By Servaas Venter
With the cloud market growing 4-5 times faster than the traditional storage market, there’s tremendous opportunity in selling cloud services – and we are now making it easier for our Solution Providers(resellers) to offer a full-range of trusted EMC Powered cloud services.
Today we launched a new program benefit as part of the Cloud Service Provider Program which connects EMC Solution Providers with highly experienced and qualified EMC Cloud Service Providers (CSPs). By partnering with CSPs, whose primary business model is ITaaS offerings, EMC Solution Providers are able to resell EMC Powered Services with minimal investment and gain the competitive advantage of deploying superior ITaaS solutions faster and more efficiently.
The program will work as follows; EMC CSPs have already teamed up with selected EMC Distributors to offer cloud services to their resellers. Solution Providers will be teamed with a Distributor and CSP that best matches your Partner’s customer base and go-to-market strategy. Where a preferred Distributor is not engaged in country – the Solution Provider will be connected directly with the CSP. Once the connection has been facilitated, the Solution Provider will need to join the Distributor’s or CSP’s reseller program, which may include defined compensation, Partner enablement processes and resources, Market Development Funds as well as Demand Generation activities. Each Distributor or CSP provides a catalogue of EMC-based services packaged in a repeatable and easy to consume and bill model.
In addition to giving the Solution Providers the ability to enter the cloud services market with minimal investment Solution Providers will receive many benefits. Signature and Premier providers receive GAF credit for the EMC equivalent resale value of CSP offerings. Cloud services provide longer term and recurring and organically growing revenue streams for Solution Providers.
They will also have an incremental opportunity to extend their sales by building extended infrastructure, application and integration services on top of the core solutions consumed through the CSP.
We encourage you to become familiar with the Cloud Partner Connect Program and use information from the launch to ensure that you are able to answer questions from your customers.