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EMC Today
                                                  Strategy & Vision
                                                  Raif Abou Diab
                                                  Distribution Manager – Saudi Arabia
                                                  EMC Corporation
                                                  Raif.aboudiab@emc.com




© Copyright 2011 EMC Corporation. All rights reserved.                                  1
EMC Financial Strength

                 2011 Fortune 500 Rank                                            152

                 2011 Revenues*                                                  $19.6B

                  2011 R&D Investment*                                           > $2B

                  2011 R&D As A Percentage Of Revenues*                          ~ 11%

                  2011 Free Cash Flow*                                           $4.0B

                  2010 Total Cash And Investments                                $9.5B

                   Market Value                                                  $49B
*Note: 2011 estimates and guidance; market capitalization as of 21 April 2011.




 © Copyright 2011 EMC Corporation. All rights reserved.                                   2
2011
  Our Journey To The Cloud/Big Data
                                                                            CLOUD MEETS
                                                                              BIG DATA
                                                                   2009
                                                                  JOURNEY
                                                                   TO THE
                                                                   CLOUD
                                                           2007
                                                INFORMATION
                                                  & VIRTUAL
                                       2005   INFRASTRUCTURE
                                  INFORMATION
   2003                             LIFECYCLE
ENTERPRISE                        MANAGEMENT
 STORAGE                                                             EMC Cumulative 8 Year
                                                                     Technology Investment
                                                                          R&D $10.5B
                                                                          M&A $14B




  © Copyright 2011 EMC Corporation. All rights reserved.                                     3
EMC‟s Mission…
           To Lead Customers On Their Journey To
        Cloud Computing And Transforming IT . . .


    By Enabling Them To Store, Manage Protect
         And Analyze Their Information Assets In A
      More Agile, Trusted And Cost-efficient Way.



© Copyright 2011 EMC Corporation. All rights reserved.   4
EMC Values

                                              • Focus and Channel Growth

                                              • New simplified Partnering Program

                                              • Financially strong

                                              • Strong acquisition path

                                              • Number one market share position in many segments

                                              • Complete portfolio to help your customers to start their
                                                   Virtualization Journey

                                              • Expert in storage, software and services




© Copyright 2011 EMC Corporation. All rights reserved.                                                     5
EMEA Channel Vision

           By becoming the number 1
       channel company, EMC will attract
         & develop the best Partners and
       Employees, supporting our goal as
        the undisputed leader in enabling
                Cloud Computing


6
    © Copyright 2011 EMC Corporation. All rights reserved.   6
Critical Strategies to Achieving the Vision

                                     Inspirational People Culture

       V
                                              Channel Centric Go-To-Market Model
       I
       S
                                                 Channel Sales and Services Readiness
       I
       O                                      Best in Class Demand Generation Engine
       N
                                     Lead the Journey to the Private Cloud



7
    © Copyright 2011 EMC Corporation. All rights reserved.                              7
Go To Market – Middle East & E. Africa

                                                             Coverage model?                Which Accounts?           Coverage criteria
                                                                 Direct Touch-led             Global accounts           Strong EMC direct
                                                                 – EMC Sales Managers                                   relationship accounts
                                                                                              Top tier enterprises
                                                                 – Pre-sales TCs              accounts                  Leverage Partners‟
                                                                 – BU Specialists                                       Values if avail/needed
                                                                                              List of Named
                                                                 Fulfilment from partners     Accounts                  EMC Services
Enterprise




                                                                 (T1 & Some T2 Ent.           District Manager Sets
                       Named                                     partners)                    the List.
                      Accounts


                    Remaining
                    Enterprise
                                                                  Partner – Led               Enterprise & Mid-         Distribution Model
                                                                                              Market customers
                                                                  Distribution‟ Focus &                                 Market Coverage
                                                                  some Tier1 partners         Non-Named
                    Mid-Market                                                                                          Different T2 Players
                                                                  CSM & Partner TC            Partner Coverage          focusing on MM
                                                                  Support                     Price Sensitive           Partner Services
                                                                                              Accounts
                                                                                                                        Bundles, Promotions…
                          SMB




             © Copyright 2011 EMC Corporation. All rights reserved.                                                                              8
GTM Segmentation

                                                             Global



 Employees                                                                                       AMO per
                                                             ENT       CHANNEL LEVERAGE            year


     500+                                                                                         < 1m$


                                                          Commercial         CHANNEL ASSIST


   250-500                                                                                       < 250 k$

