Page 8 of 25
For Mitch Breen, the task has not been to change his company's channel program, or come up with some new, improved version.
No, his task has been to convince solution providers that EMC really is serious about the channel.
While Breen has been working on that, there are still solution providers who trust EMC as far as they trust Dell in terms of being a channel-friendly partner.
This is despite Breen's best efforts to make Hopkinton, Mass.-based EMC a channel-friendly vendor. This includes the annual tweaking of the company's Velocity channel program, as well as recent moves to work with Intel to bring EMC software together with Intel hardware for custom-system builders.
In a way, his job could possibly be getting a bit easier thanks to the decision by Dell to acquire EqualLogic in a huge $1.4 billion deal. Dell has traditionally been EMC's biggest sales partner, accounting for about 15 percent of EMC's revenue last year, mainly by way of its sales of EMC's Clariion small and midrange arrays.
How the Dell acquisition helps or hinders EMC may become evident in January, when the company tweaks its Velocity program. And, if history is a guide, the tweaks will be small because that's all Breen really needs to do.
<< Previous | 1 | 2 | 3 | 4 | 5 | 6 | 7 | 8 | 9 | 10 | 11 | 12 | 13 | 14 | 15 | 16 | 17 | 18 | 19 | 20 | 21 | 22 | 23 | 24 | 25 | Next >>