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Press Release
February 05, 2013
EMC Transforms Velocity Channel Partner Program
New Enhancements to Drive Growth and Provide Greater Choice and Differentiation for Partners
Story Highlights
- EMC Corporation today announced significant enhancements to the EMC Velocity™ Solution Provider program that will create a simpler, more predictable, and more profitable experience for EMC channel partners globally.
- Enhancements include: a new Target Products rebate; refinements to the Velocity Specialties requirements and benefits; the integration of the EMC Isilon partner program; increased demand generation opportunities, and expanded services offerings, tools and resources.
HOPKINTON, Mass. - February 05, 2013 -
EMC Corporation (NYSE: EMC) today announced significant enhancements to the EMC® Velocity Solution Provider partner program that will make EMC’s industry-leading cloud computing and Big Data technologies and solutions available to more customers – particularly in the rapidly growing mid-market segment. With a continued emphasis on ensuring that Velocity Partners are exceptionally well prepared to sell and/or service EMC products and solutions, customers can be confident they are working with the industry’s most competent solution providers to support their business requirements.
The following program changes are effective immediately:
- New Target Products Rebate for Premier and Signature Partners – Provides top Velocity partners¹ with a predictable income stream via rebates paid on sales of targeted EMC technologies that align to the company’s key mid-market initiatives. Eligible products include EMC VNX® and VNXe® unified storage, EMC Avamar® and EMC Data Domain® backup and recovery solutions, and server Flash caching solution EMC VFCache™. This rebate is paid from the first sale and is in addition to – and can be combined with – EMC’s existing performance-based Specialty2 rebate.
- Changes to Velocity Specialty Requirements Focus on Fortifying Selling Capabilities
- The program no longer requires partners to earn an implementation certification to achieve a Specialty2. While EMC encourages partners to become services-enabled, removing this requirement from the reseller program now allows pure-play resellers a more direct path to achieving Velocity Specialties, where benefit opportunities accelerate. For partners who include services in their business model, EMC has strengthened its Velocity Services offerings (details below).
- There is no longer a revenue requirement for partners to achieve a Specialty.
- Three Specialties are now required for Signature (top tier) partners worldwide, reflecting the most advanced level of competency required of the top tier partners in positioning and selling a broad range of EMC’s technologies.
- EMC Isilon Partner Program Integrated into Velocity Program – Former Isilon partners can now become eligible for Velocity benefits on other EMC products, and existing EMC resellers can become eligible to earn benefits from selling Isilon – all within the integrated Velocity program.
- More Products Eligible for Financial Benefits in Velocity Specialties – To help partners align their portfolio with the growing demand for cloud and Big Data solutions, the following products are now eligible for financial benefits within the Backup and Recovery Specialty: EMC Mozy® cloud backup, EMC Atmos® object-based cloud storage platform, and EMC Centera® content addressable storage. EMC Isilon® scale-out network attached storage platform is also now eligible for benefits within the Consolidate Specialty.
- Amplified Demand Generation: More Market Development Funds (MDF)3, More Qualified Leads – EMC is doubling its investment in demand generation funds, programs, and resources to develop highly qualified opportunities for partners and accelerate revenue growth.
- Velocity Services Invests in Enhanced Tools, Offerings, and Resources to Accelerate Services Enablement with Partners:
- Expanded library of online and video-instructor-led services training provides a more convenient and efficient way for partners to access EMC’s industry-recognized EMC Proven Professional technical training.
- New online labs allow partners to more efficiently and effectively hone practical implementation skills on EMC technology in a proctored virtual environment.
- New offering in the EMC Cooperative Services portfolio provides partners EMC guidance on their solution design, as well as post-implementation review. As with all EMC Cooperative Service offerings, the partner maintains full control of the customer relationship, and has the depth of EMC expertise in the background to ensure quality implementations.
Partner Quotes:
Gregg Pruett, Senior Vice President,CompuNet, Inc.
