1. Build Customer Loyalty & Incremental Revenue
Title
Month Year
Build Customer Loyalty & Incremental Revenue
EMC Customer Education Sales Training
#1 IT
company

2. Agenda Value of EMC Education – Partner and Customer Benefits
Title
Month Year
Agenda
Value of EMC Education – Partner and Customer Benefits
Customer Purchasing Options
Qualifying the Opportunity
Positioning the Offering
Customer Objections
Resources
Frequently Asked Questions

3. Value of EMC Customer Education
Title
Month Year
Value of EMC Customer Education
Key Partner Benefits
Increase incremental revenue, improve gross margin
Faster Implementations resulting in accelerated future sales cycles
Reduce post sales customer issues, mitigate competitive threats
Develop champions, strengthen your trusted advisor status
Average
Impact
% respondents agreeing to the impact
Source: 60/120 day post-class EMC Student Surveys as of March 2008
36%
38%
33%
31%
63%
74%
80%
84%
94%
Faster implementation
Improved problem resolution
Improved storage operations
More in-depth conversations
Increased productivity
Top 5 Customer reported impacts

4. Customer Purchasing Options
ValuePaks
Bundles of multiple eLearning titles and one to three ILTs
Video ValuePaks
Bundles of multiple eLearning titles and one to three Video-ILTs
Individual Subscriptions
Access to any scheduled or self paced courses
Training Units
Currency shared by multiple students within a company site
Custom Onsite Courses
Instructor-led training delivered to eight or more students onsite or at the closest EMC facility
Available in Channel Xpress
ILT
Video ILT
eLearning
Online ILT

5. Qualifying the Sales Opportunities
Title
Month Year
Qualifying the Sales Opportunities
Simple Qualifying Questions
1. Who will be implementing and managing the EMC solution?
Mike, John or…
2. Have they been trained on the EMC solution?
Yes | Maybe | No
3. I’ll add training to your configuration and send you a copy of the datasheet. It will ensure you get the most out of your investment.

6. Positioning Recommended ValuePaks
Title
Month Year
Positioning Recommended ValuePaks
Optimum packages are already selected in the configurator for you. (a.k.a. defaults)
CE-VALPAKCBC CLARiiON Business Continuity ValuePak
CE-VIDVPKCBC CLARiiON Business Continuity Video ValuePak
You can choose a ValuePak, Video ValuePak or both. The ValuePak has Instructor Led courses and e-Learning Courses while the Video ValuePak has Video Instructor Led courses and e-Learning courses
You
I prefer classroom training and would like the Video for my reference library so I’ll take both.
I can travel and prefer classroom training.
I choose ValuePak
Customers
I can not travel but I prefer near-classroom experience. I choose Video ValuePak

7. Customer Objections “I don’t have budget” “Training is too expensive”
Title
Month Year
Customer Objections
“I don’t have budget”
Training is typically less than 5% of the total solution cost and is integral in performance and productivity. Does HR have budget?
“Training is too expensive”
Training is a relatively small investment to insure optimal performance decreased downtime and man hours spent on placing support calls
“I’ll consider it later”
Most problems occur within the first days after product implementation. Training significantly reduces this exposure and builds best practices.
“I can’t take time out of the office”
That’s no problem. We have a variety of Video and Web based offerings that will suit your requirement
“I already understand the product”
Have you considered taking the advanced courses? Do you have contingency resource plan? Should other people in your organization have similar knowledge and skills?

8. Datasheets, Course Schedule and Sales Tools
Title
Month Year
Datasheets, Course Schedule and Sales Tools
 Access
Download Datasheets (PDF) and send with Quote
Check course schedule
Find additional sales tools and resources
Datasheet
Or call EMC-TRNG ( )

9. Frequently Asked Questions
Title
Month Year
Frequently Asked Questions
When is the best time to purchase training?
Though training can be purchased separately, the best time to buy training is at the time of the EMC technology purchase. That’s why I’m including training on the quote.
Now that I placed the order, where do I go to access my e-Learning?
Check out the tutorial PDF and the Demo video I just sent you over the . can also visit for further assistances.
Does the purchased training package prepare me for certification?
Upper right hand portion of the datasheet shows you the certification alignment
Visit and you’ll find more details.
Who’s going to explain the next steps to my customers?
Send these resources
to your customers
You

10. End-to-End Sales Cycle
Title
Month Year
End-to-End Sales Cycle
2. Quote and Propose
1. Qualify & Position Early in Sales Cycle
Have you been trained on EMC Solutions?
Let me quote EMC Customer Education and provide datasheets!
No, we are not trained on EMC solutions.
I need to maximize return on my EMC investments…
Partner
Account
Manager
(you)
CLARiiON ValuePak or VideoValuePak?
Your
Customer
3. Ask for the Business – Close the Deal!
4. Build CHAMPIONS in your accounts! 
I used the tutorials and now I have immediate access to my training!
Also, I’m looking into certification!
Thanks for your help!
I can’t travel so I will order CLARiiON Business Continuity Video ValuePak.
Thanks for the datasheet! 1 2
*EMC list prices are shown