Recently EMC named the head of its partner program for channel parters, Pete Koliopoulos.  Formerly vice president of global channel marketing, he will run all of EMC’s channel programs on the heels of the departure of John Koury who was previously vice president of worldwide channel marketing.

Koliopoulos was running EMC’s software channel programs until spring when all channel programs were shifted into one program.  Koliopoulos says the transition was fairly seamless; solution providers will be asked to sell both hardware and software solutions.  He believes that having one partner organization to talk to solution providers will make it easier for them to work together and deliver services.

Since the shift of the solution providers program, partner revenue registered under EMC’s deal program rose 30 percent in 2006 when compared to 2005.  EMC solution provider using incentives to get customers to combine hardware and software sales experienced a 35 percent growth in sales in the first half of 2006.  

Koliopoulos noted this would be the last major change in the solution providers program for a long time.  The goal for EMC is to make programs as simple as possible to help increase business.  However, there will be slight changes designed to make the transition process simple for solution providers.  For example, EMC will provide training to solution providers for data protection software obtained from Kashya in May and will help make other applications more accessible and easily-learned by partners.

For more details on EMC’s program for solution providers, please visit the link provided.

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