EMC simplifies channel programme

Partners to get rebates from their first dollar

By Vera Alves, Auckland | Monday, 18 February 2013
EMC has introduced changes to its Velocity Solution Provider Programme that the company says will make it easier for partners to deal with the storage vendor.

Enhancements to the programme include simpler tier advancement, predictable financial benefits, and better profit opportunities. "It's about being simpler and more profitable for partners," says EMC's ANZ general manager of channels, Brett Harris.

The company has introduced a new target products rebate for Premier and Signature partners, which EMC says will provide these partners with a predictable income stream via rebates paid on sales of targeted EMC technologies for the mid-market, EMC's key area of focus. "We now pay rebates to partners from their first dollar," says Harris.

The company has also integrated the Isilon partner programme into the Velocity programme and former Isilon partners can now become eligible for Velocity benefits on other EMC products. EMC resellers can also become eligible to earn benefits from selling Isilon, as part of this programme integration.

EMC has also removed the revenue required for a partner to obtain a speciailty and, according to Harris, it is now less dificult to qualify for one. On the other hand, the company has made it "slightly more difficult" to become a Signature partner, as it now requires a total of 3 specialities. "It was largely a request from our partners," says Harris, adding that it adds more differentiation.

An expanded library of online and video-instructor-led services training, new online labs and a new offering in the EMC Cooperative Services Portfolio (to provide partners with EMC guidance on their solution design, as well as post-implementation review) are part of the programme enhancements.

As far as EMC's reseller community in New Zealand goes, Harris says the company is working with distributor Westcon to identify new opportunities and adds that the focus is outside the big urban centres. "New Zealand has quite a broad geography. It's not all about Auckland and Wellington. There is definitely opportunity for new partners, especially outside these two areas. We're working with Westcon on that," says Harris.