EMC intends to change its channel program for solution providers.  It will soon create a new program to pay sales people, increase the number of sales and services through solution providers and improve profits.

EMC is a Hopkinton, Massachusetts-based storage company that has recently shown great growth in its channel program for solution providers.  Company spokesperson Mitch Breen, EMC’s senior vice president of global channel sales announced Thursday it planned to help partners with more revenue opportunities and an easier way of working with vendors.

This enhancement of the program for solution providers will help bring new focus to EMC within the channel.  Solution providers that have worked with EMC in the past have often complained of challenges they have faced as part of the relationship.  This program change is seen by these solution providers as one of the most significant since EMC created its Velocity Partner Program four years ago.  

The partner program is being announced during a time of rapid revenue growth through the solution provider channel.  Revenue attached to registered deals gives solution providers an additional five percent off list price and has been up 30 percent in the third quarter compared to in 2005.  Solution providers taking part in EMC’s Journey to the Top program saw a 30 percent sales increase in the second half of 2006.  This program provides the initiative to sell combined hardware and software solutions as part of data protection and archiving.

Some of the changes for solution providers as part of this partner program include a different internal sales compensation plan to provoke channel partner sales,  more web-based training to incite solution providers to become Authorized Services Network (ASN) certified, a reduction of overall cost and time for training and better communication with end-user organizations through advertising and other vehicles.

EMC will also bring more technical and marketing staff to help solution providers directly.  For more information on changes in this program for solution providers, see the attached link.

Created By:  Joshua Feinberg