    100-250                                                 SMB                    CHANNEL LED
     <100*

                                                                                                 NEW SMB
  NEW SMB
                                              Customers                Prospects                   NEW
    NEW
                                                                                                 Commercial
  Commercial

      * SMB focus will be on 100-500 employee space based on greatest opportunity

© Copyright 2011 EMC Corporation. All rights reserved.                                                        9
Turkey Emerging Africa & Middle East REGION
 2011
                                                                         Turkey*                  Pakistan*


                                                         Libya**
                                                                                        UAE*

                                                                                                               Jordan**
                      Morocco**

                Algeria**
                                                                   COE                               Qatar*
                                                                     Egypt*
                                                                                                     Bahrain
          Ghana**

                                                                                                    Saudi*
                                         Nigeria*
                                                                                       Kuwait**
       Egypt COE
       North Gulf
       South Gulf                                                             Kenya*
       Africa
       Saudi                                                                                                       500 Employees
       Turkey
       Egypt                                                                                                      Legal Entities est.*
                                                                                                                  Proposed Expansion**
       Libya



© Copyright 2011 EMC Corporation. All rights reserved.                                                                                   10
Turkey Emerging Africa & Middle East
@ the center of investments

                                                             12
                                                           Offices


                                      Center Of                        500+
                                     Excellence in
                                        Cairo                        Employees


                                                             29%
                                                           Revenue
                                                         Growth 11/10



© Copyright 2011 EMC Corporation. All rights reserved.                           11
EMC Today is an Information Infrastructure
 Company…
       Information Growth Continues at a Tremendous Rate




                                                         Information




       And, more and more of that information is becoming business/mission
       critical!
© Copyright 2011 EMC Corporation. All rights reserved.                       12
…Delivering Information Lifecycle Management
   Solutions
                                                                                                   Data Base
             120                                                                                   Development Code
                                                                                                   Email
             100
                                                                                                   Customer Billing
                                                                                                   Images
Data Value




             80


             60


             40

             20


               0
                   7              14               21     28     3        6        9        1        5         10
                   Days           Days             Days   Days   Months   Months   Months   Year     Years     Years

                                                                     Time
Source: Enterprise Storage Group

 © Copyright 2011 EMC Corporation. All rights reserved.                                                                13
EMC‟s Investment in Innovative
         Technology
Over $4 billion in direct R&D – PLUS – over $8 billion invested in . . .
Information                                                 RSA       Network Tablus
                                                                      Intelligence            Verid
Security                                  Authentica                Valyd
Content            Documentum       Captiva                                                     Document
Mgmt                  Ask Once Acartus     ProActivity X-Hive                                   Sciences         Kazeon

Virtualization /                     Rainfinity                Acxiom                           YottaYotta
Data Mobility                     VMware                            Akimbi


    1/03               1/04              1/05              1/06       1/07               1/08                1/09         1/10
                          Dolphin                  Internosis     Interlink   Geniant                        Conchango
Services                                                                BusinessEdge
Resource                                                                                                 Configuresoft Archer
Management Astrum                        Smarts nlayers                      Voyence            Infra
                                                                                                                    FastScale

Availability /         Legato                         Kashya      Avamar Indigo Illuminator                  WysDM      Bus Tech
Archiving                                                                Stone                                      Data Domain
                                                                                                                  GreenPlum
Cloud Infrastructure                                                                             Pi
and Services                                                                                            Source Labs         Isilon
                                                                                        Mozy
Consumer /
Small Business                     Dantz                                                                Iomega




  © Copyright 2011 EMC Corporation. All rights reserved.                                                                             14
… to Create Greater Value for Our
   Customers.

                                Virtualize information infrastructure

                                                             Build the “cloud”

                                                         Store more efficiently

             Leverage content for competitive advantage

                                Next generation backup and archive

                     Make protection effective and affordable

                                                         Secure critical assets

                                       Automate data center operations

                 Accelerate business value for applications


© Copyright 2011 EMC Corporation. All rights reserved.                             15
                                                                                  15
EMC’s Information Infrastructure Strategy


                                                  Information Security Management
                                                         Cloud Infrastructure Services
            The ONE EMC Portfolio
                    Information Security

        of Products, Solutions, and
                        Data Mobility
                  Data Warehousing
       Resource       Online Archiving       Virtual
      Management    Services
                          and
                    Content Management
                 Business Intelligence
                                         Infrastructure

