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EMC restructures services program

EMC restructures services program

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Storage giant EMC has revamped its services accreditation program and is urging its resellers to jump on board.

The new Authorised Services Network (ASN) partner program incorporates its former low-end Service Enabled Value-Added Reseller program and the previous version of ASN, which focussed on enterprise partners.

“We have been building and developing our channel during the past six months,” general manager of partners and alliances for EMC, David Henderson, said.

“We want to deliver the margins available in software and services as well as the revenue of hardware but need a comprehensive infrastructure of accreditation and certification to do so.

“This services program will help resellers to look after their own customer base and help EMC in times of excess demand.”

The new ASN program has three levels – Focus, Select and Advanced.

Tripoint Corporation and Dimension Data have already joined as Advanced Partners and will deliver the full range of EMC professional services. At this level, they can access the global EMC support network.

“If they are in the middle of an implementation process when they come across a problem they can call a number and receive immediate support to resolve issues,” EMC services partner for A/NZ, Phil Teague, said.

“This includes having someone onsite within four hours and has been a big differentiator for our partners. They also get access to EMC intellectual property.”

Enstor has joined the ASN program as a Focus Partner, which means it will deliver networked storage services to support its SMB-focused Clariion platform.

Henderson said he envisaged no more than five partners joining the Advanced ranks, with the process taking up to a year.

He said as many as 10 would become Select partners but set no limits for the Focus level.

“We want resellers to choose the level of services they want to aspire to,” Henderson said.

“They can start with basic services if they like and progress to sophisticated implementations. It’s a real asset to our partners as opposed to just shifting tin.”


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