solution and go to market synergies that line up with HDS strategic g objectives j and p package g as required to enable increased revenue and market penetration. Technology Partnerships Data Protection Data Networks Global Alliances Operating System / Virtualization Platforms Applications

15 GREAT SELLING IN 2011 THANK-YOU