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EMC to fast track ISV channel with Velocity

EMC to fast track ISV channel with Velocity

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Storage vendor, EMC, is rolling out a new ISV program under its Velocity channel model to provide global partners with a more comprehensive benefits list.

General manager of partners and alliances, David Henderson, said the Velocity program, which was rolled out two years ago, had originally focused on systems integrators and value-added resellers. The new initiative would see ISVs brought into the fold and given access to similar sales and technical resources.

Henderson said EMC had historically neglected local ISVs in favour of focusing on resellers who sold or implemented solution stacks.

"In Australia we had a contract for ISVs with no benefits," he said. "They got their discount schedule and sales support. Velocity is far more comprehensive with a number of deliverables like enablement, technical resources, and access to our solutions centre to test software solutions they have built."

In order to participate in the new program, ISVs need to complete mandatory pre-sales accreditation training. However, Henderson said they could choose whether to achieve full implementation certification or not.

"It depends on what the ISV wants to do: they can just create the software and sell, or do the implementation work as well," he said. "The program is designed to be responsive."

Partners also had the choice of five specialisations within the Velocity framework: consolidation; backup and training; management; archiving; and integration (ILM).

Henderson said EMC was hoping to significantly build out its ISV community this year, and that current developer partners were thin on the ground. The vendor was looking for ISVs catering to market segments and verticals such as manufacturing and finance.

"For example, we would like to work with regional ISVs supporting building societies or credit unions," he said. While EMC had spent the past year concentrating on building its overall channel network, Henderson said 2006 would be about investing time and effort into its partner programs and training.

"We are investing millions globally into training and accrediting partners to deliver solutions with services and support," he said. "ISVs will benefit from this."


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