                                                           Availability & Protection

                                                                Tiered Storage


                                                              Professional Services

© Copyright 2011 EMC Corporation. All rights reserved.                                   16
A New World Of Mission Critical Applications
   Big Data is Driving The Need For New Storage Architectures




                                                            Data
                                                           Analytics


                   Traditional Requirements                             Emerging Big Data Requirements
                      High End Enterprise

                                  Mid Range                 Security
                                                                          Scale-Out     Distributed
                                                             Mgmt
Primary                                                    Federation
Storage                                  SMB

Backup
                                  Data center and remote backup for physical and virtual
                                  infrastructure,
                                  with common, central, consolidated management
                                                         Archive
  © Copyright 2011 EMC Corporation. All rights reserved.                                              17
Virtualizing Your Information Infrastructure

Challenge: virtualization at scale
   • Achieving an infrastructure that‟s right for        Providing the Infrastructure for Next
     virtualization                                      Generation Cloud Computing
   • Re-engineering IT processes to exploit
     virtualization                                       Infrastructure   Business     Desktop      Software
                                                          Optimization     Continuity   Management   Lifecycle
   • Managing physical and virtual environments
     end to end
   • Obtaining the skills required to successfully
     deploy

Result: “Virtual Data Center ”
  • Enabler for on-demand asset deployment and
    utilization- Cloud Computing                           Storage Security Continuity      Backup Management

  • Improved costs, flexibility and responsiveness
  • IT processes re-engineered around
    virtualization
  • Accelerated adoption of virtualization
    throughout its lifecycle



© Copyright 2011 EMC Corporation. All rights reserved.                                                           18
Building the Private Cloud

Challenge: Efficiency at scale
  • Reduce Cost of IT
  • Gain new levels of efficiency                        Trusted                       Dynamic
  • Dynamic, On-demand
    provisioning of IT                                   Control                       Efficient
  • Retain Control and Security
                                                         Reliable        Hybrid
                                                                                       On-demand
                                                                         Cloud
Result: “Private Cloud”                                  Secure                        Flexible
  • Build cloud-based data centers
                                                                       Federation
  • Deliver IT as a Service
  • Bring the benefits Internal and                                   Virtualization
                                                          Private                      Public
    External Clouds to bear                                           Information      Cloud
                                                          Cloud
  • Improve competitiveness/sales
    “Top Line” and income/margins                                        Security
                                                           Internal                       External
    “Bottom Line”                                          Cloud                          Cloud




© Copyright 2011 EMC Corporation. All rights reserved.                                               19
Storing Information Efficiently
Challenge: efficient operation and service               PRIMARY STORAGE, ARCHIVE
delivery                                                 STORAGE, BACKUP STORAGE
   • 60% information growth annually
   • Environmental limits – power, cooling, floor
     space
   • Protecting and securing growing volumes                                 VNX


                                                            VPLEX                  Isilon
Result: storing the right information, at the
                                                                                            Green Plum
right service level, at the right cost
   • Lower TCO and improved energy efficiency
   • Improved risk management                             EMC     Atmos
   • Simplified management                                Centera                            Connectrix




                                                          EMC Disk Library            Symmetrix




© Copyright 2011 EMC Corporation. All rights reserved.                                                    20
Next Generation Backup and Archive

Challenge: achieving control, compliance,                CLASSIFICATION AND ASSESSMENT
cost, and confidence                                     TOOLS TO ACHIEVE THE KNOWLEDGE
   • Information protection and retention is costly      TO ACT
   • Potential exposure to litigation and mandates
   • Point solutions lack consistency, no end-to-
     end strategy

                                                             High Capacity
Result: a reliable and efficient process                     Disk              Active Archive
   • Improve and extend protection while lowering
     costs
   • Expedite e-discovery and attain compliance
   • End-to-end solutions from virtual servers to
     remote offices                                          Data
                                                             De-duplication    Security
   • Accelerated build-out of VMware

                                                         SaaS
                                                         An alternative to realize the value of EMC


© Copyright 2011 EMC Corporation. All rights reserved.                                                21
Making Protection Effective and Affordable

