EMC APJ COEs drive innovation and customer engagement

1© Copyright 2014 EMC Corporation. All rights reserved.© Copyright 2014 EMC Corporation. All rights reserved.
Destiny: Taking
Control (Part-2)
SARV SARAVANAN
SVP & GM, EMC Centers of
Excellence APJ
© Copyright 2014 EMC Corporation. All rights reserved.

APJ COEs
 HIRED BRIGHT TALENT
with great aspirations
 PASSIONATE ABOUT
INNOVATION
and keen to do more
 PRODUCT ROADMAPS
(feature & mature product
ownership)
 IP GENERATION
(from the existing products &
Innovation)
SCALE
Employees Technologists
SENIOR TALENT

APJ COEs
SCALE
Employees Technologists
SENIOR TALENT

New Charter
Growth &
Innovation
Go To
Market
Positioning EMC for
Local Market Making
& emerging
technology
exploration with
long range strategic
targets
Leveraging the
theater COE
structure to
accelerate revenue
by strategically
applying capability &
assets built in
theater COE
OFFICIAL
CHARTER
GTM G&I

6© Copyright 2014 EMC Corporation. All rights reserved.© Copyright 2014 EMC Corporation. All rights reserved.© Copyright 2014 EMC Corporation. All rights reserved.
1. Why Best of Our
Employees Work For Us?
2. Why Our Customers
Buy from Us?

?
WHAT DID
WE DO
Product
Evangelism
1
Deeper
Engagement
with
Customers
2
Strategic
Bets
3

?
PRODUCT
EVANGELISM
Hosting Customers
at Center & On wheels!
Events: Owning Demos &
Product Conversations
Joint Product Penetration
Goals with Field

?
At Customer For Customer:
—Workshops to understand customer
Pain points and help in deriving
transformation roadmaps
—Open Innovation Lab (OIL)
New Solutions for Local Markets:
—Co-creation with Customers & Partners
(OIL)
—Helping Customers solve large scale
problems
Platforms & Forums:
—CIO Advisory Council
—EMC Forum
DEEPER
ENGAGEMENT
WITH
CUSTOMERS

?
PSIC
Partner Solutions
Innovation Center
CeTI
Center for
Transformational
Innovations
STRATEGIC
BETS

Education Healthcare Infrastructure
Core Challenges of 2/3rd of World
(Emerging Economies)?
Develop Deep
Insights
Partner with the
Eco-system &
create a platform
Solve the
Problems using
Technology
Initial focus on Transforming
Healthcare using 3rd Platform

Challenges in Healthcare
LIFE EXPECTANCY
IN YEARS
65
DOCTORS
PER 1,000 PEOPLE
0.6
MORTALITY RATE
UNDER 5
63
HOSPITAL BEDS
PER 1,000 PEOPLE
0.9
69
0.3
35
0.6
52
0.8
57
2.8
74
1.4
18
2.4
India
Note: Under-5 mortality rate is the probability per 1,000 that a newborn baby will die before reaching age five; Life expectancy at birth indicates
the number of years a newborn infant would live if prevailing patterns of mortality at the time of its birth were to stay the same throughout its life
Source: World Factbook, World Bank
78
3.5
8
3.1
USA Indonesia South
Africa
Turkey OTHER EMERGING
ECONOMIES
FOLLOW THIS
TREND: e.g.
• Egypt
• Cambodia
• Vietnam
• Philippines
• Malaysia
• Angola
• Algeria
And MORE..

Healthcare Supply & Demand Gap in India
1.2Mn 2.4Mn
0.7Mn 2.2Mn
1.3Mn 3.8Mn
$30Bn $80Bn
+214%
Source: Ministry of Health and Family Welfare reports, WHO data and projections, 12th Five Year Plan document
- 1.6 Mn
- 1.2Mn
- 0.5Mn
- $40Bn
+192%
+100%
+166%
1.9 Mn
1 Mn
2.2 Mn
$40BnGOVERNMENT
INVESTMENT $ Bn
DOCTORS
TOTAL # Mn
HOSPITAL BEDS
TOTAL # Mn
NURSES
TOTAL # Mn
Current Capacity
2012
Expected Demand
2020
Forecasted Supply
2020
Gap By
2020

?
LifeCare
Preventive Care
for Chronic
patients
CPHM
Comprehensive
Primary Health
Management
CeTI
Healthcare Platforms

?
CPHM Overview
TECHNOLOGY.
BASED SOLUTION
PRIMARY
HEALTHCARE
CHALLENGES.
EMERGING
MARKETS
• Quality of service & Reach
• Infrastructure & Skills
• Governance & Planning
• Universal Health Records for coverage &
follow-ups
• Mobile apps for productive use of
lower-skilled resources
• Cloud for Scale & Reach
• Big Data Analytics for better planning,
preventive healthcare

EMC Lifecare
Understanding the problem
Chronic disease
problems are now
responsible for 70%
of all health costs
The world is aging,
further driving up
healthcare costs by
17% per year
Increasing
Healthcare Cost is
unsustainable and is
leading to adoption
of new ‘models of
care’
*Cardiovascular, Diabetes, Chronic respiratory, Cancer
Source: Continua, Kaiser Health News, NBER, BRICS Information Center
Chronic Diseases
are the major cause
of deaths* in APJ
70%

Manage
Risk
Manage
Chronicle
Illness
Maintain
Well
Manage Risk
 Patient Engagement
 Preventive Care
 Remote patient monitoring
 Proactive intervention
 Patient Centered Care
 Care Coordination
 Patient Safety
 Curative to Wellness
Manage Illness
 Access to Information
 Wearable sensors
 Patient Education
 Wellness Counseling
Maintain Wellness
LifeCare
Overview

Why Go Beyond Delivery?
• Employee Skills/
Capabilities
• Employee Engagement And
Motivation
• Platform For Higher
Ownership
• Time To Market
• $$ Impact
• Insights into Customer Pain
Points
• Product Enhancements
• Building Local Products/
Solutions
• Better, Relevant Products
• Enhanced TCE
• Deep Technology
Conversations
• Reduced Sales Cycles,
• Customers Stickiness

EMC APJ COEs drive innovation and customer engagement

EMC APJ COEs drive innovation and customer engagement

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