EMC drew the stage curtains open on their new global Business Partner Program at EMC World in Las Vegas in May 2014.
The Big Reveal
The new global Business Partner Program is designed in collaboration with EMC partners and unifies all EMC partner programs under one umbrella program. It’s designed to ensure that EMC’s resellers and partners deliver high-value EMC products and solutions to meet the complex challenges and needs of today’s transforming IT landscape. The program will feature customer specialization while rewarding partners through new revenue opportunities which enable greater market penetration. Thanks to the new Business Partner Program, partners can now play a leading role in the 2nd as well as the prevailing 3rd Platform of IT, which is driven by the megatrends of Social, Mobile, Cloud and Big Data.
More Flexible, More Rewarding…
EMC partners in the region and around the world want a simplified, richer and more flexible program, one which allows them to choose tracks that best underline their strategic objectives; tracks like EMC reseller, distribution, cloud service provider, and system integrators, among others. These flexibilities will enable EMC business partners to then utilize their rewards and training credits by repositioning them from one track to balance out another ensuring the best levels of cost efficiency and performance.
Addressing regional challenges better
The EMC Business Partner Program deliberately shifts the focus from simply meeting IT-related challenges to meeting the business challenges faced by customers. The program will provide high-value solutions and services through EMC’s partners in the Middle Eastern region once it launched in 2015. In the 2013 regional EMC Forum survey EMC gauged the challenges associated with adoption of transformational IT trends like Big Data and 57% of respondents in KSA, 44% of respondents in Qatar and 45% of respondents in UAE have revealed that Big Data, while challenging to adopt, has added to their decision-making abilities, leverage opportunities and to enhance routes to markets and strengthen customer loyalty. Through the EMC Business Partner Program EMC’s partners will be equipped with the right solutions and knowledge to ensure the challenges organizations face in the region turn to opportunities.
Qualified Partnerships benefit more
EMC is offering those partners qualified in VMware (VMW), Pivotal, RSA and VCE programs cross–program training credits with additional incentives for reselling from its federation companies. New ‘Partner Only’ products include the VNXe3200 array and the DD2200 system along with enhancements to the EMC VSPEX Proven Infrastructure portfolio, including 11 configurations leveraging the new VNXe arrays as well as Data Domain systems.
New Solutions, More Incentives
EMC has created five new purpose-built solutions to drive higher value engagements across cloud, Big Data and security. EMC’s new Partner Solution Innovation Center for Global Alliance partners, will feature topical experts working with Global Alliance partners to develop unique industry solutions, featuring technology from EMC’s federated businesses. These solutions will help meet the needs of our customers and enable the development of new market opportunities. Additionally, partners are encouraged to enhance their Consulting Services, leveraging the industry’s leading methodologies, best practices and resources. Under the new Program, Solution Provider partners can earn rebates for selling EMC products, software, and services starting at the first dollar of sales and increasing at a graduated rate as specific revenue targets are exceeded.
Cloud Service Offerings
Owing to the dramatic growth in Cloud Service Providers (CSPs) EMC has offered new go-to-market features like Cloud Service Provider Bid Desk – an EMC lead development service and Cloud Partner Connect Program – where EMC matches resell partners with CSPs to resell, refer or white label their EMC powered cloud offerings, to create and sell private, public and hybrid cloud offerings at scale.
Better Engagement, Better Service
Gregg Ambulos, Senior Vice President, Global Channel Sales, EMC Corporation believes the Business Partner Program will enthuse the expanding ecosystem of EMC partners and contribute to the industry transformation in a big way. The main objective of the Business Partner Program is to maximise flexibility and choice for richer engagement and successful solutions born out of increased and rewarding partnerships.