EMC Posts Record 2012 Thanks To Midmarket, Channel Strength


Tucci said EMC's channel success came in part because of its breakup with its former primary channel partner, Dell.

"Having Dell as a key partner made it very difficult to attract a variety and the kind of channel partners we needed to grow," Tucci said. "So what we really focused on is saying (to solution providers), OK, the Dell divorce is finalized, so to speak, and we need you, we want you, and we've done all the things that you would think we've done."

That included ensuring that both EMC's and its partners' margin needs were met, that sales compensation plans incented EMC's direct sales teams to work with partners, and that new product offerings including the VNX and VNXe midrange storage products were channel-ready from day one, Tucci said.

"Are we done? Never," he said. "There's a lot of things we could do better. And we're dedicated on this path. I love the fact that we have a big and very successful and somewhat revered direct sales force. And getting that direct sales force and channel, not or, and sales channel to work together is a powerful, powerful go-to-market message. And that's what we're going to do."

Looking forward, Tucci gave a peek at several product introductions EMC plans to unveil in 2012, including the introduction of Project Lightning, its first Flash memory-based device for bringing storage performance into the server. EMC will also increase the capabilities of its VNX midrange and VMAX enterprise storage lines; refresh its Data Domain, Avamar, and Isilon lines; and add new capabilities to its RSA security products and VMware virtualization technology, he said.

On the financial side, EMC in 2012 expects revenue to hit the $22.0 billion mark, up about 10 percent from 2011. The company also expects operating income to be 17 percent of revenue, or about $3.7 billion, with earnings per share reaching $1.24.