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2016 Solution Provider Track Benefits & Requirements: United States

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2016 Solution Provider Track Benefits & Requirements: United States 2016 SOLUTION PROVIDER TRACK BENEFITS & REQUIREMENTS: UNITED STATES INTRODUCTION These are the requirements and benefits of the EMC® Business The EMC Business Partner Program for Solution Providers supports your Partner Program for Solution growth in current markets while also providing the tools you need to Providers in the United States of succeed in the world of mobile, cloud, big data and social. The Solution America. Provider track provides products, solutions and services offerings underpinned by the most robust portfolio in the industry. The program’s All requirements, with the financial framework ensures a predictable and profitable experience so exception of revenue, must be you can focus on driving richer and deeper engagements with your achieved by November 30, 2016 to meet compliance. The customers. compliance deadline for revenue is December 31, 2016. Each Business Partners complete specific requirements to achieve a tier with Business Partner’s achievements profitability increasing at each level. Our requirements ensure that you at these compliance deadlines will have the knowledge and training to design and sell EMC solutions, determine their tier and applicable products and services to differentiate your offerings in the marketplace. benefits for all of 2017. The Our benefits ensure you receive commensurate reward with the flexibility benefits explained in this to choose where you want to invest. We are here to support you with the document are effective July 1, 2016 and may change without technology, knowledge and training to lead the way into the future. notice. BENEFITS For more information, visit http://partner.emc.com or email As an EMC Business Partner, you have greater profit potential, choice [email protected]. and flexibility to grow your business. A powerful feature of the EMC Business Partner Program is the performance rebate starting at the first dollar of sales. Business Partners can match investments to their go-to- market strategies by using marketing dollars from one track across other tracks. Platinum and Gold tier Business Partners will have access to solutions competencies for cloud, big data and mobility. Earned MDF will accrue based on a percentage of partner’s product revenue, but will only be approved for spend based on alignment with spend policies, guidelines and joint sales/marketing plans. Business Partners also have access to Cloud Partner Connect, which 1 Goals and base attainment will include all allows them to resell EMC-Powered cloud services from EMC Cloud EMC Hardware, Software (including ELAs - value pro-rated over contract duration), Service Providers. Pivotal, Mozy, DP Cloud, Vblock – EMC only; VxRack and VxRail - EMC, VMware and Cisco components, SP Connect Storage TIERS Value only (including Virtustream & VCloud BENEFITS Air) and excluding ECD, RSA, VMware, SILVER GOLD PLATINUM Maintenance Renewals, T&M, 3rd Party & EMC Brokerage; Services (including Pre- Performance < 75% 1.00% 1.00% 1.50% Paid Maintenance, Professional Services, Rebates1 Education, Consulting & Residency for Current > 75% 1.25% 2.00% 2.50% Products 2 Eligible products for Earned MDF are EMCII hardware and software products > 100% 2.50% 4.00% 5.00% (excluding Services, ECD, RSA, For Legacy VMware/Cisco components of Rack or Block >0% 0.20% 0.25% 0.30% and third-party products). Products3 2 3 Earned MDF Rates N/A 0.53% 0.80% Legacy products contribute to the overall GAF attainment thresholds but carry a flat rebate rate. Cloud Partner Connect All rates and benefits subject to change Cross-Track Benefits without notice. Advantage Enterprise Streaming Subscription (25 VILT courses) EMC2, EMC, the EMC logo are registered trademarks or trademarks of EMC Corporation in the United States and other countries. All other trademarks 2016 Solution Provider B&R | 1 used herein are the property of their respective owners. © Copyright 2016 EMC Corporation. All rights reserved. Published in the USA. 2016 SOLUTION PROVIDER TRACK BENEFITS & REQUIREMENTS: UNITED STATES PRODUCT CATEGORIZATION Current Products Legacy Products Not Included Data Protection Suite Atmos Networker Analytics Third Party Data Domain Avamar Pivotal App Brokerage DSSD Celerra Pivotal Data Connectrix Elastic Cloud Storage Centera Pivotal PCF EMC Select Isilon Clariion ProtectPoint Global Services ScaleIO Cloud Connect RecoverPoint Syncplicity Unity Common Family SourceOne VIPR Controller Data Protection Advisor Spanning VMAX All-Flash* DLM Storage Resource Management VNXe EDL Storage SW VxRail/VxRack Elastic Cloud Infrastructure Storage Virtualization XtremIO Maginatics Symmetrix** Mozy Unified** Network Monitoring Suite *Product Class