EMC Creates New Authorized Reseller Category

With the unveiling of the EMC VNXe series unified storage systems, EMC Corporation is enabling partners to address the demand for Storage Area Networks (SAN) and Network Attached Storage (NAS) solutions in the SMB market with one easy solution (see separate release).

To make the new VNXe series accessible, EMC has created the new Authorized Reseller category to enable partners of any size to easily add the VNXe series into their product portfolio. For partners aspiring to join the EMC Velocity Solution Provider Program, the VNXe series makes it easier to attain the minimum training and revenue requirements of the Affiliate tier to enjoy the benefits and resources the program offers.

All partners can get up to speed in under three hours through free training and enjoy the associated benefits of offering storage technology from EMC. By completing the time-efficient QuickStart training that combines self-paced eLearning and short videos, partners are authorized to deliver basic implementation and support services to enhance margins. Additionally, the Velocity partner program provides tools to help partners identify new business opportunities, increase profitability, differentiate their offerings across market segments and provide extensive partner service enablement.

Key features of the Authorized Reseller category and Velocity partner program combined with the simplicity and affordability of VNXe include:

• Simplified process managed by distributors for resellers to sell the VNXe with the introduction of the Authorized Reseller category of partners that provides a path to joining the Velocity Solutions Provider Program.
• Entry-level Velocity Affiliate tier makes it easier to join the Velocity partner program and enjoy the associated benefits and rewards to drive profitability.
• Free training to be authorized to sell the VNXe systems in under three hours to take advantage of significant sales opportunities and free QuickStart online training that combines self-paced eLearning and short videos to capture profitable implementation and support services opportunities with the VNXe systems, including providing customers with hardware and software upgrades.
• Dedicated demand generation, marketing support and advertising to drive awareness of the VNXe series and help partners capture the unified storage demand in the SMB market.
• Online ordering process enabling partners to custom-configure a system to meet their customer’s requirements.

The new channel-optimized VNXe systems are the result of a multi-year development effort and were designed to meet the needs of SMB customers including their preferences for purchasing and deploying new storage technology. With the VNXe series entry price of under $10,000, EMC enables a  range of new and existing partners to address the SMB unified storage demand with technology from EMC. Now EMC partners can  bundle advanced storage technology into differentiated solutions and services they offer to SMB customers.

“EMC has done an excellent job making it easy for volume resellers to deliver implementation and support services without having to invest in deep specialization to join the Velocity Solution Provider Partner Program through the entry-level Affiliate tier. The relatively low barrier to entry for the Velocity Program, the new simple and affordable VNXe, and the market credibility of EMC makes it very attractive to be part of Velocity. It is a great strategy to empower a new set of partners to reach the vast SMB market, particularly the lower end of that segment,” said Virginia Agee, IDC Research Director for Infrastructure Channels.

“EMC has strengthened its channel focus to capture more SMB business, support distribution, and grow its partner base with the new authorization process and Affiliate tier. When you combine EMC’s new channel-optimized VNXe that is priced to deliver attractive margins with the simple processes for partners to be quickly authorized to sell and service the VNXe, our partners are going to be well rewarded,” said Gregg Ambulos, Vice President, Global Channel Operations and Americas Channel Sales.