Challenge: achieving                                     APPLICATION, OPERATING
control, compliance, cost, and confidence                ENVIRONMENT, AND
   • Increased availability requirements – e-            INFRASTRUCTURE INTEGRATION
     mail, web, ERP, VMware
   • Eroding availability levels caused by
                                                                                                       Continuous
     information and complexity explosion                                                              Operations
                                                                                             Remote
   • Awareness gap – business less aware of risk                                  Continuous Restart
                                                                                  Data
     than IT                                                        Information
                                                                                  Protection
                                                                    Protection
                                                           Backup

Result: the right protection for the right
information
   • Effective protection optimizing costs
   • Related applications and processes                    Data De-duplication, Consistency Groups

     recovered consistently
   • Recovery strategies aligned with business
     requirements




© Copyright 2011 EMC Corporation. All rights reserved.                                                              22
Leveraging Content for Competitive
       Advantage

Challenge: effective use of enterprise                   UNIFIED CONTENT MANAGEMENT
content
   • Highest value information growing fastest           Knowledge   Transactional Interactive   Compliance
   • Control cost of content environment – without       Worker                                  & Archiving

     increasing staff
   • Connecting people, information silos and
     business processes


Result: realize the potential of information
   •   Connect information to people and process                          UNIFIED
                                                                          CONTENT
   •   Improve strategic use of information                               MANAGEMENT

   •   Minimize security and compliance risks
   •   Lower IT administration costs




© Copyright 2011 EMC Corporation. All rights reserved.                                                         23
Securing Critical Assets

Challenge: addressing the threat and                     PERIMETER–CENTRIC +
disruption of information security                       INFORMATION–CENTRIC SECURITY
   • Threats increasing in scope and complexity
   • Secure access needed by
     employees, partners, customers
   • Increased regulatory demands to secure
     information assets


Result: information risk management
becomes a business enabler
   • Security controls aligned to risk and
     business drivers
   • Efficient regulatory compliance
   • Security „transparent‟ to the end-user




© Copyright 2011 EMC Corporation. All rights reserved.                                  24
Automating Data Center
       Operations

Challenge: managing IT service delivery                  A NEW APPROACH TO IT
   • Change management accounts for 60+%                 RESOURCE MANAGEMENT
     of data center costs
   • 85% of outages caused by configuration                              Comply
     errors
   • Policy violations, configuration
     inconsistencies, etc. make it difficult or
     impossible to achieve compliance                    Automate        Discover         Analyze




                                                                         Change
Result: “virtual IT”
   •   Discover relationships and dependencies
                                                         Model-based, not rules-based
   •   Analyze problems and performance
                                                         Extends across the management stove-pipes
   •   Automate operational processes and tasks
   •   Change and remediate configuration issues
   •   Comply to IT/regulatory governance policies



© Copyright 2011 EMC Corporation. All rights reserved.                                               25
Comprehensive Services for
       Your Information Infrastructure




                                                           INFORMATION SECURITY
          BusinessEdge Solutions
          Industry consulting and information management


          Content Management and Archiving
          Application Practice
          Microsoft, Oracle, SAP, VMware
          Infrastructure Consulting
          Storage Managed Services
          Global Education Services


Accelerate time–to–value and reduce risk throughout the enter
 © Copyright 2011 EMC Corporation. All rights reserved.                           26
Summary: Bringing Our Investment
       Together …

                                                               Tiered
                VMware                                         Storage       Availability/
               Virtualization                                                Protection
                                                         … to Deliver
                                                         Higher Value
          Cloud                                          Information
                                                             Resource
                                                             Management
                                                                                     Data
          Infrastructure                                                             Mobility
                                                         Infrastructure
                                                         Solutions
                  Content                                                       Archiving
                  Management                               RSA Information
                                                           Security

© Copyright 2011 EMC Corporation. All rights reserved.                                          27
YOU
                                                         CAN LEAD
                                                            IT



© Copyright 2011 EMC Corporation. All rights reserved.              28
THANK YOU


© Copyright 2011 EMC Corporation. All rights reserved.      29

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Saudi emc today presentation

