EMC wants to give the trans-Tasman storage software market a shake up with a new incentive programme designed to attract resellers and integrators to its products.
General manager of channels for Australia and New Zealand, David Henderson, says anyone who registers an EMC software sale opportunity with a vendor gets a five percent rebate, and resellers can get another 15 percent if a transaction is completed for the Networker, Replistor, Email Extender or Disk Extender suites.
“From our understanding, that’s double, if not treble what most of our competitors offer,” Henderson says.
“This is trying to be disruptive in the market. It isn’t to do with situation normal. It’s designed to have partners think about their profitability and if there’s a better option.”
He says the rebates are below the line. They are separate from the quarterly rebate EMC pays partners based on criteria such as numbers of certified sales staff and achievement of revenue targets.
Henderson says EMC plans to be competitive in the market to increase partners' above-the-line profitability, the results of which are usually used to cover their normal cost structures and pay sales staff, he says.
He believes it could take a few months before the uptake of the programme increases.
“There will be scepticism and in the first months people will [wait and] see if it’s genuine.”
Channel account manager Dawn Stevens says the programme will raise resellers’ awareness of changes at EMC.
“We’ve moved to become a solutions company and a lot of people need to come up to speed with the profile of EMC now.”
She says companies with an existing relationship with EMC or distributor Datastor are eligible for the rebate, as are new resellers who want to stock EMC software.