Menu
New hires boost EMC channel support

New hires boost EMC channel support

ALISTER Dias, EMC’s country manager, says his company is beginning to make real inroads into the mid-market.

At the same time the company has dedicated two sales staff, Johnnie McDonald and Steven Black, to push business opportunities through the channel.

“Both of them come from the channel and it’s really interesting to see that culture come into the company,” he says.

Dias says his team is now in the position that it is being contacted by non-partners asking if they can tender with EMC products.

“It actually reminds me of Cisco back in the early 1990s because customers are asking for EMC. Part of that is due to Datastor’s influence — those guys are constantly out there getting the message across.”

Dias says he has been pushing partners to focus on the opportunities in services for some time now and that’s beginning to pay off as they switch from a single-sale approach to a three-to-five-year strategy.

“I’ve been waiting for this day for two years. Customers often prefer a phased strategy and that’s exactly where EMC wants its partners to be.”

Dias believes that acquired brands, such as VM Ware and Legato, are now associated with EMC, further boosting the company’s position.

In the latest of a long line of buyouts EMC is set to acquire Rainfinity, a virtualisation specialist in the networked attached storage space.

Clive Gold, EMC national product marketing manager, says his company’s vision is clear. “We know what the vision is and where we want to get to. So the question is, can we create it ourselves or can we buy it?” he says.

That approach has seen EMC, originally a hardware player, move up the ranks to be the sixth-largest software company in the world.


Follow Us

Join the newsletter!

Or

Sign up to gain exclusive access to email subscriptions, event invitations, competitions, giveaways, and much more.

Membership is free, and your security and privacy remain protected. View our privacy policy before signing up.

Error: Please check your email address.

Featured

Slideshows

Meet the leading female front runners of the Kiwi channel

Meet the leading female front runners of the Kiwi channel

Reseller News honoured the leading female front runners of the New Zealand channel at the 2018 Women in ICT Awards (WIICTA) in Auckland. The awards honoured standout individuals across seven categories, spanning Entrepreneur; Innovation; Rising Star; Shining Star; Community; Technical and Achievement.

Meet the leading female front runners of the Kiwi channel
Meet the top performing customer-centric Microsoft channel partners

Meet the top performing customer-centric Microsoft channel partners

Microsoft honoured leading partners across the channel following a year of customer innovation and market growth in New Zealand. The 2018 Microsoft Partner Awards recognised excellence within the context of the end-user, spanning a host of emerging and established providers.

Meet the top performing customer-centric Microsoft channel partners
Reseller News launches new-look Awards at 2018 Judges’ Lunch

Reseller News launches new-look Awards at 2018 Judges’ Lunch

Introducing the Reseller News Innovation Awards, launched to the channel at the 2018 Judges’ Lunch in Auckland. With more than 70 judges now part of the voting panel, the new-look awards will reflect the changing dynamics of the channel, recognising excellence across customer value and innovation - spanning start-ups, partners, distributors and vendors.

Reseller News launches new-look Awards at 2018 Judges’ Lunch
Show Comments