EMC outlines a host of channel initiatives

After having successfully rolled out its Velocity Partner Program, EMC has
outlined additional initiatives to strengthen its channel relationships. The
storage vendor is now introducing a deal-registration system, accreditation
programs and joint marketing activities for its partners. Under the
deal-registration system, the company will offer special pricing and support to
the partner, who registers a deal with the vendor. "Unlike most other
vendors who by and large have verbal understandings over deal-locking, the
system offered by us to our partners is very process-oriented and illustrates
our commitment to increasing the market opportunity through the channel
community," remarked Tony C Leung, MD-Partners/Alliances and Commercial
Business (APac/Japan), EMC.

The company has introduced sales as well as technical accreditation program
for its partners and their sales representatives. "Beginning early next
year, we will start joint marketing activities with our channel," adds
Tony. According to him, the SI partners will also be allowed to deal directly
with the company, bypassing the distributor. This, Tony believes will help the
organization scale up the volume model that it wants to adopt.

"Looking ahead, we also want to increase the revenue contribution of our
mid-range solutions to 50% of the total Indian business. Currently, it stands at
15% with enterprise solutions contributing 85%," explains Tony.

He also strongly hints at the possibility of the company launching
entry-level solutions for small business by next year. "Already our AX100
solutions are available at price-points of about Rs 2.82 lakh. We are now
considering to increase the affordability factor of our solutions for small
business organizations," informs Tony.

GOLDIE