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EMC launches new global partner program
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EMC launches new global partner program 

“EMC wants to head in the direction of handling the business models that work for the partners, instead of keeping them penned into a single program,” said Michelle de Hertogh, senior director, Strategic Partner Marketing, EMC. “Partners can now belong to several different tracks, so we can support all their business models instead of just their primary business model.”

The announcement marks the first time in more than a decade that EMC has re-architected its partner program – a move that EMC sorely needed, according to Fred Kohout, VP, Global Partner Marketing, EMC.

“We’ve architected this to have a common framework,” said Kohout. “We used to have six different partner programs, each with its own framework and requirements. They weren’t working together cohesively, so we’ve built a common framework for all those tracks.”

The different tracks include resell, distribution, cloud service provider, system integrator and outsourcer, and partners can select the ones that will best help them meet their strategic objectives.

Partners that are qualified in programs belonging to Federation members – VMware, Pivotal, RSA and VCE – will have the option of obtaining cross-program training credits to reduce investments in sale and technical certifications.

Additionally, EMC will offer incentives to partners for reselling solutions built using a combination of Federation members’ technology.

The company will be making five purpose-built solutions available to its partners for resell, including the VNXe 3200 array and the Data Domain DD2200 storage system, as well as consulting services and rebates for selling EMC products and services. The rebates begin at the first dollar of sale and increase when partners meet specific revenue thresholds.

“We structured this so providers can move from technologies to solutions,” said David Abelow, senior director, Business Partner Program, EMC. “It enables them to be experts up at the highest level. For those not already working at the third platform, we want to make sure they have the skills and support to get there as they make that transition.”

The program will officially launch on Jan. 1, 2015.

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