EMC strives to unify partner programs

EMC strives to unify partner programs

In a bid to offer a wider range of information life-cycle management (ILM) storage hardware, software and services, EMC is blending its existing channels for Legato, Documentum and Dantz products into a single partner program.

The move to combine its hardware and software offerings under one channel program comes in the wake of the vendor's acquisition spree.

Announced at the company's first-ever software channel partner conference in Las Vegas, the Velocity Channel Partner program, which is slated to begin in April, gives resellers access to financial incentives based on revenue targets, as well as marketing perks including advertising support, rebates, training and certification.

The program affects 14 traditional EMC partners, along with five to 10 software partners from Legato, Documentum and Dantz.

The only EMC offering not to be incorporated into the merged program is its VMWare server virtualisation software. This program would remain unchanged and separate as a way of maintaining relationships with vendor partner such as IBM and HP, EMC Australia's general manager of channels, David Henderson, said.

Locally, EMC will also provide product-specific tools and support, including access to powerlink, a partner support centre in Singapore. Henderson said this would help partners grow the ILM business and serve target markets.

The goal, he said, was to change the way solution providers get compensated for EMC sales, giving partners incentives on peddling storage software, as well as bundled hardware and software solutions. By offering a single, consistent program, all partners would be able to earn points on sales and achieve certain levels, Henderson said.

The blended hardware and software aspect of the program addressed the move towards integrating ILM, he said.

"Partners can integrate the entire stack for customers, which is a compelling way to reduce the cost and complexity of managing, sharing and protecting information across the entire life cycle," Henderson said.

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