EMC Ushers In Broadline Distribution Via Tech Data

The Hopkinton, Mass.-based storage vendor has signed a deal to distribute its Clariion CX300 and NetWin 200 systems and its Navisphere and SnapView storage management software through Tech Data in an open distribution model.

Solution providers at Tech Data's TechSelect event in San Diego last week applauded the deal.

"EMC is a tremendous addition to Tech Data. We are looking forward to engaging with them," said Sam Ruggeri, president of Advanced Vision Technology Group, a solution provider in Hauppauge, N.Y. "We have existing clients that have EMC. Now it's something we can do for them, instead of them having to go elsewhere. It will really expand our product pool."

Joe Ambrosole, president of NetConnect, said the Staten Island, N.Y.-based solution provider needed a vendor like EMC in broadline distribution to round out its storage solutions.

"I got around [not having EMC] by selling Hewlett-Packard and its storage products. But EMC is a major player, so it will be nice to introduce EMC as well as HP," he said.

As part of a relationship established before EMC acquired Legato last July, Clearwater, Fla.-based Tech Data also carries EMC's Legato software.

EMC wants to reach more small and midsize businesses via Tech Data solution providers, said John Koury, vice president of channels marketing at EMC.

"We will always have our Symmetrix product line in the high-end enterprise, but at the other end, we have a $2,000 software product. Our enterprise guys are not going to take that to the SMB market. We had to find new ways to go to market," he said.

EMC co-brands some products with Dell, and some TechSelect members asked Koury how they can compete against Dell.

"If your business is constantly bumping up against [Dell], your margins will be slimmer. But if you're a services-led business that is truly providing a value-add, you can more than hold your own," Koury told solution providers.

Tech Data plans to provide dedicated field-based engineers, systems engineers, technical support and customer education for EMC through its Enterprise Specialized Business Unit, and partners can design and test EMC-focused solutions in Tech Data's Enterprise Solution Center in Clearwater, said Joe Serra, vice president of networking and high-end storage product marketing at Tech Data.

"EMC is sending the message that it's not about hardware; it's about a full storage solution. And they're looking for our solution providers to embrace that type of solution," Serra said.