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v2 Dell/MediaLoft Macau

3.9.16

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Transcript of v2 Dell/MediaLoft Macau

Brenton Smith
, Vice President &
General Manager, APJ

Reps specialized by product
Channel program
Break
Renewals
kickoff

Marion Lee
, SW Maintenance Renewal Sr. Manager

Product
panel

Engineering
the vision

Jieming Zhu,
Vice President, Development Engineering

Wrap
up

Tom Joyce
, Vice President & General Manager, Systems & Information Management
Brenton Smith
, Vice President & General Manager, APJ

APJ welcome
Now...
Cloud
Mobile identities
DevOPs
New threats
SaaS
New data types
Ubiquitous analytics
The world has changed
Then...
Mainframe
Mini
Client/server
Internet
What went right?
It time for change
SIM
business strategy and vision

What went wrong?
What else?
-13%
SIM total
Bookings
79%
Blazing a path
Done
Doing now
Doing later this year
Whiteboard
Pitch
$251K deal
$16K deal
The world has changed
Partner you can count on
Venturing into a great unknown
Data Protection: $615K
Microsoft solutions: $2.9M


SharePlex: $330K
Our story. It
YoY
% Attain
$849M
What do customers want?
Evolving with our team and customers
Lukasz Kwiatkowski
Renewals sales
Brett Roscoe
, Vice President, Product Management
Matthew Johnston
, General Manager, APJ Solution Sales
George Condos
, Managing Director, APJ Professional Services
Sean McEvoy
, Executive Director, Support

Trusted advisors
Lead with total solutions
Strong foundation

s

s time.
Rapidly shifting market
Hybrid cloud
Data economy
New consumptions
Public cloud
$44 billion
25%
Public cloud
$2 trillion

Growth Y/Y
4%

Growth Y/Y
2015
8,591 gb
Cloud management
Mobile solutions
Social
Analytics
SMAC: The new technology requirements
Transforming SIM products to be SMAC capable
Eight steps towards the new product success
Re-build the team
Analyze the gaps
Bet for the future
Define the MSPs
Validate the customers
Make trade-offs
Deploy resources
Sprint
2020
40,026 gb
Future
$
Consistent UI/UX design
Uniformed security best practices
Common data repositories and analytic framework
Single Dev/Ops for continuous integration and continuous deployment
We are here
Accelerate
time to value
Collaboration across technical teams
Global scale
1,000 engineers with deep expertise
Turn intellectual properties into new products for the next platform
One team
We will win
Why us?
-14%
SIM APJ
Bookings
79%
YoY
% Attain
$75M
Technical ambassador
Recognize, reward and retain
top technical field talent
Drive collaboration
across technical and product teams
Cloud support
State of support today
Accelerate
time to resolution
Proactive support
Support offerings
Customer satisfaction
NPS
92%
76%
Self service portal
400K visits/month
Public knowledge articles
100K
Microsoft platform mgt
Data protection
Endpoint management
Database management
Performance management
Combined microservices cloud delivery
Winning culture
It’s time
to get engaged
(engagement)
It’s time
to just talk
(communications)
It’s time
to speak up
(empowerment)
It’s time
for you
(development)
It’s time
to join together
(community)
SIM ambassadors
Think tanks
Leader brown bag/coffee clubs
Leadership panel series
Video feedback submissions
Women of SIM
Diversity plan
Community involvement plans by site across orgs
ERG plan by site
It’s time to focus on

77% of Fortune 100
use Dell GRC solutions

#1 Database

Tools ISV
with +40% market share in the Windows OS space
Dell Data Protection
is trusted by

