Mitch Breen, EMC

Channel Chief Name	Mitch Breen
Channel Chief Title	Senior VP, Global Channel Strategy and Sales
Company and Division	EMC
Markets Served:	Storage
Company's overall 2007 revenue:	$13.23 billion
Percentage of revenue from solution providers:	> 50%
Number of years with the company:	21
Number of years involved with indirect sales:	3
Number of employees in channel organization:	n/a
To whom do you report in your organization?	Bill Scannell, EVP, Americas and Global Sales Programs
Does that individual report to your CEO/president?	No, 1 level removed
Describe your channel organization's major accomplishments over the past year:	EMC's focus in 2007 was to develop a balanced portfolio of motivated, loyal, and self-sufficient partners. This required a robust program with rich financial rewards to support partner enablement and provide partners the opportunity to accelerate their profitability with EMC. A significant element to drive partner profitability was changes to Velocity2 Authorized Services Network (ASN) Program to deliver more service opportunities to partners. By making ASN more relevant and accessible, more partners gained the unique ability to distinguish themselves in the market, offer maximum customer value, and increase their profitability.
List up to 10 of your top products sold through the channel:	EMC CLARiiON, EMC Centera, EMC Celerra, EMC Networker, EMC EmailXtender, EMC DiskXtender, EMC SnapView, EMC MirrorView, EMC Replication Manager
Describe how your partner community has grown over the past year:	With a targeted focus on select partnerships worldwide, channel revenue Q1 '07 -- Q3 '07 continued to grow at a faster rate than EMC's and total ASN certifications increased nearly 100%, enabling more partners to efficiently deliver an expanded set of services and solutions to their customers.
Name the one individual who has had the most profound impact on your life:	My wife Caroline has always been my career sounding board. She helps me to rationalize my personal strengths and weakness so I can build a strong team to deliver the best results for the company I work for and the organizations both internally and externally that my job impacts. Finally, she helps me to keep my life priorities in constant balance and harmony.
Please name the single most innovative initiative for which you were responsible for the past year?	opportunities to our partners. 2. Enhanced Partner Support Center (PSC) to provide the highest levels of support required for the many aspects of Partnering (ie. Registrations, pricing etc.) 3. Funded local Partner Technical Consultants, Partner Marketing & Market Development Funds to drive partner expertise and joint demand generation.
What were the key channel partner investments you made in the past year?	• Enabled ASN partners to take 100% Professional services revenue • Dedicated Technical Consultants assigned to Partners were added in key markets. • Field Partner Marketing Managers were added to each Commercial Sales Area/District across North America. • Event leads from MDF funds specifically dedicated to the partner community • Development and build-out of Partner Premier Solution Centers in Europe
How are you attracting the next generation of solution providers?	EMC will attract new partners to join the Velocity Partner Program by continuing to offer the richest financial rewards that provide partner enablement, and opportunities to accelerate profitability with EMC's expanding industry leading storage solutions portfolio.
What is the greatest challenge you overcame in the past year?	Our greatest challenge was finding a large scale communication vehicle to let the industry's partner community know why they would want to be a part of the EMC Velocity Partner Program. EMC's two first place VARBusiness ARC leadership awards in 2007 was an endorsement of huge proportions and truly highlighted the value we bring to our partners. There is no better way to promote your Partner Program than through the voice of partners themselves.

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