Watch the full session: Denodo DataFest 2016 sessions: https://goo.gl/TT7pDq Join the partner team to learn how you can deliver new value to clients and build your business with Denodo. In this session, we will discuss best practices and improvements on: Partner Enablement & Training Developing joint go-to-market solutions (horizontal or vertical) Coordinated solutions delivery to ensure customer success This session is part of the Denodo DataFest 2016 event. You can also watch more Denodo DataFest sessions on demand here: https://goo.gl/VXb6M6

1. Partner Enablement & Go-to-Market
Annette Cini
Snr Channel Marketing Manager
Suresh Chandrasekaran
Snr Vice President

2. Agenda
1. Enablement & Training
2. Go-to-market
3. Joint Services Delivery

3. Enablement & Training
Kickstart your learning

5. Developing Your DV Practice
Technical Business
Product Resources
• Denodo Community
• Denodo Express
• Denodo resource center
• Data virtualization blog
Enablement
• Sales Engineering Toolkit
• Technical enablement sessions
• Marketing/Sales Toolkits
• Business enablement sessions
Training
• Denodo Platform training
• Architect, Developer,
Admin
• Partner licenses
• Sales training
Joint Marketing/Business
Planning/Practice Dev
• Pre-sales support
• Post-sales support
• Provide services & solutions
• Co-marketing
• Customer proposals &
mapping
• Joint prospecting

6. • Marketing
• Sales
• News & Events
• Training & Support
• Toolkits
• Enablement Sessions
Partner Portal
partners.denodo.com
Exclusive portal that provides sales, marketing & learning content to partners.

7. Toolkits
Downloadable self-service kits, designed to equip, educate and enable.
Kickstarter Toolkit Marketing Toolkit Sales Engineering
Toolkit
Sales toolkit
Kickstart discussions, get
on-boarded, & equip
yourself with the right tools.
Leverage the resources,
templates, and Denodo
marketing engine.
Acquire the tools, know-
how & skillset to perform
technical presentations.
Learn how to differentiate
the Denodo Platform
when in the field.

8. Enablement Sessions
Kickstart your learning and empower your team with these on-demand sessions.
• Enablement Sessions
• Business tracks
• Technical tracks

9. Denodo Community
Active community that provides technical support for customers and partners.
• Q&A
• Knowledgebase
• Document library
• Video library
• Tutorials
• Denodo Express
community.denodo.com

10. • Single courses – 25%
• Group enrolment – 40%
• Partner training pack – 58%
• 6 individuals
• Live, instructor-led
• Intense program
• 15 days of training
• $4750
Training Packs & Discounts
Training options to suit all geographies and budgets.

11. New Solution Workshop Course!
• Workshop covers:
• the business need for Logical Data Warehousing
• challenges faced by existing EDWs
• the evolving state of LDW Architecture and Patterns with real-life business Use
Cases across functions and industries
• Duration: 1 day
• Pre-requisite: An understanding of business technologies & solution architectures
• $500
Logical Data Warehouse

13. Partner Enablement & Training Guide

14. Get Engaged
Take advantage of the
Special Partner Training
Offers!
Request your account
for the Denodo Partner
Portal
Download the Partner
Enablement & Training
Guide!
Next Steps
marketing.partners@denodo.com

15. Go-to-Market

16. Joint Go-to-Market
• Horizontal Solutions & Frameworks
• Logical Data Warehouse
• Big Data Lake, Analytics & DWH Offloading
• Single View of Customer, Customer 360
• Etc.
• Vertical Solutions – GRC in Financial Services; SV of Well, Patient, etc., ITSM for Telco /
Networks, Predictive Maintenance & Asset Performance Optimization, Supply Chain
• Joint Marketing – Leveraging ALL of Denodo Assets and Marketing Tool Kit
• Joint / Co-Selling – Prospecting Dinners, Account Mapping, Lead Nurture
• Field Level Collaboration – Sales Team to Sales TEam
• Revenue – Success – Partner Credit $$$
Horizontal, Vertical Solutions Accelerate Market Traction

17. Investing in Training and Solutions Content
Pure Data System Logical Data Warehouse
For Hybrid Solutions

18. Partner & Alliance Activity – Past 60 Days!

19. Joint Services Delivery

20. Joint Services Delivery
• Customer Success Comes First
• Denodo Develops Successful Services Delivery Frameworks, Best Practices and CoE
Materials; Denodo Also Offers Quick Starts for Initial Project Success
• Leverages our Partner Network for Delivering Scalable Services
• Heavily Supports Partners through Knowledge Transfer
• Training and Solution Accelerators
• CoE and Technical Enablement Overlay
• Data Virtualization enables Key Data projects: Helps Partners Drive Deeper Engagement
and Non-Linear Growth in Services Revenue - Partner Retains 100% of Services
Customer Success Unifies Our Focus

21. Value Delivery Methodology
Architect &
Design
Build & Test
Validate &
Deploy
Discover &
Analyze
Govern & Manage
Operate
Business
Need
Business
Strategy
DV
Solution

22. Service Bundles
DV Implementation Scenarios
Essential Standard Enterprise
Infrastructure Minimum Several tiers Large deployment
Architecture Basic set of policies Architecture, standards and
best practices established
DV CoE or similar established
Team Small Small to medium Large
Value Delivery Delivery on the fly Standardized DV solution
delivery
Organization aligned to
effective use of data through
DV solutions
Time to
production
3-6 weeks 2-4 months 3-12 months

23. Service Bundles & Reference Plans
Service Packages Summary Essential Standard Enterprise
Advisor
Implementation Assistance ●
Technical Enablement Program ● ●
Enterprise DV Planning ●
Assessment
Status Check Assessment ●
Health Check Assessment ● ●
Upgrade & Migration Assessment
Use Case Architecture & Design Assessment
Quick Start
Denodo Implementation Quick Start ●
Denodo Operations Quick Start ● ●
Denodo Development Quick Start ● ●
Data Access Quick Start
Virtual Data Model Quick Start
Data Services Quick Start
Custom off-site consulting hours ● ● ●

24. Q&A

25. Thank you!
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