EMC Upgrades Channel Partner Program

EMC Corp. recently tweaked its Velocity Solution Provider Partner program to add larger upfront discounts for certain products, incentives for its unified storage line, demand generation campaigns and a revamped deal registration program.

The company said that the upgrades to its channel program reflect its strategy to boost partner profitability through a combination of top products, competitive pricing, effective marketing and training resources.

"To help our partners take market share and grow their business with EMC, we are taking aggressive actions to provide more opportunities for them to increase profitability," said Gregg Ambulos, EMC senior vice president, Global Channel Operations and Americas Channel Sales.

EMC said that it has extended its discount structure to include its backup and recovery and unified storage lines. Partners will be allowed to include stackable discounts from deal registration, incremental and new accounts to realize more profit sooner, the vendor said.

Partners also will be able to access demand generation campaigns, including a new offering for EMC's backup and unified storage suitable for small- and medium-sized businesses, midmarket and large enterprises. The campaigns are offered through EMC's Velocity Partner Marketing Guide, an online portal for partners to customize marketing programs.

EMC said that it has replaced its Prime deal registration program with its new Base offering that allows for more upfront, stackable discounts with flexibility for incremental and non-incremental opportunities.

In addition, the vendor said that it will allow Velocity partners worldwide to source its unified storage VNXe series from any distributor in their geographic region with associated program benefits.

A new partner relationship management tool, called Partner Central, is designed to help partners more efficiently track their business transactions with EMC, including managing their profile, reviewing channel plans and monitoring program compliance and eligibility for benefits.

EMC also has expanded its Velocity Incentive Program (VIP) to include its VNX and VNXe unified storage line, official said. 

"Not only does EMC offer the industry-leading products, solution and competitive pricing, we're also committed to providing our Velocity partners with the right tools and resources to allow them to focus on delivering the best possible service to their customers," Ambulos said.

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