1. Solutions Marketing
EMC
Presented to:
Stephen T. Hurley
Solutions Marketing
Presented by:
Abhay Prashad
Gary Zhang
Tejes Nayak
Edith Olivares
Majid Radaei
Fabian Ochoa
Jun 17, 2010
2. Agenda
Solutions Solutions
What is EMC2 Offerings Definition Offerings
Offerings and Sol. What is
Capabilities Wunderman Roadmap Timeline
Wunderman Challenges and
Roadmap Comparison SWOT Recommendations
4. Offerings
• Products.- to secure the dynamic generation of information
– Hardware and software to created an information structure
• Archiving, IT management, Replication, Storage, Virtualization
• Services
– Consulting.- Base on seasoned professional worldwide.
• Business- product innovation, customers’ experience, operation
• Application- leverage business application, integration
• Infrastructure- improve data governance, optimize risk manage
http://www.emc.com/collateral/services/consulting/h5566-conslt-itserv-svo.pdf
5. Offerings
• Services
– IT services- Design and implement technology from basic to
complex, including remote resources
– Managed Services- maintain and control information
infrastructure, in the day to day operations.
• Assessment Services, Migration Services, Disk Security Services
http://www.emc.com/collateral/services/consulting/h5566-conslt-itserv-svo.pdf
6. Solutions Definition
“An EMC Proven Solution is the repeatable applied knowledge of how to
optimally integrate hardware, software, and services as
sold, delivered, and supported by EMC and its partners, to solve
customer problems.”
7. EGG
CIO/LOB
Business value
Risk reduction
Agile organization
Application Owner Infrastructure Owner
SLA: Consistency across
performance, protect applications
ion
Improve utilization
Efficient test/dev of resources
environments
Simplified
Rapid deployment management
EMC – delivering a win-win across the IT organization
Product features and services supporting key applications
Proven Solutions and Reference Architectures
Alliance relationships
Courtesy of Steve Blanchet. EMC.
8. Offerings
• Solutions- Combination of Product and Services
– Business Need
• Business continuity and Availability S
• Virtualization Information Infrastructure S.
– Industry
• Energy Solutions
• Healthcare and Life Sciences Solutions
– Platform, Application
• Data Warehouse
• Mainframe S.
• Solution for Microsoft, oracle, SAP
http://www.emc.com/solutions/index.htm#
9. Solutions Timeline
2007 Idea
• Idea
Solutions
Group 2007
•Formation Solutions Group
VCE
Phase 3
2009
• Phase 3 - VCE
Phase 4
2012
•Phase 4
10. EMC2 on the Solutions Roadmap
Enable the Organization Operationalize
Sell only discret the Plan Sustain Momentum
offerings and Growth
EMC2
THE PULL AND PRODUCT PRODUCT PROVEN ADVANCE
PUSH COMBINATION SOLUTIONS SOLUTION
Team
Leverage
Opportunistic
Solution Successes May be!
What is next
step?
11. “Marketing Services: Wunderman… ranks
No. 1 worldwide”
Advertising Age, Dec. 31, 2007
Agency A-List:
The Ones to Watch
“In 2008 direct agency Wunderman turned 50 and
continued to further redefine the role a direct-
marketing agency can play for marketers…”
Advertising Age, Jan. 19, 2009
12. Company Description
The global network of marketing agencies
spanning 123 offices over 53 countries.
North America EMEA
2 Countries 30 Countries
31 Offices 54 Offices
2,000+ People 2,000+ People
Asia Pacific LATAM
11 Countries 10 Countries
24 Offices 14 Offices
850+ People 700+ People
15. Solutions Roadmap
Enable the Organization Operationalize
Sell only discret the Plan Sustain Momentum
offerings and Growth
THE PULL AND PRODUCT PRODUCT PROVEN ADVANCE
PUSH COMBINATION SOLUTIONS SOLUTION
Leverage
Opportunistic
Solution Successes
16. Comparison (Offering and Solutions Strategy)
EMC Wunderman
Customization
It depends! Very high
Repeatability
Yes No
Easy to replicate
Yes No
Solutions sales Direct sales (can
channel Direct sales
be both)
Engineering
involvement High None
Set solutions quote
online Yes No
18. Company Analysis
Strengths
Weaknesses
S •Direct sales force
W
•6 solutions centers worldwide •Competitors offer comprehensive solutions
•Customer based solutions initiatives
•Market leader in storage
•Reputable product line
•Consistent technological and innovations
•Strong partner relationships
•First mover advantage in virtualization and
clouds computing
•CSR – Environmental friendly
Opportunities Threats
O T
•Strategic alliances •Bigger Tigers have more resources to
•Solutions development replicate EMC’s solution offerings
•Global business expansion •Higher requirements of services
•Social networking •Speed of growth limited
•Integrate solutions among engineers, sales
and marketing
•Lack of continuous value added
19. Challenges
• Continue forming strategic alliances with market leaders in new
technologies
• How to empower sales force with knowledge on
products, services, solutions, without losing focus?
• How to keep sustainable growth?
• Risks associated with merger, acquisitions and investments
20. Recommendations
• Strategic Alliances
• Use metrics and value added to empower
• Create high value offerings with disruptive innovations.
• Leverage on Online Community.
• When partnering, retain control and brand identity
• Develop Emerging Markets
• Explore local partnerships in Emerging Markets.
Notas do Editor
We said EMC has come a long way on the Solutions Roadmap. However where exactly do we find them on the Roadmap? EMC had long realized the combination of the products and services could add much more value to their customers. Over the last 3-4 years they had managed to enable organization change towards a Solutions based organization. We perceived them to be at the Level 3 on the Roadmap.Our reasons: 1.They have developed a Portfolio and made the organizational changes necessary to leverage its solutions successes2. They are making strategic alliances to build a competitive advantage.3. There is a change to customer needs based segmentation (Industry, application, Infrastructure)They believe they have completed Phase 3 successfully and are ready to trigger Phase 4They think they have enough proof of concepts and other thought leadership activities.So where do they see themselves moving on from here, or what is their final destination? Perhaps Solutions Mastery, may be not ! They would like to leverage on the successful completion of the Phase 3 of the Solutions Roadmap. Optimization of the organizational changes to evolve as preferred Solutions provider, i.e phase 4. They don’t see themselves as being a complete transformed organization. They are a reputable product based company and they wouldn’t like to let go of their core revenue generator, at least from the present perspective
EMC has videos fromSenior Vice-president of InformationInfrasestructureSolutionontheircommitment in developingsolutionsto real customerchallenges.EMC publishes a wide variety of timely resources that range from analyst reports and data sheets to demos and white papers.EMC publishes a newsletter that focuses on the new age of case management and how automating case-based processes is changing the way companies respond to a variety of business challenges.EMC also sponsors and hosts severaleventsfocusedonovercomingtechnologicalproblemsThe EMC Communityis a place where professionals can find and share ideas through our blogs, social networking tools, and RSS feeds.Wundermanofferspublications, articles, presentations, whitepapers, videos and blogs aboutthecompany and its marketing initiatives.