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CRN: On the call, you were talking about 2,000 new channel partners in the midtier. Are those the right channel partners you're looking for? Is that the right number you're looking for in terms of active channel partners?
Tucci: I hate the numbers game, because I don’t think the company with the most partners wins. You can get overdistributed. I don’t know what the right number is. But more is not better. It’s how do I get the right partnerships that are deep and mutually beneficial. Because if they, our partners, don’t care about our success, and if we don’t care about their success, then we don’t have a partnership. The only way you can possibly use the term “alliance” or “partners” is if we at EMC deeply and viscerally care about a partner’s success, and they care about our success. They want us to have the best products. They want us to get breadth and depth with the products. They want us to be able to beat the competition. They want us to post good numbers. And then they want to post good numbers. And we care about their numbers. And that’s a win-win. If you don’t get it there, it’s not a win-win.
So it’s not a numbers game. To me, that’s the least impressive part.
CRN: EMC World. What’s the message this year? What’s different? What’s making your heart beat faster? What’s going to be your message during your keynote address?
Tucci: Our theme is going to be, “transform.” ...I think you can make a really good case that the global economy and world is different, and is transforming. For sure, within that world, business and governments, etc., they have to transform. IT is definitely transforming. This industry has been built, as you’ve heard me speak, in these waves [including] IT-as-a-Service, cloud computing, big data, which is a massive wave, scale-out. So IT is transforming.
And then the individuals that come to this conference, we’re gonna challenge them to transform themselves. If one thinks as an individual or as a company that what I did yesterday and last year and two years ago is gonna be sufficient for the future, sell that company short. You have to transform, and individuals within those companies have to transform. That’s the high-level theme we’ll be using.
If you bring that down to the partner community, which will be there in big, big numbers that week, we’ll be challenging them, and have suggestions, and listening. Good conferences work two ways. Obviously we’ll go there and impart some beliefs and knowledge. But the great thing that happens at these conferences is you listen. I always try to listen a lot more than I speak. And I hear a lot coming back. And together, how are we going to decide how to transform our companies, our relationships, ourselves, to meet the demands of this vast global economy and the promise of what IT can do in this latest wave.
NEXT: VSPEX, VCE And The Importance Of Choice
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