| U.S. HQ Address | 176 South Street, Hopkinton, Ma 01748 |
| Worldwide HQ Address | 176 South Street, Hopkinton, Ma 01748 |
| URL | www.emc.com |
| CEO | Joe Tucci |
| Worldwide Government Channel Chief | Mitch Breen, SVP, Global Channel Sales |
| Years in position | 2 |
| North America Government Channel Chief | Gregg Ambulos, VP, Americas Channel Sales |
| Years in position | 6 |
| Market segments served | Business & Productivity Software, Services, Software Infrastructure, Storage |
| Market segments served (Other) | Virtualization and Consolidation |
| Do you partner with VARs or solution providers | Yes |
| Do you offer a separate Government channel partner program | Yes |
| Name of Government Channel Program | EMC Velocity Federal |
| Briefly describe Government Channel Program | EMC has several partner programs which address a specific partners go-to-market models within the Federal space. These programs are tailored for either Government resellers, Small Business, Federal System Integrators (FSI's), and Federal outsource. |
| Number of Tiers in Program | 4 |
| Name of Government Channel Program manager | Tom Ruff |
| Channel manager Title | Director, Business Development and Partner Management - Federal |
| Total corporate revenue in $Millions | $11,155 |
| Total indirect revenue percent | n/a |
| Total number of government solution provider partners | n/a |
| Total number of education VAR partners | n/a |
| Total number of channel companies selling your government products and services | n/a |
| Total number of registered Government partners (North America) | n/a |
| Total number of registered Government partners (Worldwide) | |
| Do you offer more than one government channel program | Federal-specific channel program, |
| Do you offer more than one government channel program (Other) | EMC offers serveral programs (resller and FSI) |
| Program Requirements | No fee, Annual revenue commitment, Technical certification requirements, Industry/Market (vertical) expertise |
| Program Requirements (Other) | |
| How does your company support its Government channel partners with leads | Generates leads which are turned over to partners, Generates leads and initiates sales, which are turned over to partners, Works cooperatively with partners in identifying and targeting prospects, Leaves demand generation to channel partners, |
| How does your company support its Government channel partners with leads (Other) | Online, self-service deman generation tool |
| Program features | Low-interest financing, SPIFS, Rebates, Deal registration, Loaner/Demo units, Price protection plans, Discount promotions, Tiered discounts, Qualified leads, MDF |
| Program features (Other) | |
| Does your company offer any of the following | You hold/ handle GSA Schedule directly, Special pricing program for Government or education sector (end users), Offer Special programs for small disadvantaged Businesses (8a, minority, women-owned), Have a dedicated government web portal different from your standard web portal |
| Does your Government channel program offer | Pre-sales support, Post-sales support, Technical support, Local account/field reps, MDF/Coop Marketing, Rules of engagement for managing direct/indirect channel conflict, Dedicated (government) account team, Clearly defined division between accounts for direct and indirect sales, |
| Does your Government channel program offer (Other) | Partner Support Center for tech/sales questions |
| Does your Government partner program portal provide | Searchable product/pricing database, Downloadable marketing materials, Online training resources, Automated rebate processing , Account management, Portal with customizable views based on profiles, Restricted access to partner information |
| Does your Government partner program portal provide (Other) | |
| To support inform and educate parnters, do you offer | Hosts a conference specifically for partners, Hosts a sales conference for direct sales and partners together, Conducts online seminars and conferences, Publishes regular newsletters, Conducts regular meetings with individual partners, |
| To support inform and educate (Other) | Partner Town Halls w/Channel Exec, biz planning |
| How does your Government channel program support small solution providers | Have a tier that supports their needs, Supported through distribution |
| How does your Government channel program support small solution providers (Other) | |
| How do you measure the success of your Government solution provider partners | Gross revenue, Services engagements/protracted contracts |
| How do you measure the success of your Government solution provider partners (Other) | Technical accredidation & certifications |
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