EMC Reconfigures Affiliate Program


5 Aug 2011
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EMC India has reconfigured its Affiliate partner program under its Velocity channel partner program to promote select models of its newly announced VNXe range of unified storage products. The program will not be directly managed by EMC India, but by its distributors Ingram Micro and Redington.

“We have just announced the VNXe series of products which combines the best features of our award-winning Clarion range of SAN storage products and the Celerra range of NAS products to form best-of-breed unified storage offerings,” said Manoj Chugh, President, EMC India & Saarc.

According to Chugh, the changing dynamics of the storage market have made it tougher for smaller partners to qualify and invest in the existing Velocity partner program options. He explained: “The Affiliate partner program has been introduced looking at the smaller channel partner who would like to make an entry into the world of enterprise storage selling but is not yet willing to make the commitments. All you need to do is take up a 5-hour online training session which will help you sell a couple of faster-moving models under VNXe—and then you are on. This is a no-entry-level-barrier program. We are not asking partners for any commitments; they just need to enroll for the basic online training.”

Chugh said that EMC has no specific target in mind in terms of the number of partners who would be enrolled in the program. “We have left the numbers to our distributors to chase.”

The Affiliate program would allow a partner to sell only two of the VNXe models; to qualify to sell any of the other products, including entry-level Celerra or Clarion boxes, partners need to opt for any of the other Velocity Channel programs such as Signature, Premium or Affiliate Elite, and then pass through the certifications. “The VNXe product line starts at `5,60,000. These are storage arrays built specifically for the SMB segment which does not have the luxury of in-house storage experts,” Chugh said.

While IBM and HP have introduced the Minimum Order Quantity-based run-rate business for their fast-moving products, EMC has not yet planned such a program. “We don’t have pressure either from our customers or partners; both are comfortable with our lead times. However, if there’s such a demand then we will take a call.”

Chugh informed that with SMBs accepting the Iomega range of entry-level NAS products, EMC has started to get a stronger footing in the segment. “As the storage needs of SMBs become critical, we see many Iomega customers migrating their critical storage environment to VNXe.”

EMC India recently announced the availability of nearly 40 new products. Apart from the VNXe series, the vendor also announced new models under the Data Domain range of backup and archival solutions.

source : crn
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