“With the high level of flexibility and range of options EMC is providing us through the new Velocity Program, our customers will have even more access to EMC’s broad portfolio of innovative products and services. There’s a massive market opportunity and the enhancements EMC announced today provide us with more choices to resell and deliver services – enabling us to better focus on the growing demand for services as the market expands for cloud, Big Data, and Trusted IT environments.”
Gary Alexander, CEO, AOS (Alexander Open Systems)
“Organizations’ data continues to grow and they need help managing it – which is where AOS can show our value. Whether it’s through product implementation or support or services, the EMC Velocity Partner Program provides tools and resources to ensure we are well equipped to be our customer’s trusted advisor. Also, we’re pleased with EMC’s movement to place more focus on their partners and by having its direct sales force work through the partners and not around them. Furthermore, AOS supports EMC's commitment to the SMB market as this is a core focus for us.”
EMC Executive Quote:
Fred Kohout, Vice President, Global Channel Marketing, EMC Corporation
“EMC’s continued objective is to accelerate the customer journey to cloud computing, grapple with Big Data, and help IT departments’ store, manage, protect, and analyze their most valuable asset – information. The changes we’ve made to the Velocity Solution Provider program are focused on helping partners optimize their offerings in these key areas so they can best support customer requirements. We want our partners to have a simple, predictable, and profitable experience with EMC. Over half our storage revenue goes through our channel partners, and our focus is on making these partners more productive. This is proof that organizations are increasingly relying on EMC Velocity Partners to help them transform their business and increase their competitive advantage in their respective markets.”
Additional Resources
- Learn more about partnering with EMC
- Follow @EMCChannel and join the #EMC conversation on Twitter
- Connect with EMC via Twitter, Facebook, YouTube, LinkedIn and ECN
About Dell
, a part of , enables organizations to modernize, automate and transform their using industry-leading , servers, and data protection technologies. This provides a trusted foundation for businesses to transform IT, through the creation of a , and transform their business through the creation of cloud-native applications and solutions. Dell EMC services customers across 180 countries – including 98 percent of the Fortune 500 – with the industry’s most comprehensive and innovative portfolio from edge to core to cloud.
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Press Release
February 06, 2013
EMC Transforms Velocity Channel Partner Program
New Enhancements to Drive Growth and Provide Greater Choice and Differentiation for Partners
Story Highlights
- EMC Corporation today announced significant enhancements to the EMC Velocity™ Solution Provider program that will create a simpler, more predictable, and more profitable experience for EMC channel partners globally.
- Enhancements include: a new Target Products rebate; refinements to the Velocity Specialties requirements and benefits; the integration of the EMC Isilon partner program; increased demand generation opportunities, and expanded services offerings, tools and resources.
JOHANNESBURG - February 06, 2013 -
EMC Corporation (NYSE: EMC) today announced significant enhancements to the EMC® Velocity Solution Provider partner program that will make EMC’s industry-leading cloud computing and Big Data technologies and solutions available to more customers – particularly in the rapidly growing mid-market segment. With a continued emphasis on ensuring that Velocity Partners are exceptionally well prepared to sell and/or service EMC products and solutions, customers can be confident they are working with the industry’s most competent solution providers to support their business requirements.
The following program changes are effective immediately:
- New Target Products Rebate for Premier and Signature Partners – Provides top Velocity partners¹ with a predictable income stream via rebates paid on sales of targeted EMC technologies that align to the company’s key mid-market initiatives. Eligible products include EMC VNX® and VNXe® unified storage, EMC Avamar® and EMC Data Domain® backup and recovery solutions, and server Flash caching solution EMC VFCache™. This rebate is paid from the first sale and is in addition to – and can be combined with – EMC’s existing performance-based Specialty2 rebate.
- Changes to Velocity Specialty Requirements Focus on Fortifying Selling Capabilities
- The program no longer requires partners to earn an implementation certification to achieve a Specialty2. While EMC encourages partners to become services-enabled, removing this requirement from the reseller program now allows pure-play resellers a more direct path to achieving Velocity Specialties, where benefit opportunities accelerate. For partners who include services in their business model, EMC has strengthened its Velocity Services offerings (details below).
