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v3 MediaLoft/Dell EMEA

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Transcript of v3 MediaLoft/Dell EMEA

Ronnie Wilson,
Vice President, EMEA

Reps specialized by product
Channel program
Break
Renewals
kickoff

Marc Stein,
Vice President, Renewals

Product
roadmap

Engineering
the vision

Jieming Zhu,
Vice President, Development Engineering

Wrap
up

30 minutes
FY17
business plan

Brett Roscoe
, Vice President, Product Management
Garrett Cook
, Director of Presales, Americas
Allison Inouye
, Director, Professional Services
Sean McEvoy
, Executive Director, Support

Ronnie Wilson,
Vice President, EMEA
Tom Joyce
, Vice President & General Manager, Systems & Information Management

Regional FY17 Business Plans
Q&A
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
John Swainson,
President, Dell Software Group

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
$250,762 deal
$15,674 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 world has changed
Partner you can count on
Venturing into a great unknown
Database management: $3M
Microsoft platform management: $1.6M


Data protection: $321K

Our story. It
YoY
% Attain
$849M
What do customers want?
The team
Evolving with our customers
Customer self service
Lukasz Kwiatkowski
Renewals sales
It’s time to make renewals great again
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 respositories 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?
-12%
SIM EMEA
Bookings
82%
YoY
% Attain
$202M
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
Enabling 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
FY16 Actuals [SIM + IAM]
35% of Total
Renewals EMEA
$87.3M
Total EMEA
$260.1M
FY17 SIM Renewls Booking Target by Region
30,966,951
North
10,423,479
South
17,468,474
Central
3,141,253
Central
2,010,897
Emerge
$174,766 deal

Joakim Wethal
License seller
Sarah Buckley
Renewals sales
$230K deal
Olivier Coulange
License seller
Jean Baptiste Heine
Renewals sales
$43,438 deal
$170,453 deal
$99,877 deal
Jacob Fishelev
License seller
Jaan Paul Valgepea
Renewals sales
Nick Ashton
Renewals sales
Ronnie Wilson,
Vice President, EMEA
Alex Neff,
FY 17 Central Region
Craig Hockley & Gaby Matar,
FY 17 Business Plan Emerging Markets
Chris Miller,
FY17 Business Plan, North Region
Laurent Berns,
FY17 Business Plan, South Region
Philip Walsh,
FY17 Business Plan, Inside Sales

Alexander Neff
EMEA Central
Damir Griessbach

Database & PM

Eugenie Emich
WM Territory
Stefan Rabben
DP & ESM
Channel
Thomas Herrmann
WM NAM & SWAEs

Hans-Heinrich Aenishanslin
EMEA Central
It´s time to show you the team...
... Present EMEA Central at a glance
Largest User Groups in EMEA (TOAD, WM and IAM)
Leading with PSO Bookings in EMEA

Q4
FY16
WM 131%
PM 150%
DB 98%
(PM & DB Full YR >100%)
DP 90%

Long Time Experience with Products & Solutions
Very good Customer Knowledge
Our common Theme “Sell like hell”
91%
Inspiring Leaders
>60%
Channel Business in total. Our commitment in Partners & GSIs
Leading in SWAE Execution & ELAs
Present Our FY17 Key Initiatives
Excitement

Team
Channel
Desperately Looking For SIMplification

It's all about $$$

Marketing
About New Products
About Roadmaps
About SIM

Promote Talents
Develop Careers
Retain The Team
Keep the Competition Out

More Accountability
Alignment to LOB
GSI Engagement

More Pipeline
More Visibility
More Noise

EMEA Central
It´s Time To...
North Europe
Ireland +4%
Finland +44%
Data Protection
Individual Performances
Many individuals delivered over plan
New Logo wins

License Bookings
In Constant Currency
YoY Growth
FY16 – Outstanding Efforts
Sim Leadership Team
TOBY GOLD
Windows
Management

UK & I
PAUL VIRGILI
Windows
Mgmt &
Channel Mgmt
Nordics & Benelux
SUE JONES
Channel

