EMC Extends Velocity2 Channel Partner Incentives For 2010

Storage vendor announces program renewal at top partner meeting in Vancouver, B.C.

February 24, 2010

D.H. Kass

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EMC Corp. said it will renew for 2010 its Velocity2 channel partner incentive program, which allows partners to “stack,” or accumulate, awards from selling selected products and solutions.

The storage vendor announced the program extension at a business meeting held in Vancouver, B.C. for its top global channel partners.

Specifically, the Velocity2 program enables channel partners to stack rewards for selling EMC’s networked storage products, information management software, SourceOne, RSA enVision, and RSA Data Loss Prevention security solutions.

EMC officials said that the goal of the program is to move channel partners into markets uncharted by the vendor and to help resellers to grow their business.

“The worldwide Velocity2 partner community plays an important role in our go-to-market strategy and we will continue to make the appropriate investments in programs that support and reward its commitment to EMC,” said Kristian Thyregod, EMC vice president, global channel marketing.

Thyregod said that EMC believes its product portfolio has never been stronger, enabling partners to win more incremental deals than ever before.

“We have never had a stronger portfolio of products to solve critical IT pain points which enables our partners to win more incremental deals,” Thyregod said. “The combination of EMC’s industry-leading technology and solutions and our partners’ value-added services has proven to be a compelling offering in the market.”

Channel partners laud program

Global channel partners patted EMC on the back for extending the program, mainly citing its boost to profits.

Alan King, managing director at Infront Systems, based in Canberra, Australia, said that the Velocity2 program has increased company profits.

“The VIP program has really helped Infront Systems increase our profitability through the alignment of the rewards to EMC’s latest technology that solve critical IT problems,” King said.

Proact Finland Oy, based in Espoo, Finland, said that the Velocity2 program extension showed EMC’s commitment to channel profitability.

“EMC continues to show its deep commitment to the channel with its decision to extend the Velocity² Incentive Program that helped us improve our bottom line for the second half of 2009,” said Mika Nyholm, Proact sales director.

Bob Murphy, president of Green Belt, MD-based Presidio Networked Solutions’ North East Division, said that the company is “excited that EMC has decided to extend the Velocity² Incentive Program because it helped Presidio expand our EMC business by rallying our sales teams to focus on market opportunities that are underpenetrated and really hot right now.”

EMC’s Velocity partner program is based on four tiers with a graduated schedule of benefits and rewards that map to revenue levels, training and accreditation achievements. Tier assignments are reviewed bi-annually against factors such as revenue attained, trained sales people and system engineers per region.

The program offers value-based pricing, rebates, co-op funds, deal registration and Velocity2 stackable rewards.

EMC launched the program last summer, replacing its earlier Journey-to-the-Top offering with expanded deal registration, stronger sales incentives, and rewards for resellers that sell its solution portfolio and invest in its training and certification.

At the time, company officials characterized the program upgrades as consistent with the vendor’s strategy to make it easier for partners to conduct business with EMC and add to their bottom lines.

The program upgrades included a sales contest for top partners in North America, Europe, Latin America and Australia.

The winner won a trip to the Winter Olympic Games in Vancouver, B.C., where the vendor announced the Velocity2 program extension.

TAGS: EMC,channel partners,Velocity,Storage

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