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EMC's Channel Journey: A 14-Year Odyssey

EMC took its time to evolve from an aggressive, no-holds-barred direct sales storage vendor into one which learned to embrace the channel. CRN traces the company's twists and turns toward becoming the channel-friendly company it is today.

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CRN Looks Back At EMC's Channel Evolution



EMC until recently was so aggressive a direct sales organization that its reps were up and ready before dawn to report on their daily sales plans, which often included stealing a deal from a channel partner.

Those days are long gone. EMC has evolved into a channel-friendly vendor, as evidenced by the introduction earlier this month of its new VAR-only VNX/VNXe lines of SMB and entry-level storage appliances and an aggressive push to recruit thousands of new EMC solution providers.

That evolution has been documented over the years by CRN, which reported the vendor's steps forward and backward in its dealings with the channel.

 
 
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