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Hot market targets: Where to gain success…(...with HDS!) Philippe Fosse VP Channels EMEA 6th of November 2008 Hitachi Spirit The Hitachi Group’s 7 industry segment Group Revenue by Industry Segment (showing revenue in US$ billion) Information & Telecommunication Systems Electronic Devices US$ 21.2 US$ 12.3 21% 12% Financial Services 5% Power & Industrial Systems US$ 5 US$ 99.7 日立の事業 24% US$ 23.5 Logistics, Services & Others 12% billion US$ 11.7 14% 12% High Functional Materials Digital Media & Consumer Products US$ 14.1 US$ 12 All figures include Eliminations and Corporate items, FY2004/Consolidated basis Hitachi Group’s Industry Segments 1 Information & Telecommunication Systems Revenue US$ 21,200 million (21% of Group total) Main Products Systems Integration, Software, Disk Array Subsystems, and Services Hard Disk Drives, Servers, Mainframes, PCs, Telecommunication Equipment Disk Array Subsystem Hard Disk Drive ATM equipped with Finger Vein for Large-scale Enterprise (Hitachi Global Storage Authentication System System/Data Center Technologies) (Hitachi-Omron Terminal Solutions) FY07 EMEA Review FY07 A Year of RECORDS ! LEADERSHIP !! and INNOVATION !!! FY07 EMEA Review • Revenue 114% of FY06 • Product 106% of FY06 • Software 124% of FY06 • CS/S 125% of FY06 • GSS/MS 131% of FY06 • Indirect 116% of FY06 FY07 EMEA Review • New account wins • New countries opened – Uzbekistan, Pakistan, Tunisia, Bulgaria, Macedonia,… • Record shipments of USP V, USPVM & AMS • March 91x USP V; 42x USP VM • EDC emptied December and March • Record shipments from HICEF • Strong Software Growth and Achievement FY07 EMEA Review • HNAS and HCAP gathering Momentum – HCAP – Accenture, Scandia, Samba, Baumax, AKH, ABN AMRO, IFG Bank, Gebrüder Weiss, Och Ziff, Leica Geosystems, Barry Callebaut – HNAS – Caisse d’Epargne, Migros, Datev, EMAAR, ATOS IGN, Lukoil, Telenor, ENI • Channel Targets exceeded – Record Indirect achievement 115% AOP – Record SMS achievement 100% AOP Company Strategy and Direction Putting All the Pieces Together Company Culture + Alignment = Success Our Goals • Become #1 enterprise storage market vendor – Grow High End market share from 19% to 30% (HDS & SUN) in the next 24 months • Become top 3 modular storage vendor by 2010 – Move from a marginal player in Modular to having double digit market share in the next 24 months • Become top 3 file based storage vendor by 2010 – Move from a marginal player in file based storage to having double digit market share in the next 24 months EMEA Priorities in FY2008 Pipeline/ Coverage/Sales Wallet Share New Footprints Qualified Wallet Share New Footprints Operational Operational Execution Pipeline Efficiency Efficiency Channels SUN Partnership Growth RegionsGrowth Regions File ServicesFile Services Global Accounts Software/ Services Services Hot markets: Exploding Unstructured Data Growth Total Digital Archive Capacity, by Content Type – Worldwide (TB) 30,000,000 25,000,000 20,000,000 15,000,000 10,000,000 5,000,000 0 2007 2008 2006 2009 2005 2010 Unstructured Database E-mail Hot markets: Opportunities in Unstructured Data 20% Structured Data (databases, transactional, data warehouses) 80% Unstructured (objects and files) and Semi-structured (e-mail) Data Less than 4% of unstructured data is managed through content management….and shrinking Unstructured Data is growing at 10X the rate of Structured Data (Files, Email, EDocs, Voice, Content) 2,272 PB of Unstructured Data Today, 20,000PB in 2010…Most is dormant after 90 days. ESG. Value of the File….Content Is King File Attributes File Attributes help basic classification Attribute Metadata Content Attributes (Metadata or Tags) enables extra classification, extra descriptions Content Content inside the file enables text searching…informational value Hitachi Data Systems Business Strategy: One Platform For All Data Unstructured Data Structured Data/RDB, Apps (Files, Metadata, Content) High-end Enterprise Application / DB Archiving/Object/Content Level Awareness / Web 2.0 • Tiered Storage/Virtualization via USP and NSC hardware platforms • Foundation for open, scalable and • Common Protection Solutions integrated content solutions • Common storage management COMMON Storage Management Integrated Security Dynamic Tiered Storage Data Protection Midrange Application/DB Enablement NAS – Discovery & Search Two Key Segments: • NSC, AMS/WMS hardware • High Performance NAS platforms • Focused on high throughput • Common storage management environments Standard NAS • Common Protection Solutions • Focused on file and print environments HCAP: The Active Archive Proposition E-mail Archive Document File System Home Grown PACS Software management Application • Single platform supporting multiple applications • Common archive functions Discovery Module across content types Result Set – Data and metadata ingest – Authentication and policies • Embedded full-text indexing and search – All content in the archive – Retrieve content • High-performance, scalable, and secure storage HCAP: Customer View Open Solution WORM, Supports Unix and Microsoft Immutability, and May May file systems, can store 21 21 2036 Retention standard file formats such as XML and HTML, and can Write once, read many leverage other Hitachi SAN file system where content storage platforms is stored in an immutable format with the ability to Single Archive set file-level retention Name Space Simple Monitoring All objects are stored in a and Management single, archive-wide global name space, a well Can be configured and understood paradigm monitored through a Open and easy to navigate Web-based interface and with standard tools and applications through SNMP World’s leading archiving solutions: Software Partners Complete the Solution Email File ECM/ERM Health care Database Mainframe Security Info Mgt & Compliance Call Center HNAS Summary of advantages For your file serving and sharing needs – NAS delivers: Customers Network The unstructured Content Highway EASIER to manage MORE availability & exceed SLA’s BEST performance & growth capabilities LESS footprint, power and cooling cost Reduce Complexity Lower TCO Increase Ease of Use Exceed SLAs Channels: What we have launched in FY 07 • AMS 200 & Brocade 200 E Demo Programme • Focus on Education and Training • Major Focus on PX Performance • Launch Displacement Pilot • Enhanced Pre-launch Channel Readiness • Develop Strong Solution-focus Promotions • Strengthen Channel Communications • Partner Relationship Planning • Opportunity registration • Launch DOC for Channel Partners • Marketing bureau Opportunity Registration Program Goals • Minimize channel conflict • Enhance joint field engagement – Drive open communication and good working relationships between our field and Partners’ sales teams • Increase win rate – Provide high visibility to track qualified end user opportunity pipeline • Provide a significant value for being a TrueNorthTM Channel Partner • Support channel partner value model Hitachi Data Systems Channel Marketing Bureau • What: The Hitachi Data Systems Bureau offers a range of fully managed, co-branded campaigns available to Hitachi Data Systems channel partners • Benefits: Channel Partners are provided with volume sales generation, sales pipeline, metrics and ROI stats on all activities – Partner can implement an effective lead generation campaign with limited resource and marketing skills – Generates real, actionable sales leads – Access to experienced marketers, who understand technology & channels – Detailed processes in place to ensure efficient and cost-effective implementation www.hdspartnermarketing.com What is on offer? • A lead generation campaign co-branded with the reseller’s company logo, value proposition & local call to action – Outbound campaign - eshots and/or direct mail – Campaign web landing page – Online registration and collateral download tool – Telemarketing– 10 desk days – Supplementary campaign data – Data de-duping against TPS lists • Dedicated marketing resource & project management expertise • Secure password-protected project reporting, metrics & status updates Virtualisation Campaign Marketing Bureau: Reporting • Hitachi Data Systems is focused on delivering marketing results • The reporting platform provides easy access to campaign results to help measure effectiveness of email and online campaigns • Hitachi Data Systems Bureau campaign web forms can be hosted on either a dedicated campaign server or the partner server • Reporting includes: – Email metrics – Data Capture metrics – Web Visitor statistics – Telemarketing leads Partner Enablement Priorities: FY 08 • Launch TNCP 2.0 • Focus on Education and Training • Major Focus on PX Performance • Enhance Opportunity Registration • Channel Solution Focus • Enhanced Pre-launch Channel Readiness • Develop Strong Promotions • Strengthen Channel Communications • Drive Preference for Channel Partners • Partner Relationship Planning • Launch EMEA Displacement Programme 2ndH • Mid Market Demo Programme TNCPP II – New Channel Program Overview Introduction The New TNCPP II Program provides your Partners with a new set of program tools and policies that work together to help you grow total revenue at a faster pace. TNCPP II also provides continuity and consistency with many of the proven program features and policies you already know under TNCPP I. New financial compensation tools and policies TNCPP II provides you with a richer, more generous and flexible range of financial incentive tools. These new tools greatly expand CoOp and Back End Rebate incentives, while making Market and Channel Development Funds to fund special Partner needs. TNCPP II builds on top of what you already know TNCPP II preserves a great number of the features and benefits that already exist in the current award-winning TNCPP I Program. You and your Partners get new, revolutionary features and benefits, with minimum disruption to the world you and your Partners know and trust. TNCPP II – Seamless VAR Partnership Levels New New Platinum Gold Silver Bronze Platinum Partners are Gold Partners are Silver Partners are Bronze Partners are storage solution storage solution Authorized resellers who Authorized resellers who providers or system providers with a strong focus on Hitachi Data focus on a specific range integrators with wide presence in a local Systems modular of modular Hitachi Data geographical presence market, coupled to products, solutions and Systems storage and expertise. specialized application services, emphasizing on products and small and expertise in vertical small, medium and mid- medium business Must have dedicated market solutions. range storage markets. markets. storage practice, invest in Hitachi Data Systems They are required to Silver Partners are not Bronze Partners are not certification and training, invest in Hitachi Data required to become required to become and offer custom Systems certification and technically certified nor technically certified nor development and/or training for each of the have to meet minimum have to meet minimum consulting services. markets they serve. purchase requirements. purchase requirements. Must meet minimum Must meet minimum purchase & certification purchase & certification requirements. See 2008 requirements. See 2008 Program Guide. Program Guide. Quick Estimator Model Summary • Objectives of the Quick Estimator – Limited inputs required from the customer, just the usable capacity! – All other variables normally needed are adjusted from the capacity, and use industry averages, empirical data from several hundred HiReturn analysis • Excelcius and Workbook versions – PPT or Excelcius version uses slider bars, limits to input – Workbook can take all input, modifications or extractions – Both are functionally the same with all calculations • Primary Input Segments – Solution & Investment Summary – Current Capacity Information • Details and Override Segments (Optional) – Current Capacity Information – Financial Parameters – Tiered Storage Parameters – Other Current Parameters • Results – Investment Appraisal Summary – Break Even Analysis Graph – Capacity Growth Graph – 4 year cost of CAPEX Storage Upgrades MID MARKET DEMO UNIT PROGRAMME The followings are available as Demo products: Essential NAS AMS 200 AMS 2100 New AMS LAUNCH INCENTIVE • Valid from 1st of November 2008 till 31st of March 2009 To celebrate the 13th October launch and barrier-breaking capabilities of our latest Adaptable Modular Storage line, we will be happy to reward each Partner sale as follows: Sell an Adaptable Modular Storage 2100 - Choose from a Sony PS3, Apple I-Touch or the latest European TOM TOM Satellite Navigation System. Apple i-Touch Sell an Adaptable Modular Storage 2300 - Choose from a Sony PS3, a European TOM TOM Satellite Navigation System or an Apple Bundle (I-Touch PLUS Apple TV). There is no limit to the number that can be earned, simply register the sale using the navigation bar on the left, inputting the model number and choice of reward. We will communicate the progression and approval of the submission via email. Sony Playstation 3 Tom Tom Sat Nav Summary You are our N°1 growth engine Thank you for your continued support!
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