EMC has used its latest Velocity update to urge partners to develop a managed services strategy, warning their business will otherwise be at risk.
The vendor’s ANZ general manager of partners and alliances, David Henderson, says his company is optimistic about the opportunities for partners to advise customers who are confused by cloud offerings.
“We see upsides in consultancy opportunities and being the trusted advisor,” he says. “We are more optimistic than I think the channel is. It shouldn’t be a fear driven conversation, it should be a chance to really reposition your business.”
However, Henderson argues resellers who ignore the move toward adoption of managed services could be left behind.
“The [shift to managed services] isn’t academic and it isn’t FUD. It is a fundamental shift.
“If a partner is not moving to some sort of managed services model, then in 36 months I would be worried about their viability. We are advising taking time to talk to vendors. Don’t assume your [vendor] relationship you have is the right one.”
EMC’s Velocity partner updates take place every six months. Henderson says there was a higher level of interest than usual for the New Zealand session in mid-October, which focused on managed services. More than 50 partners registered, he says.
The update also provided a roadmap resulting from EMC’s acquisitions of Data Domain, along with opportunities in backup and recovery.
It also detailed the competitive play provided by the Cisco/EMC/VMware alliance against other technologies.