  • 1. EMC Today Strategy & Vision Raif Abou Diab Distribution Manager – Saudi Arabia EMC Corporation Raif.aboudiab@emc.com © Copyright 2011 EMC Corporation. All rights reserved. 1
  • 2. EMC Financial Strength 2011 Fortune 500 Rank 152 2011 Revenues* $19.6B 2011 R&D Investment* > $2B 2011 R&D As A Percentage Of Revenues* ~ 11% 2011 Free Cash Flow* $4.0B 2010 Total Cash And Investments $9.5B Market Value $49B *Note: 2011 estimates and guidance; market capitalization as of 21 April 2011. © Copyright 2011 EMC Corporation. All rights reserved. 2
  • 3. 2011 Our Journey To The Cloud/Big Data CLOUD MEETS BIG DATA 2009 JOURNEY TO THE CLOUD 2007 INFORMATION & VIRTUAL 2005 INFRASTRUCTURE INFORMATION 2003 LIFECYCLE ENTERPRISE MANAGEMENT STORAGE EMC Cumulative 8 Year Technology Investment R&D $10.5B M&A $14B © Copyright 2011 EMC Corporation. All rights reserved. 3
  • 4. EMC‟s Mission… To Lead Customers On Their Journey To Cloud Computing And Transforming IT . . . By Enabling Them To Store, Manage Protect And Analyze Their Information Assets In A More Agile, Trusted And Cost-efficient Way. © Copyright 2011 EMC Corporation. All rights reserved. 4
  • 5. EMC Values • Focus and Channel Growth • New simplified Partnering Program • Financially strong • Strong acquisition path • Number one market share position in many segments • Complete portfolio to help your customers to start their Virtualization Journey • Expert in storage, software and services © Copyright 2011 EMC Corporation. All rights reserved. 5
  • 6. EMEA Channel Vision By becoming the number 1 channel company, EMC will attract & develop the best Partners and Employees, supporting our goal as the undisputed leader in enabling Cloud Computing 6 © Copyright 2011 EMC Corporation. All rights reserved. 6
  • 7. Critical Strategies to Achieving the Vision Inspirational People Culture V Channel Centric Go-To-Market Model I S Channel Sales and Services Readiness I O Best in Class Demand Generation Engine N Lead the Journey to the Private Cloud 7 © Copyright 2011 EMC Corporation. All rights reserved. 7
  • 8. Go To Market – Middle East & E. Africa Coverage model? Which Accounts? Coverage criteria Direct Touch-led Global accounts Strong EMC direct – EMC Sales Managers relationship accounts Top tier enterprises – Pre-sales TCs accounts Leverage Partners‟ – BU Specialists Values if avail/needed List of Named Fulfilment from partners Accounts EMC Services Enterprise (T1 & Some T2 Ent. District Manager Sets Named partners) the List. Accounts Remaining Enterprise Partner – Led Enterprise & Mid- Distribution Model Market customers Distribution‟ Focus & Market Coverage some Tier1 partners Non-Named Mid-Market Different T2 Players CSM & Partner TC Partner Coverage focusing on MM Support Price Sensitive Partner Services Accounts Bundles, Promotions… SMB © Copyright 2011 EMC Corporation. All rights reserved. 8
  • 9. GTM Segmentation Global Employees AMO per ENT CHANNEL LEVERAGE year 500+ < 1m$ Commercial CHANNEL ASSIST 250-500 < 250 k$ 100-250 SMB CHANNEL LED <100* NEW SMB NEW SMB Customers Prospects NEW NEW Commercial Commercial * SMB focus will be on 100-500 employee space based on greatest opportunity © Copyright 2011 EMC Corporation. All rights reserved. 9
  • 10. Turkey Emerging Africa & Middle East REGION 2011 Turkey* Pakistan* Libya** UAE* Jordan** Morocco** Algeria** COE Qatar* Egypt* Bahrain Ghana** Saudi* Nigeria* Kuwait** Egypt COE North Gulf South Gulf Kenya* Africa Saudi 500 Employees Turkey Egypt Legal Entities est.* Proposed Expansion** Libya © Copyright 2011 EMC Corporation. All rights reserved. 10
  • 11. Turkey Emerging Africa & Middle East @ the center of investments 12 Offices Center Of 500+ Excellence in Cairo Employees 29% Revenue Growth 11/10 © Copyright 2011 EMC Corporation. All rights reserved. 11
  • 12. EMC Today is an Information Infrastructure Company… Information Growth Continues at a Tremendous Rate Information And, more and more of that information is becoming business/mission critical! © Copyright 2011 EMC Corporation. All rights reserved. 12
  • 13. …Delivering Information Lifecycle Management Solutions Data Base 120 Development Code Email 100 Customer Billing Images Data Value 80 60 40 20 0 7 14 21 28 3 6 9 1 5 10 Days Days Days Days Months Months Months Year Years Years Time Source: Enterprise Storage Group © Copyright 2011 EMC Corporation. All rights reserved. 13
