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Kiwi twist for EMC tier-two programme

Kiwi twist for EMC tier-two programme

EMC is introducing a locally-customised Velocity Advantage programme for tier-two partners, along with rewards for VMware and AX4 storage bundle sales. The move aims to build on last year’s achievements with the Velocity partner programme.

EMC added 44 new partners across Australia and New Zealand in 2007, with country channels manager Vivienne Larsen saying it is looking to recruit more locally, particularly those already looking at virtualisation.

“Last year we introduced the Velocity programme and enjoyed great success. This year we’re looking to build on that momentum.”

Velocity Advantage commits second tier partners to revenue targets, certification requirements, along with rebates for Clariion CX3, AX4 and NS20 storage products and seven EMC software products.

It was released at two launch events in Auckland in late March. One was for existing EMC partners who might want to extend their business with the vendor, with the other for distributor Datastor’s partners interested in joining the programme. It is being introduced across Asia Pacific.

Australia and New Zealand EMC president David Webster says it was customised for the local market after partner consultation by Datastor.

Datastor sales and marketing manager Dave Rosenberg says his company did much of the customisation for the programme, within EMC’s framework.

“It was around giving a bit of relevance to the New Zealand market. Part of the problem with partner programmes is they can be complex, so one of the major things was making sure it was simple and achievable.”

Webster says EMC provides partners with a unique offering, adding it is the only vendor entirely focused on the full range of information infrastructure technologies.

The two incentive programmes, VMware Bounty and AX4 Incentive, run until the end of June.

The first gives partners an additional five percent rebate on qualifying EMC hardware revenue (from Clariion AX, CX, NS or CDL frames) with a VMware solution.

“The incentives and rebates encourage [partners] to take advantage of virtualisation. VMware is the world leader and EMC has a long and close relationship. We believe the combination of VMware and a second tier partner is pretty powerful,” says Webster.

The second incentive scheme nets partner salespeople either $300 or $500 on a debit card for sales of four, entry-level AX4 bundles. Three hundred dollars is given for the two single-controller bundles, with $500 for dual-controller bundles.


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