EMC Adjusts Channel Program to Accelerate Partner Profits

Written by Dave Courbanou 1
April 12, 2011

EMC is shaking up its channel partner program to help its partners make the best of their sales situations. New incentives, new deal registration bonuses and more upfront discounts are just part of the plan. I had a quick chat with EMC's Gregg Ambulos, Senior VP of Global Channel Operations And Americas Channel Sales, about the updates to EMC's Velocity Solution Provider Partner program.

EMC is shaking up its channel partner program to help its partners make the best of their sales situations. New incentives, new deal registration bonuses and more upfront discounts are just part of the plan. I had a quick chat with EMC’s Gregg Ambulos, Senior VP of Global Channel Operations And Americas Channel Sales, about the updates to EMC’s Velocity Solution Provider Partner program. Here are the details …

“We’re working to enhance the overall program,” Ambulos said. “Some incentives that were in the back end [have been] moved to the front end. It makes it easy to do business with [EMC] and it’s predictable.” The new program emphasizes ways to increase margins by working within EMC, he noted, and the company plans to roll out out target campaigns that allow partners to make significant margin enticements within a three- to six-month time frame.

Key highlights of the revised program also include new marketing materials partners can generate during campaigns, new partner relationship management tools for tracking businesses transactions, and revised deal registration that allows for stackable registration discounts for incremental and non-incremental opportunities. EMC also has increased partners’ incentives to sell the VNX and VNXe series of unified storage systems.

Ambulos noted the changes were based on a lot of partner input. Meanwhile, we’ll be keeping our ear to the ground to see if EMC gets more action in the channel thanks to the new incentives.

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