Memo From EMC: Build Private Clouds (And Get Discounts) Using VSPEX
How can EMC (NYSE:EMC) channel partners build private clouds using the VSPEX specification — while earning additional product discounts along the way? EMC's David Press provided answers for VARs during Tech Data's (NASDAQ:TECD) Channel Link conference this morning in Orlando, Fla. The big theme: As a VAR, you select the server, hypervisor, network and application components you want. If it adheres to the VSPEX specification, it will all work together. And you can get additional product discounts from EMC, Brocade and/or Cisco if you register the deal as a VSPEX engagement. Here's the background.
For channel partners and their customers, Press said EMC has three paths to the private cloud:
- Build it yourself.
- Convered infrastructure like VCE Vblock, which is backed by VMware (NYSE:VMW), Cisco Systems (NASDAQ:CSCO) and EMC.
- The EMC VSPEX reference architecture — here, you choose the components you want at each level. Even the hypervisor is flexible, supporing VMware and Microsoft Hyper-V.
The VSPEX reference architecture allows partners to leverage EMC storage and backup while also offering customer choice on the network, x86 server, virtualization and application level. Tech Data provides rack-and-stack capabilities for each layer of that stack, Press noted.
Press said the VSPEX reference architecture can get partners 80 top 90 pecent down the road, then the partner needs to fill the remaining gap by determining specific customer needs.
Also with VSPEX, you don't have to purchase the entire solution at one time. It's about selling a solution that includes storage — and not storage alone, said Press. Rather, you can design and size a long-term solution — adding specific pieces at customer-defined times down the road.
The tricky part: Partners still need to register the individual piece parts with each vendor. For instance, you need to register HP server sales with HP if you select ProLiant for the broader VSPEX engagement. But for some vendor components it sounds like there are ways to simplify this process by working with Tech Data (ask the distributor for details).
The Bottom Line for VARs
Partners gain various discounts when they register their deals as VSPEX engagements. Cisco, EMC and Brocade (among others) are the participating discount vendors. As a VAR, you also get to brand the solution with your company logo on the rack. And to the customer? They get peace of mind since the specifications are proven designs, Press asserted.
One catch: To earn the discount, the VSPEX deal must have at least 10 percent or more revenue from non-EMC solutions. In other words, EMC wants to be part of the engagement — but pure EMC wins can't qualify for the VSPEX discount.