UK & I
BEN TUCKWELL
DP & Endpoint
Management

Northern Europe

GRANT HAWKINS
G500
Software AE

Neil Crowley
G500
Software AE

Darin Bartik,
Executive Director, Product Marketing

GTM Strategy
to bring vision to life

Welcome
3,500

people
1,000

engineers
APJ
solution team
Renewal sales team
Special
Welcome
Business DevelopmentReps (BDRs)
Engineering
EMEA solution team
Acting VP of Sales, Americas
Larry
Humphries
1,500

field people
Business Strategy & Vision
Tom Joyce

Vice President, General Manager
Systems & Information Management
One team
LITAL DAVIDOV
Inside Sales

WM, DB, PM
Northern Europe

MARITA MELOS
Database
Management

Northern Europe

KEVIN STANTON
Inside Sales

DP (Glasgow)
Northern Europe
MARIA PECORARO
Group
Administration

JASON WINTERSON
System
Consulting

TRISH KENNY
Finance

Better Together – Growth

13% growth in USD Actuals
15% growth in constant currency
Channel first for our customer

Sales led new customer growth
Marketing led new customer growth

Top Initiatives for FY17
The North in FY17
“Coming together is a beginning. Keeping together is progress. Working together is success.”
Henry Ford

EMEA Channel in FY17

1
New Partner Incentives
2
New Partner Tools
3
Bridge to FY17 Channel Strategy

New Business and Growth Incentives
Preferred Partners now included.
Vistex - Rebate & MDF Tool Improved Visibility and Payments
Updated Competency Training Aligns to future channel strategy
Sales Kick Off

France (Paris)
Spain (Madrid)
Italy (Roma)
February 18th & 19th
February 16th & 17th
February 23th & 24th
Organization of local Kick Off
3 Sessions
Southern Europe Region strategy
Brainstorming to identify some growth relays
Team Building
Southern Europe Strategy
Objectives
Increase Revenue (Transactional and large deals)
Find new customers (Existing Dell Customers)
Increase Sales Productivity
Means
Develop Channel
Realign Sales Organization
Change Sales culture
Southern Europe growth relays
Objectives for each country
Find for each LOB some couples Product – Adressable Markets
Size the adressable market and identify the GTM markets
Propose some marketing actions which can have a revenue impact on this Fiscal Year
The results will be discussed in our regional session
Having
fun and creativity
Together...

To create more value for SIM
Sales kick off FY’17
SIM inside sales
Inside Sales EMEA Organisation
Inside sales south
Graduate team
Inside sales north
Inside sales data protection
Inside sales central
FRANCE – ITALY – IBERIA

Gaël Menez
CORK - IRELAND
NORTH – SOUTH – CENTRAL
- EMERGING

James Symington
CORK - IRELAND

UKI – BENELUX – NORDICS

Lital Davidov
CORK - IRELAND

UKI – BENELUX – NORDICS – FRANCE – SPAIN – ITALY – CENTRAL – EMERGING

Kevin Stanton
GLASGOW – SCOTLAND

Daryn McArthur
CORK - IRELAND
GERMANY – SWITZERLAND - AUSTRIA

Eugenie Emich
COLOGNE, GERMANY
Key schievements in FY 2016
Graduate programme

MQL management

Campus culture

10 Graduates on board
21% of new hires in cork CY’16
management of MQL process

Dell brand events
health & wellbeing events
employee resource groups
powering the possible
craic in cork


Reorganisation in Q4

Pipeline coverage

Kept the focus and delivered on the COMMIT
large deals: produban / prorail

79%
ZERO
Ronnie placeholder
3
Making sense of it all
We’re having great craic in Cork!
We love hurling! Sure we’re hurling morning, noon and night!
It’s tremendously good fun!
We really love our national sport!
Looking forward to FY’17
Key Goals in FY 2017
Demand generation

MQL management

Partner business mgmt.


