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At the premier tier, EMC solution providers will need a minimum of one specialty, and are required to have Velocity Services capabilities and at least four accredited sales reps and two system engineers, Ambulos said.
At the highest level, the signature tier, partners will need three specialties and double the number of accredited sales reps, he said.
While EMC is downplaying the significance of revenue goals to its new Velocity channel program, Ambulos did say that each specialty carries its own specific minimum revenue goal. However, he said, the revenue requirements are much lower than in the older Velocity program which required, for instance, a $10 million commitment at the signature tier.
Also, Ambulos said, getting a particular specialty requires that the solution provider test out of all the different parts of the specialty, and not just the parts they may currently be selling. For instance, he said, a solution provider with experience in Data Domain deduplication appliances will need to test out of the modules related to Avamar, Networker, and Disk Library in order to get the backup and recovery specialty.
"A specialty is a deeper dive into the technology than before," he said. "If a partner wants to build its skill sets, it needs to look at the other related products and modules."
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