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MediaLoft/Dell V15

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Transcript of MediaLoft/Dell V15

Darin
Bartik
GTM Strategy to Bring Strategy to Life
Executive Director, Product Marketing
It's time
Renewal Specialists
Online Tool
Partner Program
It’s time for renewals
Rapidly shifting market
Hybrid cloud
Digital universe, in billions of gigabytes
New consumptions
Public Cloud
$44 BILLION
25%
On Premise
Public Cloud
$2 TRILLION

Growth Y/Y
4%

Growth Y/Y
2015
8,591 gb
2020
40,026 gb
Cloud Management
Mobile Solutions
Social
Analytics
SMAC: The new technology requirements
Transforming SIM products to be SMAC capable
Information management
Endpoint management
Performance management
Data protection
Azure
management
Consistent UI/UX design
Uniformed security best practices
Common data respositories and analytic framework
Single Dev/Ops for continuous integration and continuous deployment
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
We are here
Break
Marc
Stein
Renewals kickoff presentation
Leslie Cain - complete review of licenses in renewals at Bank of America
Through numerous call and emails the final license count and an agreement on a 3 year, 2 year and annual renewal.  (
3 Deals closed) 
Through teaming, the deal moved from
1.2M to 2.9M
renewal with DFS facilitating the annual payments for the 2 and 3 year renewal. 
3 year (upfront) total:
$318,290.20
Cleared customer confusion on the licensing model
(socket vs. host and the different flavors of Foglight involved with the renewal).
Renewals collaborated with
Peter Dellaportas
from the new license team.
Collaboration efforts helped sell the value of the multi-year proposal.
The customers initial option was to renew annually. Kristi engaged Chris Lorimer (DFS Account Executive), Marc Sciocchetti (Dell GAM), and Nathan Mattson (G500 Account Manager) to present a
3 year option with annual payments.
Rep: 
Jason Nordendale Account Manager

Deal Value: 
$317,441.50
Note:  This was the largest deal for my team all year.  Key player in the deal was the
Account Manager Jason Nordendale
.  He played a key role in bringing this one across the finish line before the end of Q3.
Teamwork with Core Sales: 
Jason Nordendal
One team
Product team
panel
Jieming
Zhu
Engineering the vision
Wrap
Up
30 minutes
Larry
Humphries
FY17 business plan
Tom
Joyce
3,500

People
1,000

Engineers
1,500

Field people
Vice President & General Manager, Systems & Information Management
Vice President, Renewals
Vice President, Development Engineering
Vice President of Sales, Americas
Brett Roscoe
, Vice President, Product Management
Sean McEvoy
, Executive Director, Support
Allison Inouye
, Director, Professional Services
Garrett Cook
, Director of Presales, Americas
Larry Humphries
, Vice President of Sales, Americas
Tom Joyce
, Vice President & General Manager, Systems & Information Management
Enterprise Strategy Group
ESG
Industry analyst validation
Through teaming, the deal moved from
$534K to $2.6mil
inclusive of current and future licensing.
Potential Call Out
Potential Call Out
John
Swainson
Q&A
Now...
Cloud
Mobile identities
DevOPs
New threats
SaaS
New data types
Ubiquitous analytics
President, Dell Software Group
FY16 DSG results

FY16 SIM results
FY16 SIM North America results
Then...
Mainframe
The internet
Mini
Client server
Opportunities
What else?
Wins
Customer journey
Help, hard work, together
Partner you can count on
Global scale
1,000 engineers With deep expertise
Turn intellectual properties into new products for the next platform
unknown
Welcome
Tom
Joyce
SIM business strategy and vision
Vice President, General Manager,
System & Information Management
One team
Help, hard work, together
One team
Full transcript