Build a demand generation machine targeted on call-out campaigns on IB XSUS
POWER PLAY DAYS

Pipeline Management


New customer v IB XSUS
large deals v transactional
Strong sustainable pipeline
deal range distribution
required coverage ratios

From ZERO
to HERO!
iCAM
It's time to do
3

things
We’re not here to take part, we’re here to take over

1
2
3
Manage In-bound leads
Marketing qualified leads
Marketing inquiries
ZERO tolerance

}
Monitor
Manage
Monitise
Drive out-bound sales activities
DRIVE out-bound campaigns
Raise the bar
Execution
Monitor
Idea generation
Campaign
design
IB analysis
Innovate and collaborate to drive revenue
Costomer
centric
Cooperate
Compelling
Continuity
SCALE through the channel
Engaging the channel from inside sales it’s time for ACTION
A
ccelerating
C
hannel
T
ransactions through
I
nteraction,
O
pportunity identification and
N
ew Demand Generation
Key Message for FY’17
Keep focused

Close those deals

FY17 SIM EMEA sales kickoff

Welcome to Barcelona!
Ronnie Wilson, Vice President, EMEA
Tom & the Beanstalk
Once upon a time...
It’s time for US!
Team EMEA
THE A TEAM
Sales kickoff objectives
1. Meet and get to know the Global SIM Leadership Team
2. Network with your EMEA colleagues
3. Get an appreciation of what we are doing as a Global team in Engineering, Product Management, Maintenance and Marketing
4. Understand what our EMEA GTM and Regional and EMEA solution Sales plans are for FY17
5. HAVE SOME FUN!
FY 17 objectives
1. Make the plan
2. No nasty surprises
3. Celebrate our successes
4. Teamwork – work & grow as a connected team
FY17: It's time to scale new heights
SIM EMEA - The leadership of the "connected" A TEAM
Q4 Actual above Licence Call

+4%
+5%
+54%
+100%
+$7m
+4%
Y/Y Licence growth
Y/Y Licence growth: Windows Management
Y/Y Licence growth: Data Protection
Licence Plan

Y/Y Professional Services growth:
North
Central
South
Emerging dev
D software
Inside Sales
MP,ESM,PM,DB solutions leader
DP solutions

Channel
SIM EMEA Q4 FY16 (at Constant Currency)
We came through it.
Happily ever after.
Moral of the story
It's time to...
Dare to dream
Take risks
Take a leap of faith
Scale new heights & discover something amazing
Consider all options
Act with agility and speed
Keep winning
Celebrate success
Magic beans? What a deal!
Next day...
Systems Information Management (SIM)
Dave McCay
– Sales Director - Dsoftware
Craig Hockley
– Sales Director – Dell EMDEV
Emerging markets

FY16 – What went well?
$23.5M for FY16 –
+6%
Dsoftware –
17% growth
RIC–
14% growth

$4.5M Data protection –
+36%
(+50% in D-Software – key enterprise wins)

$4.3M Windows management –
+28%

Team development –
geos, skills, tools

80% of EMDEV team rebuilt

(SA, Russia, Israel, CIS)

New market penetration –
Africa, CEE, ROG

Channel eco-system development –
New or enhanced distributors & tier 1 partner

Dell team engagement

FY16 - What didn't go well?
Exchange rates -
30% less spending power for same budget

Oil price impacts –
7 out of 11 strongest economies are petrochemical based

Golf handicap

South Africa:
-15% decline
-rebuilt the team (100% re-hire)

FY17 objectives
$26M
in License Revenue

4
or more $1m+ deals

More ELA’s
(leverage the portfolio)

Accelerated growth in key territories –
Africa, Russia, Israel and Turkey

Grow the team –
coverage, expertise, thought leadership

Professional services enhancement –
engagement, velocity, experience

Accelerate channel growth and market coverage
FY17 key initiatives
Net-new logo campaign

Compliance program

Channel optimization
The right partners on the right opportunities
Industry recognized certification – sales and pre-sales
Collaborative focus on key accounts

Leverage the Dell resources

Align with Dell AE’s


The key to it all!!
Everything is more awesome when you’re part of the team.
Full transcript