Storage powerhouse, EMC, is arming resellers with an enhanced Web-based tool and improved financing options as part of plans to simplify the way storage is sold to SMBs.
Dubbed Making Storage Simple, the sales approach aims to make life easier for mid-sized enterprises and SMBs deploying and managing information, the vendor's general manager for channels and alliances, David Henderson, said.
"SMBs want advanced functionality, at an affordable price and packaged for simple deployment," he said.
To help remove complexity, EMC was offering a series of Express Solutions comprised of hardware, software and services, Henderson said. Velocity Partners would also get access to a range of ready-made systems (based on its existing products for archiving, backup and recovery, networked storage and business protection), along with software and services expertise.
These would be available through a newly enhanced Web-based system, he said.
The online tool would help resellers specify and order storage systems, Henderson said. Based on the customer's application environment, partners answered a short series of questions in the Express Solutions Wizard to create and order a solution.
On the financial front, EMC has also rolled out an online approval system for financing sales of its products called Financing Made Simple. Partners can help customers secure funding for their total solution, including non-EMC equipment. The new program also includes a variety of lease options and payment plans to suit the budgets of mid-sized and SMB customers.
"SMBs now face the same challenges as large enterprises, but don't have the staff and budget to deal with the problem," Henderson said.
With the purpose-built Express Solutions, resellers could help customers deal with the explosive data growth and spiralling costs by more effectively storing, backing up, archiving and protecting critical application data, he said.