EMC channel focus update

Local supplier of information storage systems, software, networks and services, EMC, has aligned its sights firmly on the channel, aiming at strategic consolidation and identifying synergies between partners.

According to Igal Prigan, channel partner manager at EMC, the new focus is a result of the successful implementation of the company`s Velocity programme.

The programme, launched last year, aims to incentivise channel business partners that sell, install and support storage-related solutions to invest in EMC`s certification and training.

"Velocity has been instrumental in boosting our partners` competitiveness in the EMEA storage market," says Prigan. "The programme offers improved co-op funds, technology rebates and initiative based programmes. In addition, enhanced sales promotions, training and marketing support are offered to assist partners in making their EMC sales more profitable."

EMC SA has nominated three premier partners under the Velocity programme, Business Connexion, Unisys and DiData, and is actively encouraging its other partners to work very closely with these companies. In addition and outside this programme, Dell Computers has a global OEM agreement with EMC. Velocity also allows smaller partners, including resellers, to focus on niche markets.

"The idea is to standardise and reward different partners in terms of their different commitments," says Prigan. "Our strategy is one of increased participation leading to better support of our channel. We`re encouraging a transparent go-to-market model that leverages a partner`s investment, recognises that investment and, at the same time, reduces channel conflict," he concludes.