  • 14. EMC‟s Investment in Innovative Technology Over $4 billion in direct R&D – PLUS – over $8 billion invested in . . . Information RSA Network Tablus Intelligence Verid Security Authentica Valyd Content Documentum Captiva Document Mgmt Ask Once Acartus ProActivity X-Hive Sciences Kazeon Virtualization / Rainfinity Acxiom YottaYotta Data Mobility VMware Akimbi 1/03 1/04 1/05 1/06 1/07 1/08 1/09 1/10 Dolphin Internosis Interlink Geniant Conchango Services BusinessEdge Resource Configuresoft Archer Management Astrum Smarts nlayers Voyence Infra FastScale Availability / Legato Kashya Avamar Indigo Illuminator WysDM Bus Tech Archiving Stone Data Domain GreenPlum Cloud Infrastructure Pi and Services Source Labs Isilon Mozy Consumer / Small Business Dantz Iomega © Copyright 2011 EMC Corporation. All rights reserved. 14
  • 15. … to Create Greater Value for Our Customers. Virtualize information infrastructure Build the “cloud” Store more efficiently Leverage content for competitive advantage Next generation backup and archive Make protection effective and affordable Secure critical assets Automate data center operations Accelerate business value for applications © Copyright 2011 EMC Corporation. All rights reserved. 15 15
  • 16. EMC’s Information Infrastructure Strategy Information Security Management Cloud Infrastructure Services The ONE EMC Portfolio Information Security of Products, Solutions, and Data Mobility Data Warehousing Resource Online Archiving Virtual Management Services and Content Management Business Intelligence Infrastructure Availability & Protection Tiered Storage Professional Services © Copyright 2011 EMC Corporation. All rights reserved. 16
  • 17. A New World Of Mission Critical Applications Big Data is Driving The Need For New Storage Architectures Data Analytics Traditional Requirements Emerging Big Data Requirements High End Enterprise Mid Range Security Scale-Out Distributed Mgmt Primary Federation Storage SMB Backup Data center and remote backup for physical and virtual infrastructure, with common, central, consolidated management Archive © Copyright 2011 EMC Corporation. All rights reserved. 17
  • 18. Virtualizing Your Information Infrastructure Challenge: virtualization at scale • Achieving an infrastructure that‟s right for Providing the Infrastructure for Next virtualization Generation Cloud Computing • Re-engineering IT processes to exploit virtualization Infrastructure Business Desktop Software Optimization Continuity Management Lifecycle • Managing physical and virtual environments end to end • Obtaining the skills required to successfully deploy Result: “Virtual Data Center ” • Enabler for on-demand asset deployment and utilization- Cloud Computing Storage Security Continuity Backup Management • Improved costs, flexibility and responsiveness • IT processes re-engineered around virtualization • Accelerated adoption of virtualization throughout its lifecycle © Copyright 2011 EMC Corporation. All rights reserved. 18
  • 19. Building the Private Cloud Challenge: Efficiency at scale • Reduce Cost of IT • Gain new levels of efficiency Trusted Dynamic • Dynamic, On-demand provisioning of IT Control Efficient • Retain Control and Security Reliable Hybrid On-demand Cloud Result: “Private Cloud” Secure Flexible • Build cloud-based data centers Federation • Deliver IT as a Service • Bring the benefits Internal and Virtualization Private Public External Clouds to bear Information Cloud Cloud • Improve competitiveness/sales “Top Line” and income/margins Security Internal External “Bottom Line” Cloud Cloud © Copyright 2011 EMC Corporation. All rights reserved. 19
  • 20. Storing Information Efficiently Challenge: efficient operation and service PRIMARY STORAGE, ARCHIVE delivery STORAGE, BACKUP STORAGE • 60% information growth annually • Environmental limits – power, cooling, floor space • Protecting and securing growing volumes VNX VPLEX Isilon Result: storing the right information, at the Green Plum right service level, at the right cost • Lower TCO and improved energy efficiency • Improved risk management EMC Atmos • Simplified management Centera Connectrix EMC Disk Library Symmetrix © Copyright 2011 EMC Corporation. All rights reserved. 20
