Storage giant EMC has released a range of new products and altered its business strategy to more closely target the small to medium business (SMB) and commercial sectors to better address the business composition of the region.
“We presently do 60% to 65% of our business in the enterprise space, but over the next two years we are hoping to grow in the commercial and SMB spaces to even it out to more of a 50:50 split,” said Mohammed Amin, general manager at EMC Middle East.
Currently, EMC has three distributors handling its two-tier business in the Middle East, StorIT and Magirus, and the company says it will look to tie up with three or four tier two partners per country. Partners will interact with EMC through its revamped Velocity partner programme.
“We have changed the velocity programme so it works on a points basis, and partners are rewarded for the type of business that they do, rather than the monetary amount of business that they bring in; a partner could earn the most points, but not be the highest grossing in terms of revenue,” said Qais Gharaibeh, channel sales manager at EMC Middle East.
EMC classifies its customers by their annual spend on IT storage, companies worth between US$20,000 and US$50,000 falling into the SMB category and companies worth from US$50,000 to US$1m categorised as commercial.
The products released by EMC included entry-level and high-end configurations of its flagship Symmetrix DMX-3 storage array, multi path file system for iSCSI file system software and enhancements to its Rainfinity global file virtualisation platform and Centera content addressed storage system.
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