Moves may be good for the channel
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The ongoing reduction in head count at EMC appears to be having a flattening affect on the company's direct-sales team, and that could be good news for the channel, said one of the vendor's solution providers.
The solution provider, who requested anonymity but is based in the Southeast, said EMC recently laid off the local district sales manager and a couple of sales reps and has redeployed some of its regional sales managers. "It looks like they're flattening out their sales organization," the solution provider said.
The solution provider heard about the changes from a client who called to complain about the revolving door at EMC after having to deal with the fifth EMC sales rep in the past year. "So now we have someone new playing in our accounts," he said. "That could be good, or it could be bad."
Despite EMC's promises to be a better channel partner, the solution provider said the company still has to prove its commitment. Cuts in EMC's sales staff could be one way for the company to further engage the channel, he said. "My philosophy is, the fewer EMC reps on the street, the better," he said.
An EMC spokesperson confirmed that the company is continuing to reduce its head count to its previously announced goal of 19,000 employees, and is close to reaching that goal.
However, EMC's channels organization hasn't been impacted by the cuts, as the channel is one of the company's growth drivers, the spokesperson said.