By Stuart Wilson
Storage giant EMC has boosted its velocity partner programme, pulling its network of independent software vendor (ISV) partners into the scheme and adding a range of enhancements for solution providers.
EMC claims that these moves will make it easier for the growing number of partners selling its solutions in the market to work alongside EMC. Channel sales continue to contribute significant revenue for EMC in the Middle East.
“EMC’s Middle East channel community has been incredibly vocal about how we can simplify the way that they work with EMC in order to increase revenue for all parties,” explained Qais Gharaibeh, channel sales manager at EMC Middle East.
“In 2006, we are expanding the EMC velocity umbrella to widen our reach in the regional market, while adding new benefits and enhancing existing ones. We are already engaging with partners in the region to update them about the new programme, and the initial feedback has been positive,” he continued.
ISVs continue to play a pivotal role in EMC’s go-to-market strategy, ensuring that solutions are tailored to the needs of individual regions and specific vertical markets as well. The new velocity ISV programme will pull together the vendor’s multiple ISV programmes into one framework — a move that EMC hopes will increase the scope and benefits of the scheme.
Partners creating solutions and products that utilise EMC’s software and tiered storage offerings will have access to a wide set of educational, technical, marketing and sales resources. According to EMC, the programme is designed to help partners accelerate time-to-market, increase sales opportunities and drive their business objectives by taking advantage of EMC’s global resources.
The velocity ISV programme will offer five specialisations and partners that increase their commitment to these areas will receive increased investment from EMC in terms of marketing and promoting the partner’s solutions.