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EMC unveils new Business Partner Programme

New focus on solutions and services underpins simplified, richer and more flexible scheme

EMC unveils new Business Partner Programme
EMC says the new Business Partner Programme offers more flexibility, choice and greater access to solutions and services for partners.

EMC Corporation has launched a new global Business Partner Programme (BPP), a scheme the storage vendor said provides its partners with a common, unified framework.

EMC stated that the new BPP brings together all previous partner programmes to create a simple, predictable and profitable experience for each partner.

Designed in concert with partners, the BPP offers more flexibility and choice as well as greater access to solutions and services to enable partners to play a leading role in both the second platform and emerging third platform of IT and is characterised by the mega trends of social, mobile, cloud and big data, the company said in a statement.

Under the BPP, partners can choose the tracks that best fit their strategic objectives and these include: EMC resell, distribution, cloud service provider, system integrator and outsourcer as well as the RSA SecurWorldTM programme.

The company said partners in multiple tracks can use dollars earned and training credits in one track across other tracks for maximum flexibility, to lower costs and to invest in new lines of business with EMC.

For those partners qualified in VMware, Pivotal, RSA and VCE programmes, EMC offers cross-programme training credits to significantly reduce the partner's investments in sales or technical certifications. EMC will also offer qualifying partners additional incentives for reselling solutions built using a combination of EMC, VMware, Pivotal and VCE technology.

Gregg Ambulos, senior vice president, Global Channel Sales, EMC Corporation, said: "The new Business Partner Programme has been designed to enable the growing ecosystem of partners working with EMC to drive the sweeping industry transformation underway today. The programme offers enhanced flexibility and choice and harnesses the power of EMC's federation of companies to enable partners to deliver exceptional value in the market through a deep set of solutions and services."

According to Tiffani Bova, vice president, Gartner in a report entitled, Tech Go-to-Market: Providers Must Adjust Their Channel Programmes as Partners Take to the Cloud: "The traditional technology channel ecosystem is in the midst of a reinvention, driven by both customer demand and IT providers' investments in cloud services. The decisions that sales and channel executives make now will have a long-term impact on their channels' loyalty and performance. The market's transition to the cloud challenges incumbent providers to partner differently."

The new EMC partner programme is designed to increase opportunities for selling EMC solutions and services. Partners will have access to five new purpose-built solutions to drive higher value engagements across cloud, big data and security. EMC is also creating new solution centres with partners under the BPP to showcase these solutions on premises or in the cloud.

Terry Breen, senior vice president, Global Strategic Sales, EMC Corporation, added: "Trusted cloud service providers and proven systems integrators play a vital role for our customers' IT transformation to the third platform. By adding a richer engagement model, we will jointly develop solutions with our partners to ensure success with our mutual customers."

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