Level **Current Products Part of Family EMC’s Business Partner Program is introducing two product categories in order to align to EMC sales priorities and accelerate partner investment in strategic areas. We have simplified the performance rebate structure from four attainment tiers to three and continue to drive and reward incremental sales for current products. Partners will continue to earn benefits from Dollar One on both Current and Legacy products. EMC2, EMC, the EMC logo are registered trademarks or trademarks of EMC Corporation in the United States and other countries. All other trademarks 2016 Solution Provider B&R | 2 used herein are the property of their respective owners. © Copyright 2016 EMC Corporation. All rights reserved. Published in the USA. 2016 SOLUTION PROVIDER TRACK BENEFITS & REQUIREMENTS: UNITED STATES REQUIREMENTS To join the Solution Provider track, Business Partners must meet certain non-revenue requirements by November 30, 2016, and specific revenue requirements by December 31, 2016. Partners are then placed into a specific tier within the 2017 Solution Provider track based on their level of achievement in these requirements. Each tier has its own set of base requirements designed around technical, solutions, marketing, services and revenue criteria. These requirements are designed to ensure that Solution Providers have the foundational knowledge to sell and market EMC products as well as the advanced capabilities to architect and sell solutions based on EMC technology and services. All training is available to Business Partners through the EMC Business Partner Academy. Each tier in the program requires a specific number of resources, credentials and technologies as outlined below and on pages 3-6. If a partner loses a resource that held a Solutions Credential or a Certification (Technology Certification or Implementation Engineer) within 90 days of the compliance deadline, they will have until the end of April 2017 to replace, train and certify the new resource, or risk moving down in tier status. Sales SE SALES SE Technology Certifications Implementation Engineers Revenue Each Sales and SE Resource Technology Technology Other Portfolio Competency must complete the following Architect Architect Specialist Expert Solutions Competency Specialist Expert 14 Resources 14 Resources 14 Resources 14 Resources 7 Resources* 3 Resources* 7 Resources* 2 Resources* 1 Resource with Must cover at Must cover at Advanced $100M Choose Any Competency least 4 least 4 Marketing Complete All Required Modules track(s): Cloud, Big Data, or technologies - technologies - accreditation PLATINUM Mobility *See TA chart **See IE chart for options for options 6 Resources 6 Resources 6 Resources 6 Resources 3 Resources* - 3 Resources* - 1 Resource with Must cover at Intermediate $25M Choose Any Competency least 3 Marketing GOLD Complete All Required Modules track(s): Cloud, Big Data, or - - technologies - accreditation Mobility **See IE chart for options 2 Resources 2 Resources $2M - 1 Resource* - - - - SILVER Complete All Required Modules * The TA chart can be found on page 5 of this document ** The IE chart can be found on page 6 of this document ***Note that Authorized Partners can achieve Silver status if all 2017 requirements are met by June 30th, 2016 EMC2, EMC, the EMC logo are registered trademarks or trademarks of EMC Corporation in the United States and other countries. All other trademarks 2016 Solution Provider B&R | 3 used herein are the property of their respective owners. © Copyright 2016 EMC Corporation. All rights reserved. Published in the USA. 2016 SOLUTION PROVIDER TRACK BENEFITS & REQUIREMENTS: UNITED STATES REQUIREMENTS (DETAILED) EMC Revenue Revenue Threshold attainment includes all 2016 EMC Hardware, Software and Services bookings, which includes Pre-Paid Maintenance, Pivotal, ELAs (full value), VCE (full value) and 3rd Party Products. Excludes: ECD, RSA, Maintenance Renewals EMC Portfolio Competency All Solution Providers are required to take foundational EMC product knowledge courses listed below. Solution Provider Resources must complete all Intro Modules and all Required Portfolio Competencies listed below. Those individuals that earned the Portfolio Solutions Credential in 2015 will be recognized for having completed the content in the Telling the Portfolio Story module below and the same goes for those who earned the Software Defined Storage Solution Credential in 2015 for the Telling the SDS Story module. A Portfolio Competency Credential must be completed in order to receive any of the Solution Competency credentials. All Solution Providers are required to take courses that provide an in-depth understanding of converged infrastructure methodologies and solutions. Those individuals who completed the updated Selling VCE Converged and Hyper-Converged module after September
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