EMC's New Partner Program Motto: 'More Simple, Predictable, Profitable'

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Rich Young, marketing and corporate communications manager at eGroup, a Mt. Pleasant, S.C.-based solution provider and EMC partner, said he has seen EMC make significant moves over the past six months to simplify its channel partner program.

"EMC is constantly putting together plans for customers that can be cumbersome," Young said. "But it has recently done a really good job of focusing on what we can sell more of, and less on the processing side."

For instance, Young said, the planning document solution providers had to provide EMC on a quarterly basis is now just two pages long, not the 12 pages that EMC required in the past.

"EMC understands we need to move quickly," he said.

Bill Scannell, president of global sales and customer operations at EMC, told partners that, with 60 percent of EMC's revenue now coming from indirect sales channels, the company knows it needs treat its partners well.

Scannell said he had been calling 2013 the "Year of the Channel" until a partner in a recent breakout session asked him what happens on Dec. 31. "We'll call this the 'Decade of the Channel,'" he said.


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