EMC has enhanced the way it works with channel resellers to target the entry-level segment in EMEA.
The storage solutions giant, traditionally known for its large enterprise market focus, categorises the entry-level segment as companies which sell products valued at between $5 000 and $25 000.
The company says to increase sales in this segment, it has implemented a simplified quoting process; introduced new products; and unveiled a sales incentive programme, giving channel resellers more autonomy in entry-level segment sales and the potential to benefit from an increase in sales.
To simplify the quoting process, EMC now allows distributors to quote immediately, rather than having to register each deal. This innovation will reduce the time it takes for resellers to close each sales cycle and affords them greater control over the sales process, the company says.
This approach both benefits the distributor - by creating a predictable fixed-margin business; and EMC - by accelerating the sales cycle by reducing the interaction with EMC.
"EMC is traditionally very well-known and penetrated in the upper segment of the market," says Claude Schuck, channel manager, EMC Southern Africa. "The entry-level programme is designed to broaden our reach in the market that addresses SME segments."
According to Schuck, these mid-tier sections of the market are able to benefit from EMC's valuable and innovative technology at an affordable price.
He says partner training and enablement are the challenges the company is facing in managing its partner ecosystem in the region.
"We have a wealth of knowledge and industry expertise and disseminating this across the landscape becomes a sheer volume challenge. We have many new partners signing up on our partner programme and I spend a great deal of time transferring knowledge and best practices to our partner community."
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