- There is no longer a revenue requirement for partners to achieve a Specialty.
- Three Specialties are now required for Signature (top tier) partners worldwide, reflecting the most advanced level of competency required of the top tier partners in positioning and selling a broad range of EMC’s technologies.
- EMC Isilon Partner Program Integrated into Velocity Program – Former Isilon partners can now become eligible for Velocity benefits on other EMC products, and existing EMC resellers can become eligible to earn benefits from selling Isilon – all within the integrated Velocity program.
- More Products Eligible for Financial Benefits in Velocity Specialties – To help partners align their portfolio with the growing demand for cloud and Big Data solutions, the following products are now eligible for financial benefits within the Backup and Recovery Specialty: EMC Mozy® cloud backup, EMC Atmos® object-based cloud storage platform, and EMC Centera® content addressable storage. EMC Isilon® scale-out network attached storage platform is also now eligible for benefits within the Consolidate Specialty.
- Amplified Demand Generation: More Market Development Funds (MDF)3, More Qualified Leads – EMC is doubling its investment in demand generation funds, programs, and resources to develop highly qualified opportunities for partners and accelerate revenue growth.
- Velocity Services Invests in Enhanced Tools, Offerings, and Resources to Accelerate Services Enablement with Partners:
- Expanded library of online and video-instructor-led services training provides a more convenient and efficient way for partners to access EMC’s industry-recognized EMC Proven Professional technical training.
- New online labs allow partners to more efficiently and effectively hone practical implementation skills on EMC technology in a proctored virtual environment.
- New offering in the EMC Cooperative Services portfolio provides partners EMC guidance on their solution design, as well as post-implementation review. As with all EMC Cooperative Service offerings, the partner maintains full control of the customer relationship, and has the depth of EMC expertise in the background to ensure quality implementations.
Partner Quotes:
Gregg Pruett, Senior Vice President,CompuNet, Inc.
“With the high level of flexibility and range of options EMC is providing us through the new Velocity Program, our customers will have even more access to EMC’s broad portfolio of innovative products and services. There’s a massive market opportunity and the enhancements EMC announced today provide us with more choices to resell and deliver services – enabling us to better focus on the growing demand for services as the market expands for cloud, Big Data, and Trusted IT environments.”
Gary Alexander, CEO, AOS (Alexander Open Systems)
“Organizations’ data continues to grow and they need help managing it – which is where AOS can show our value. Whether it’s through product implementation or support or services, the EMC Velocity Partner Program provides tools and resources to ensure we are well equipped to be our customer’s trusted advisor. Also, we’re pleased with EMC’s movement to place more focus on their partners and by having its direct sales force work through the partners and not around them. Furthermore, AOS supports EMC's commitment to the SMB market as this is a core focus for us.”
EMC Executive Quote:
Fred Kohout, Vice President, Global Channel Marketing, EMC Corporation
“EMC’s continued objective is to accelerate the customer journey to cloud computing, grapple with Big Data, and help IT departments’ store, manage, protect, and analyze their most valuable asset – information. The changes we’ve made to the Velocity Solution Provider program are focused on helping partners optimize their offerings in these key areas so they can best support customer requirements. We want our partners to have a simple, predictable, and profitable experience with EMC. Over half our storage revenue goes through our channel partners, and our focus is on making these partners more productive. This is proof that organizations are increasingly relying on EMC Velocity Partners to help them transform their business and increase their competitive advantage in their respective markets.”
Additional Resources
- Learn more about partnering with EMC
- Follow @EMCChannel and join the #EMC conversation on Twitter
- Connect with EMC via Twitter, Facebook, YouTube, LinkedIn and ECN
About Dell
, a part of , enables organizations to modernize, automate and transform their using industry-leading , servers, and data protection technologies. This provides a trusted foundation for businesses to transform IT, through the creation of a , and transform their business through the creation of cloud-native applications and solutions. Dell EMC services customers across 180 countries – including 98 percent of the Fortune 500 – with the industry’s most comprehensive and innovative portfolio from edge to core to cloud.
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