75K+ customers
KACE supports
7M+ customer endpoint devices
Foglight IPM
cuts

time to resolve 50%
Source: IDC
The changing landscape
Cloud adoption
SaaS delivery
Increased mobility and endpoints
Customers demanding insights
Training and certifications
Tools and automation
Collaboration across technical teams
Accelerate
time to decision
Microsoft platform mgt
Data protection
Endpoint management
Database management
Performance management
Hybrid cloud support
Services and partner enablement
SaaS architecture with leading analytics
Simplification
Cross-selling tools
Azure AD and O365 support for Change Auditor
Exchange Offline and 2016 support for Enterprise Reporter
Azure AD support for RMAD
New InTrust for search
PST and archive support for migration
New TOAD for Mac (MongoDB, MySQL and Postgres)
Azure and AWS certified replication for SharePlex
Continuous Integration (CI) support for Agile dev in Toad for Oracle Dev Suite
Spotlight Enterprise for Oracle
Next-gen SaaS architecture
Heterogeneous support
Mobile Device Management (MDM)
3rd party MDM integration on K1000 7.0
New Asset Management Appliance
Location awareness and mobile barcode support for K1Go
Enhanced analytics for the KACE Data Warehouse
Next-gen SaaS architecture
Focus on cloud and VM/container environments
Hyper-V support for Foglight
Capacity Director for Foglight IPM
Stability for Foglight Core
NxSQL Database support
DevOps and Agile Dev support
Cloud/SaaS-based architectures
Any-to-Any Cloud Replication
Microsoft platform management
Database management
Endpoint management
Performance management
Enable cloud services and solutions
Breakthrough recovery times
Software-defined storage
Data analytics and insights
New Rapid Recovery for virtual, physical and cloud
Native cloud disaster recovery for Rapid Recovery
Fibre Channel support for DR series appliances
DR support for Rapid Recovery
Native de-dupe and compression for NetVault
Data protection
It's Time
...to pour
creativity
into the
engine
we have.
Agile Marketing
Metrics
& ROI
Message Development
Message Execution
Technical Community Engagement
Mobile Ready
Website
Awareness
Videos
Channels
Microsoft platform mgt
Data protection
Endpoint management
Database management
Performance management
$175K deal
Joakim Wethal
License seller
Sarah Buckley
Renewals sales
$43K deal
$170K deal
$100K deal
Jacob Fishelev
License seller
Jaan Paul Valgepea
Renewals sales
Nick Ashton
Renewals sales
FY17
SIM plan

Brenton Smith
, Vice President & General Manager, APJ

Darin Bartik,
Vice President, Marketing

GTM strategy
to bring vision to life

Welcome
3,500

people
1,000

engineers
Renewals
Special welcome
Inside Sales
Engineering
1,500

field people
Business strategy & vision
Tom Joyce

Vice President, General Manager
Systems & Information Management
FY17 SIM APJ Sales kickoff
Welcome!
Brenton Smith, Vice President & General Manager, APJ
FY17: It's time to scale new heights
SIM APJ Q4 FY16
(constant currency)
+14%
186%
+$2.7M
+95%
Y/Y License growth
Quota attainment
at
+204%
YoY for ANZ
above SIM forecast
License attainment

FY16
A year of change
and challenges
But we came through!
Windows Management quota attainment
at
+135%
YoY
205%
One team
FY16 Actuals [SIM + IAM]
35% of Total
Renewals EMEA
$87.3M
Total EMEA
$260.1M
19% CAGR
(EMEA 21%)
20% CAGR
(EMEA 22%)
21 Billion
endpoints by 2020
Performance Analytics
& Mgmt
$19B market in 2019
$2.8M win with VW
4M strong TOAD World Community
DR up 83% YoY in EMEA
Gartner Ranked #1 in ESM
$860K win with ING

Graduates
One team
Leadership Team in New Orleans
Copenhagen Team
SIM APJ FY16 full year
(constant currency)
-6%
+4%
+7%
YoY License
YoY Windows growth

Target &
+6%
YoY growth for Korea
YoY License for ANZ

Quota attainment for SAK, #1 region in FY16
92%
98%
Top 10 Sales reps (in alphabetical order)
Dilip George
Duncan Robertson
Kenneth Harrison
Pramote K
SeJeong Nam
Steve Smith
SunKi Roh
William Wu
Yujin Lee
Yuseob Jeon
India
ANZ
ANZ
SEA
Korea
ANZ
Korea
China
SEA
Korea

Top 5 ISR's (in alphabetical order)
James Ludowici
Julie Bateman
Kristen Elliott
Meika Gow
Yuri Quiros
ANZ
ANZ
ANZ
SEA
ANZ


Top 10 wins in FY16
-Gov't
-Two times purchase of ChangeAuditor
-$4.1M Deal
-Gov't
-Renewals for ChangeAuditor
-$1.3M Deal
-FSI
-Database