  • 21. Next Generation Backup and Archive Challenge: achieving control, compliance, CLASSIFICATION AND ASSESSMENT cost, and confidence TOOLS TO ACHIEVE THE KNOWLEDGE • Information protection and retention is costly TO ACT • Potential exposure to litigation and mandates • Point solutions lack consistency, no end-to- end strategy High Capacity Result: a reliable and efficient process Disk Active Archive • Improve and extend protection while lowering costs • Expedite e-discovery and attain compliance • End-to-end solutions from virtual servers to remote offices Data De-duplication Security • Accelerated build-out of VMware SaaS An alternative to realize the value of EMC © Copyright 2011 EMC Corporation. All rights reserved. 21
  • 22. Making Protection Effective and Affordable Challenge: achieving APPLICATION, OPERATING control, compliance, cost, and confidence ENVIRONMENT, AND • Increased availability requirements – e- INFRASTRUCTURE INTEGRATION mail, web, ERP, VMware • Eroding availability levels caused by Continuous information and complexity explosion Operations Remote • Awareness gap – business less aware of risk Continuous Restart Data than IT Information Protection Protection Backup Result: the right protection for the right information • Effective protection optimizing costs • Related applications and processes Data De-duplication, Consistency Groups recovered consistently • Recovery strategies aligned with business requirements © Copyright 2011 EMC Corporation. All rights reserved. 22
  • 23. Leveraging Content for Competitive Advantage Challenge: effective use of enterprise UNIFIED CONTENT MANAGEMENT content • Highest value information growing fastest Knowledge Transactional Interactive Compliance • Control cost of content environment – without Worker & Archiving increasing staff • Connecting people, information silos and business processes Result: realize the potential of information • Connect information to people and process UNIFIED CONTENT • Improve strategic use of information MANAGEMENT • Minimize security and compliance risks • Lower IT administration costs © Copyright 2011 EMC Corporation. All rights reserved. 23
  • 24. Securing Critical Assets Challenge: addressing the threat and PERIMETER–CENTRIC + disruption of information security INFORMATION–CENTRIC SECURITY • Threats increasing in scope and complexity • Secure access needed by employees, partners, customers • Increased regulatory demands to secure information assets Result: information risk management becomes a business enabler • Security controls aligned to risk and business drivers • Efficient regulatory compliance • Security „transparent‟ to the end-user © Copyright 2011 EMC Corporation. All rights reserved. 24
  • 25. Automating Data Center Operations Challenge: managing IT service delivery A NEW APPROACH TO IT • Change management accounts for 60+% RESOURCE MANAGEMENT of data center costs • 85% of outages caused by configuration Comply errors • Policy violations, configuration inconsistencies, etc. make it difficult or impossible to achieve compliance Automate Discover Analyze Change Result: “virtual IT” • Discover relationships and dependencies Model-based, not rules-based • Analyze problems and performance Extends across the management stove-pipes • Automate operational processes and tasks • Change and remediate configuration issues • Comply to IT/regulatory governance policies © Copyright 2011 EMC Corporation. All rights reserved. 25
  • 26. Comprehensive Services for Your Information Infrastructure INFORMATION SECURITY BusinessEdge Solutions Industry consulting and information management Content Management and Archiving Application Practice Microsoft, Oracle, SAP, VMware Infrastructure Consulting Storage Managed Services Global Education Services Accelerate time–to–value and reduce risk throughout the enter © Copyright 2011 EMC Corporation. All rights reserved. 26
  • 27. Summary: Bringing Our Investment Together … Tiered VMware Storage Availability/ Virtualization Protection … to Deliver Higher Value Cloud Information Resource Management Data Infrastructure Mobility Infrastructure Solutions Content Archiving Management RSA Information Security © Copyright 2011 EMC Corporation. All rights reserved. 27
  • 28. YOU CAN LEAD IT © Copyright 2011 EMC Corporation. All rights reserved. 28
  • 29. THANK YOU © Copyright 2011 EMC Corporation. All rights reserved. 29

