CRN Exclusive: EMC Passes Enterprise Services Baton To Partners

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Also new from EMC is the Velocity Cloud Practice, a group of capabilities tied to its Velocity channel program aimed at helping solution providers build private or public clouds.

The first of these, Cloud Builder, gives solution providers that invest in cloud-related services the skills needed to build private clouds, said Dan Burton, EMC's head of global channel marketing.

The other is Cloud Provider, which is focused on helping partners that are service providers and are looking to provide public clouds to customers, Burton said.

Cloud Builder requires solution providers to invest heavily in cloud capabilities, EMC's Mundy said. "You have to teach them the end-to-end opportunity in the cloud, how to find the business justification, how to build the business case, how to design or architect for the cloud," he said.

Solution providers entering the Cloud Builder program must invest in a number of required training programs including an EMC storage specialty, EMC backup and recovery specialty, third-party certifications in servers and networking, and EMC cloud infrastructure and services, data center virtualization, and IT-as-a-Service training. However, the training is different from most EMC training in that it is not focused exclusively on EMC technology, Mundy said.

"We built it keeping in mind all the heterogeneous technologies that can go into a data center," he said. "This is very significant training we will ask our partners to take."

Cloud Builder is not focused on partners building VSPEX reference architectures, as those architectures already include a cloud component, Mundy said. Instead, it targets solution providers looking to build private clouds on existing or new IT infrastructures for which there is no standard cloud architecture, he said.

The Cloud Builder program is available now, while details about EMC's Cloud Provider public cloud program are expected to be released later this year.

Cloud Builder will be successful if EMC does some heavy marketing around the program, World Wide Technology's Olwig said.

"We have been educating our own sales team on the importance and the differentiation of bringing in EMC and Cloud Builder," he said. "“Now EMC needs to help customers understand the importance."

FusionStorm's Serpico said that his company is already partnering with EMC on the storage side of its own hosted cloud services and is engaged with the vendor with customers looking for on-premise and hosted cloud solutions.

"It's a nice start," he said. "But we want to do more with EMC and the cloud."

NEXT: EMC Taking Aim At NetApp, NetApp's Response

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