Pete Koliopoulos, vice president of global channel marketing at EMC, said his company's channel partners are ready to start working with cloud computing.
The vast majority of EMC's solution providers also work with VMware, 80 percent of its VARs are Cisco partners, and the vast majority also work with RSA Security technology, Koliopoulos said.
Those partnerships mean that solution providers already have the foundation on which to build a cloud computing practice, he said.
"We'll be adjusting our channel program to align with the cloud more, and are already doing the blueprint for solutions such as Exchange and disaster recovery," he said. "The last six to nine months we've been seeing deals getting started. Fewer big deals, more smaller deals. When you look at what it takes to get to the cloud, partners are doing it today."