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EMC Transforms Velocity Channel Partner Program
Published Feb 13, 2013
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EMC Corporation announced significant enhancements to the EMC Velocity Solution Provider reseller program that will make EMC’s industry-leading cloud computing and Big Data technologies and solutions available to more customers – particularly in the rapidly growing mid-market segment. With a continued emphasis on ensuring that Velocity resellers are exceptionally well prepared to sell and/or service EMC products and solutions, customers can be confident they are working with the industry’s most competent solution providers to support their business requirements.
The following program changes are effective immediately:
• New Target Products Rebate for Premier and ‘Signature Partners’ – Provides top Velocity resellers¹ with a predictable income stream via rebates paid on sales of targeted EMC technologies that align to the company’s key mid-market initiatives. Eligible products include EMC VNX® and VNXe® unified storage, EMC Avamar® and EMC Data Domain® backup and recovery solutions, and server Flash caching solution EMC VFCache™. This rebate is paid from the first sale and is in addition to – and can be combined with – EMC’s existing performance-based Specialty2 rebate.
• Changes to Velocity Specialty Requirements Focus on Fortifying Selling Capabilities
- The program no longer requires resellers to earn an implementation certification to achieve a Specialty2. While EMC encourages resellers to become services-enabled, removing this requirement from the reseller program now allows pure-play resellers a more direct path to achieving Velocity Specialties, where benefit opportunities accelerate. For resellers who include services in their business model, EMC has strengthened its Velocity Services offerings (details below).
- There is no longer a revenue requirement for resellers to achieve a Specialty.
- Three Specialties are now required for Signature (top tier) resellers worldwide, reflecting the most advanced level of competency required of the top tier resellers in positioning and selling a broad range of EMC’s technologies.
• EMC Isilon Partner Program Integrated into Velocity Program – Former Isilon resellers can now become eligible for Velocity benefits on other EMC products, and existing EMC resellers can become eligible to earn benefits from selling Isilon – all within the integrated Velocity program.
• More Products Eligible for Financial Benefits in Velocity Specialties – To help resellers align their portfolio with the growing demand for cloud and Big Data solutions, the following products are now eligible for financial benefits within the Backup and Recovery Specialty: EMC Mozy® cloud backup, EMC Atmos® object-based cloud storage platform, and EMC Centera® content addressable storage. EMC Isilon® scale-out network attached storage platform is also now eligible for benefits within the Consolidate Specialty.
• Amplified Demand Generation: More Market Development Funds (MDF)3, More Qualified Leads – EMC is doubling its investment in demand generation funds, programs, and resources to develop highly qualified opportunities for partners and accelerate revenue growth.
• Velocity Services Invests in Enhanced Tools, Offerings, and Resources to Accelerate Services Enablement with Resellers:
• Expanded library of online and video-instructor-led services training provides a more convenient and efficient way for resellers to access EMC’s industry-recognized EMC Proven Professional technical training.
• New online labs allow resellers to more efficiently and effectively hone practical implementation skills on EMC technology in a proctored virtual environment.
• New offering in the EMC Cooperative Services portfolio provides resellers EMC guidance on their solution design, as well as post-implementation review. As with all EMC Cooperative Service offerings, the reseller maintains full control of the customer relationship, and has the depth of EMC expertise in the background to ensure quality implementations.
Reseller Quotes
Prakash Mohapatra, Deputy General Manager, Mannai Corporation, Networks and Telecom, Mansoft - Qatar (Signature Solution Center Partner)
“The enhancements to the Velocity Programme serve to create a competitive edge for resellers like us who focus on providing our customers real choices and the ability to leverage world class technology and professional expertise. By improving access to training and educational resources especially for key technologies like cloud computing, EMC is helping Mannai Networks and Telecom chart out a competitive service portfolio to help customers go the extra mile to be successful.”
Kieran Hernon, Business Unit Director, ComputerLinks – GULF (Global Value Add Distributor)
“The Middle East and Pakistan are witnessing a surge in demand for storage and information management technologies to help boost operational performance and business strategies. EMC recognizes the need to invest in the channel and refresh channel programmes in order to help resellers sustain their growth and engage customers through new value add models. Through the renewed Velocity programme, EMC is further engaging resellers through the right incentives and support. We welcome these changes and look forward to boosting our already successful relationship with EMC to achieve even greater heights in the future.”
EMC Quote
Havier Haddad, Channel and Alliances Director, Turkey, Emerging Africa & Middle East, EMC Corporation
“The improvements to the Velocity Solution Provider Program and Velocity Services Program have been made with one objective in mind: to help customers thrive in an IT environment that is undergoing wholesale change. This means accelerating the journey to the cloud, harnessing the power of Big Data and enabling IT departments to more effectively manage, protect and analyze their data. Our program is designed to help partners optimize their offerings in these key areas and provide their customers with solutions that make a profound impact. Today’s announcement is another milestone in our mission to provide the most simple, predictable and profitable resellerexperience. It is an approach that is proving highly successful, with more than half of our storage revenue now derived from the channel. This is clear evidence that organizations are increasingly relying on EMC resellers to help them transform their businesses and drive growth.”
Posted by
VMD - [Virtual Marketing Department]
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