EMC Channel Chief Ambulos: Merger Turmoil Not Impacting Partners' Ability To Close Deals
The turmoil around Dell's proposed merger with EMC is not making it more difficult for EMC partners to close deals, said the company's channel chief, Gregg Ambulos.
"In dealing with the partners, they're all extremely excited about the complementary offerings, the tight alignments" that will result from the combined Dell-EMC, Ambulos said. "It's a complete stack with what Dell's providing and what EMC's providing, and we're very excited about the two companies' coming together."
Michael Thomaschewski, director of infrastructure at Calgary, Alberta-based EMC partner Long View Systems, said the merger hasn't yet made it more difficult for partners to close deals, although "some Dell customers have voiced a concern that they have not been given a clear answer on their investment in Dell storage."
[Related: Michael Dell And Joe Tucci's Call To Arms For EMC Sales Force: 'The Opportunities Are Massive']
Ambulos' shot of channel courage came a day after EMC Chairman and CEO Joe Tucci acknowledged in a virtual sales kickoff meeting that the run-up to the proposed $67 billion merger is causing "turmoil" for EMC salespeople. Tucci argued that the payoff for the turmoil would be massive opportunity once the merger is complete.
Dell execs have said they expect the Round Rock, Texas-based company and Hopkinton, Mass.-based EMC to operate under a single channel program after the merger, but EMC is still busily making changes to its business partner program.
EMC rejiggered the business partner program last year for the first time in nearly a decade. Since then, Ambulos has been fielding feedback about how the program could be improved. Last week, he rolled out a number of revisions to the program. They include:
• Increased payout percentages from the first dollar
• Increased rebates for Silver partners
• Alignment of goal acknowledgement form (GAF) to rebate-eligible products
• Additional EMC True rebates from the first dollar
The company is also making efforts to simplify the partner program with several changes, including:
• Integration of the VCE partner program
• Adjusted revenue tier thresholds in certain markets
• Midyear, rather than annual, compliance for authorized partners
• Optimized training and enablement
Other changes being made to the program are aimed at making it easier for partners to do business with EMC. These changes include:
• Simplified deal registration
• Industry-standard earned market development funds (MDF)
• Fewer spend policies
• Easier submission and MDF claim processes
• The launch of the My Quotes system
That last point represents a major overhaul, and it puts partners and in-house EMC salespeople on the same quoting tool, Ambulos said.
"This is a significant investment from EMC in a smoother, collaborative, more timely experience for our sales organization and the partner community," Ambulos said.
PUBLISHED JAN. 25, 2016