-$1.1M Deal
-Gov't
-Two times purchase of ChangeAuditor

-$1.1M Deal
-Telco
-Database
-$742K Deal
-Gov't
-DP, MON, ChangeAuditor
-$4.1M Deal
-Financial Software
-Database

-$4.1M Deal
-Bank
-Recovery Manager
-508K Deal
-Gov't
-ChangeAuditor
-$441K Deal
-Shipping
-Database
-$430K Deal
Reps specialized by product
Channel program
$2.6M deal

$2.9M deal
$300K+ deal
Marc Stein
Vice President
Stacy Henson
Administrative
Assistant
Justin Furner
Manager
IAM Global
Fabio Invernizzi
Director
Global Channel

Liz DeVoss
Director
Global Ops
Todd Schwiderski
Director
Americas
Dorine Fryzowski
Manager
EMEA
Marion Lee
Sr. Manager
APJ
Robb Dunewood
Sales Engineering

Lacey Evans
DP
Brian Singer
ESM MPM Emer
Brian Gayler
DB PM PUB
Kevin McCahill
Relationship
Jakub Krzyzak
DP Emerging
Rodolfo Chan
DB PM Sp/It
Dajana Henke
ESM MPM
Tom Waite
Finance
Deb Randel
Marketing
Carlos Vargas
Sales Ops

Rodney Bradford
Biz Ops
Luke Cook
HR
The team
Evolving with our customers
Customer self service
Leslie Cain
License seller
Kyle Keefner
Renewals sales
Nathan Mattson
License seller
Kristi Ritzer
Renewals sales
Jason Nordendale
License seller

Gretchen Hasselbach
Renewals sales

It’s time
for Renewals
Goal
One 8-figure deal in FY17
ANZ GM
Klasie Holtzhausen
India GM
Murli Mohan
Japan GM
Tomoki Nakamura
SEA & Korea GM
Mary Woo
Korea GM
Jinwook Oh
Solution Sales
Matthew Johnston
Field Operations
Amy Lee
Marketing
Vijay Ranawat
Technical Support
YenPeng Ng
Renewals
Marion Lee
Compliance
Michael Wong
PSO
George Condos
APJ organizational structure
FY17 APJ objectives
$81M in revenue and $100M next year

10 $500K deals, 5 $1M deals, more ELA’s and $6M in Compliance deals

Channel re-start, focused and effective

Accelerated growth in greater China and India

Attach rate of ???% PSO and grow strategic relationships on back of PSO

Execs to get closer to C-level

Execution, discipline and smart selling

FY17 targets by country
ANZ

CHINA

INDIA

JAPAN

KOREA

SEA

APJ SIM
FY17 APJ key initiatives
Net-new logo program

Keep the foot on pedal for DP (ISR)

Keep leveraging Dell, get close
and friendly

New channel program and incentives, get their attention

User groups and executive events

Focus on competition and taking
market share



26,737

11,097

7,783

15,737

7,234

12,422

81,010 +14% YoY
Solution Areas
Data Protection
Database Management
End Point Systems Management
Performance Monitoring
Windows Server Management
Cloud Systems Management
APJ SIM

Grand Total
32,465
18,691
4,048
5,177
20,175
450
81,010

YoY
18%
7%
-1%
-2%
20%

14%

Mix
40%
23%
5%
6%
25%
1%
100%

FY17 targets by product segment
FY17 compensation plan deck featuring enhancements
Higher acceleration for Tier 5 high achievers:
accelerator increased from 2.5X to 3X
Softer landing for Tier 1:
decelerator of 2/3x instead of 1/2X
Overall achievable targets in FY17 =
make more money

Introducing the quarterly results bonus
Provides strong incentive for all sales makers on annual plans to exceed their quarterly targets
Compensation is based on attaining or exceeding cumulative annual quota targets for Q1, Q2 and Q3.
This compensation is above Total Targeted Variable Compensation.
For sales makers with partial MBOs, the portion of their TI associated with their revenue component is eligible for quarterly compensation
Cumulative Attainment
Achieve quota for Q1, 1H and 1H+Q3
Achieve quota for 1H and 1H+Q3
Achieve quota for 1H only
Achieve quota for Q1 and FY

5%
5%
5%

5%
5%
5%
5%
15%
10%
5%
5%
Q1
1H
Q3 YTD
Total Bonus % of TI
$?M US deal
$?M US deal


$2M US deal
DBS foglight
Full transcript