Editor's Notes

  1. In the last 8 years, EMC spent a little over $3B per year on organic R&amp;D and acquisitions. This year alone, EMC spent over $2B on R&amp;D, and between $1-3B a year acquiring new strategic companies. This is a $24.5B investment over an 8 year period—and it’s accelerating.Last year EMC spent over $3B (almost $2B on R&amp;D), and over $3B on acquiring new technology companies. This year, the world expected EMC to earn $19.6B in revenue; EMC is expected to spend over $2B on R&amp;D, and have $4B in free cash flow (used primarily for M&amp;A).EMC is accelerating our investments so that we can better serve our customers and partners.
  2. What does this investment look like? You can see how EMC’s strategies and acquisitions have changed over the past few years, beginning with Enterprise Storage in 2003, up through Information Lifecycle Management, Information &amp; Virtual Infrastructure, to Journey to the Cloud, and Cloud Meets Big Data.EMC’s cumulative 8 year technology investment includes $10.5B in R&amp;D and $14B in M&amp;A.
  3. We’ve dedicated ourselves to the mission of helping customersBELOW ARE NOTES ONLY, NOT FOR MONITOR:EMC has dedicated ourselves to a mission of helping customers on a journey to cloud computing during a time of tremendous opportunity—a time of transforming IT.----------------------------------… That’s what we mean by “transforming IT.” It’s not just about transforming the infrastructure. It’s about transforming the role IT and IT managers perform in the enterprise: less devoted to break/fix, repair and maintenance, and more time and dollars invested in discovering new value for the business, being more innovative and less reactive.We’re on this journey to the cloud with our customers. Last year we spoke in depth around private cloud. This year our point of view has broadened in terms of what cloud means, as well as our move up the stack in applications, middleware, and repositioning our existing assets to be leaders in bringing our collective view of the hybrid cloud to our products and our customers.We’re also perfectly positioned at the intersection of cloud with enterprise data, our core legacy business -- and big data -- a huge, new, emerging core business for our future. And we’re smack in the middle of those worlds. EMC has dedicated ourselves to a mission of helping customers on a journey to cloud computing during a time of tremendous opportunity—a time of transforming IT.
  4. Larry: Describe GTM Model and how you leverage partners?John: Describe GTM Model and how you leverage partners?Role partners play when there are multiple EMC technologies? Such as Isilon, BRS, etc. What role can partners play in pulling those pieces together?To both: What do you want from our channel partners? What does the dream partner look like?(Iven comments that reps sometimes are afraid to give control over to the “totally competent” partner)What do you expect from partners – training, lead gen, sales campaigns, etc.John: Some partners believe that our reps are too involved in their sales cycles and are too involved in pricing discussions. Do you agree? If so, is it because our reps are control freaks or our partners are not fully competent? Or both?Larry: Many of our large partners focus on the same enterprise accounts we do. How do you manage that? Do we have solid Rules of Engagement our reps will live by when a partner brings an incremental opportunity in an ent account?Larry and John: Partners are terrified of our reps taking deals direct after they’ve invested a great deal of time and effort in a sales campaign. At the 11th hour, reps will say that “the customer asked to buy direct”, and offer a referral fee. How can partners – and our reps – minimize the possibility of this happening?Larry and John: I talked about trust at the beginning of the program, and this goes to that point. Many partners I talk to love NetApp and tolerate EMC, even while doing a lot of business with us. How do we create a “passionate” channel that loves to work with us? How can we increase the level of trust between our sales org and our partners’?Larry: Why did you champion the VNXe as channel only, even in the enterprise?Final thoughts by Larry, John, Iven
  5. We are continuing our investments in the region:Last year we had 7 offices.. This year we have 12 office .. This is almost double of last year.We continue to invest in the COE in Egypt without any interruption to the hiring for it in Egypt .. As a matter of fact we hired 50 new engineers since the beginning of the year
  6. Here’s the segments we serve (we’ll show product names on the next slide):(Slide builds)On the left, customers have their enterprise apps, traditional apps like SAP, Oracle, Microsoft, as well as new apps like Spring, Ruby on Rails, and DocumentumxCP. And underneath that, in the storage layer, you have enterprise storage for high end, midrange and SMB requirements.On the right are the emerging Big Data applications for the 90% of the digital universe that is unstructured data. A lot of this consumer generated unstructured data does not fit in a traditional, relational database model. Underneath this, you have scale-out NAS and distributed primary storage.Then, below that, we have the backup and archive layer.Then, software for security, information management, and federation of data centers.Then, in the middle, we have data analytics to help customers extract value from their vast quantities of information that they’ve stored, whether structured data in traditional enterprise apps, or unstructured data.
  7. Fundamentally, we see the opportunity for EMC, working with our partners, our customers, and our long-time friends to change IT. We can make IT roles more powerful, and more significant as we bring about radical transformation of both IT and business. Finally, we’ve taken just a brief look into the future and some of the things that are coming down the pipeline that will continue to drive the radical changes described earlier within the keynote: lasting change driven from radical transforming technologies. Thank you very much.
  8. Enjoy the sessions and your stay.