EMC Enhanced Americas Velocity² Partner Program

EMC Corporation announced enhancements to the Americas EMC Velocity² Partner Program to help partners close more deals quickly, reward partner sales representatives and sales engineers for selling EMC solutions and provide significant opportunities to increase overall partner profitability. There are two goals of the new program elements – streamline and standardize processes that enhance the ease of doing business with EMC and financially reward partners for their increased commitment in educating their employees to best support their customers with EMC’s industry leading technologies.

"In this challenging economic environment the partner community requires the highest commitment of support from vendors," said Gregg Ambulos, Vice President, Americas Channel Sales. "With that in mind we have made enhancements to the Velocity² Partner Program that provide support and rewards for partners who continue to align their businesses to EMC. We believe that these new programs will help our partners improve their productivity and reach their financial goals while successfully meeting the requirements of their customers."

New Deal Registration Benefits
The deal registration program provides critical alignment, support and trust between partners and EMC. There are two levels of deal registration available to all EMC Velocity² partners in the Americas – Incremental and Prime deal registration – and both provide partners key advantages and support to win deals. Incremental deal registration offers partners a set discount off list for registering opportunities that are new to EMC. Prime deal registration provides significant revenue opportunities and sales investment protection for partners who are introduced into a non-incremental sales opportunity by EMC based upon certain established criteria.

In alignment with EMC’s focus on ensuring partners are well prepared to serve customers, an additional benefit is available for all partners in the Americas who invest in the EMC Technical Architect (EMCTA) curricula. Now all registered deals that include a local EMCTA will receive an additional discount off list price bringing the total available registration discount up to a maximum of 15 percent. This new automated discount process is intended to help partners win deals more quickly and increase partner autonomy.

New Velocity² Incentive Program
The new Velocity² Incentive Program (VIP) is EMC’s first multi-business unit global partner incentive program and replaces EMC’s Journey to the Top program. VIP has three tiers of incentives that offer the company and individuals lucrative and stackable rewards for winning incremental deals that align to EMC’s strategic solutions and focused initiatives. Company rebates and Individual rewards are for new account acquisition, platform hardware, and backup, recovery and archive software and are aligned to further maximize earning potential. Both company and individual VIP rewards are also stackable with EMC SourceOne solutions for archiving, e-discovery and compliance and RSA security products including information-centric security solutions from RSA enVision, the RSA Data Loss Prevention Suite and RSA SecurID. The third tier includes a sales contest for top partners from North America, Europe, Latin America and Australia to compete for the chance to attend the 2010 Olympic Games in Vancouver, Canada.

"Partners who invest in training want to see a good return on investment," said Howard Goldberg, Director of Arrow ECS’ EMC business. "With the additional discount EMC Technical Architects are being awarded as part of EMC’s deal registration program, solutions providers who invest in this resource now have a tangible award aligned to it. Additionally this also helps improve productivity because EMCTAs play a critical role in helping customers better understand the value of the EMC technology in their environment which in turn results with the deal closing more quickly enabling the partner’s sales rep to focus on the next sales opportunity."

"The enhancements EMC has made to the Velocity² Partner Program reward partners who invest in selling information infrastructure solutions," said Bob Murphy, Division President, Presidio. "The new ability to stack my rebates for storage hardware, backup, recovery and archive software and security is exciting because it unifies and simplifies the rebates program and provides a richer reward."

To further align the Velocity² Partner Program to rewarding partner commitment, EMC changed other elements including the simplification of its demo program, adjustment of the requirements and benefits of the Velocity² Authorized Services Network (ASN), and continuation of offering attractive financial promotions and offerings through EMC Global Financial Services.