New EMC Business Partner Program

Summary:

• Designed in collaboration with EMC partners, the new EMC Business Partner Program unifies all partner programs under one umbrella program.
• Rewards partners who build deep and broad investments across EMC, its federation of companies and VCE.
• Shifts focus to bring high-value solutions and services to market with partners.
• Features new incentives and deeper investments in go-to-market enablement with Cloud Service Providers and Global Alliance partners.
• 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 and Data Domain systems.

EMC Corporation announced the new Business Partner Program (BPP) providing partners with a common, unified framework.

The BPP brings together all previous partner programs to create a simple, predictable and profitable experience for each partner. Designed in concert with partners, the BPP offers more flexibility and choice as well as greater access to solutions and services to enable partners to play a role in both the 2nd Platform and emerging 3rd Platform of IT, characterized by the trends of social, mobile, cloud and big data.

Under the BPP partners can choose the tracks that fit their strategic objectives. The BPP tracks include: EMC resell, distribution, cloud service provider, system integrator and outsourcer as well as the RSA SecurWorld program. Partners in multiple tracks can use dollars earned and training credits in one track across other tracks for maximum flexibility, to lower costs and to invest in new lines of business with EMC.
 
For those partners qualified in VMware, Pivotal, RSA and VCE programs, EMC offers cross-program training credits to reduce the partner’s investments in sales or technical certifications. EMC will also offer qualifying partners additional incentives for reselling solutions built using a combination of EMC, VMware, Pivotal and VCE technology.

Simple, Predictable and Profitable
Announced are:

• Purpose-Built Solutions: The new partner program is designed to increase opportunities for selling EMC solutions and services. Partners will have access to five new purpose-built solutions to drive higher value engagements across cloud, big data and security. EMC is also creating new Solution Centers with partners under the Business Partner Program to showcase these solutions on premises or in the cloud.
• Consulting Services: For the first time, EMC is offering qualified partners expanded access to resell and deliver an enhanced portfolio of Consulting Services that leverage methodologies, best practices, and resources. Partners will also be eligible for greater performance incentives that recognize and reward partners for excellence in service sales.
• Rebates: The BPP also features predictable, richer rebates for resell partners. Solution Provider partners will now 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 thresholds are met. This promises a simpler, more predictable and more profitable experience for partners. The Solution Provider track also features a new elite Platinum tier for partners that achieve expert levels of accreditation and certification in the resale, design and implementation of EMC solutions.

Expanding the Partner Ecosystem – Deepening Go-To-Market Engagement
Also announced:

• New Cloud Service Provider Offerings: As market dynamics change, and cloud adoption grows, EMC has experienced an increase in the number of Cloud Service Providers (CSPs) partners over the last year. In order to address the transition and enable new opportunities, CSPs can take advantage of 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.
• Partner Solution Innovation Center: EMC is also announcing the new Partner Solution Innovation Center for Global Alliance partners. The center, located in Bangalore India, will feature subject matter experts working with Global Alliance partners to validate and create industry focused 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.

Integrated EMC Channel-Only Storage and Data Protection Products
EMC continues to innovate with products sold exclusively through the channel. The new VNXe3200 array is an easy to use flash-optimized hybrid storage array that can be setup in minutes.

With the introduction of the Data Domain DD2200 deduplication storage system, EMC redefines its entry-level protection storage lineup with a full-featured Data Domain system designed specifically for the needs of small-to-midrange enterprises. By combining the DD2200 with the EMC Data Protection SuiteTM, customers can benefit from a complete EMC backup and archive solution with optimized integration.

New and Enhanced VSPEX Choices
Building on the momentum of the channel’s success with VSPEX infrastructure, EMC also is delivering more power with 11 new VSPEX infrastructure configurations available this month, and with new flexibility in the storage layer of VSPEX infrastructure with all-flash and software-defined storage options in the second half of 2014.

According to Tiffani Bova, VP, Gartner in the May 24, 2013 report entitled, Tech Go-to-Market: Providers Must Adjust Their Channel Programs as Partners Take to the Cloud: “The traditional technology channel ecosystem is in the midst of a reinvention, driven by both customer demand and IT providers’ investments in cloud services. The decisions that sales and channel executives make now will have a long-term impact on their channels’ loyalty and performance. The market’s transition to the cloud challenges incumbent providers to partner differently.”

Stuart Green, EMC alliances director, Computacenter PLC, UK, said: “As part of the focus group for enhancements to EMC’s Business Partner Program, we have worked with EMC to set up a successful framework for partners and our customers. The business environment is changing and it is vital for us to help our customers rethink every aspect of IT. EMC’ new program is simple and flexible, enabling us to transform IT for our customers – today and into the future.”

Gary Budzinski, EVP and GM, global infrastructure services, CSC, said: “CSC is a global leader of next-generation information technology services and solutions. EMC’s Business Partner Program provides CSC with early adoption opportunities, a dedicated account team and joint go-to-market opportunities that strengthen our organization and our ability to address client needs. Enhancements to EMC’s program support a foundation that empowers business transformation and helps us build next-gen IT infrastructure offerings for our clients.”

Bob Olwig, VP of business strategy and innovation, World Wide Technology, Inc., said: “WWT is an award-winning systems integrator and supply chain solutions provider that delivers an innovative and proven approach to how organizations explore, evaluate, architect and implement technology. As part of EMC’s Business Partner Program, WWT has the opportunity to leverage the technology leadership and best-of-breed product offerings of EMC’s federation of businesses. Access to EMC’s resources, tools and trainings allows WWT to build out unique solutions based on EMC technologies and methodologies that solve complex business problems for our customers.“

Bill Padfield, CEO, Dimension Data plc, AsiaPac, said: “Dimension Data provides solutions in networking, data centre, security, communications, end-user computing, ITaaS, and system integration services to help our clients to respond to today’s business challenges. EMC’s Business Partner Program provides us with the tools and resources we need to deliver our solutions effectively. The enhanced program also offers greater flexibility and rewards our organization, enabling us to capitalize on new market opportunities and grow market share.”

Will Knight, VP – US Channel Sales, Rackspace Hostings, said: “Hundreds of thousands of customers look to Rackspace for specialized expertise and the ability to deliver best-fit hybrid cloud solutions, backed by Fanatical Support to transform their IT. Rackspace is proud to be part of the EMC Business Partner Program, showcasing the strength and commitment we have in delivering best-of-breed EMC Powered solutions.”

Gregg Ambulos, SVP, global channel sales, EMC, said: “The new Business Partner Program has been designed to enable the growing ecosystem of partners working with EMC to drive the sweeping industry transformation underway today. The program offers enhanced flexibility and choice and harnesses the power of EMC’s federation of companies to enable partners to deliver exceptional value in the market through a deep set of solutions and services.”

Terry Breen, SVP, global strategic sales, EMC, said: “Trusted cloud service providers and proven systems integrators play a vital role for our customers’ IT transformation to the third platform. By adding a richer engagement model, we will jointly develop solutions with our partners to ensure success with our mutual customers.“