WITH better-than-expected growth and a channel strategy that’s beginning to pay off, things are looking good for EMC.
But one of the challenges facing the company is getting its partners technically enabled so they can grow their services.
“At the moment we’re having to sub-contract our partners’ services people in order to meet demand and that’s far from ideal,” says country manager Alister Dias.
Dias says he is committed to seeing EMC’s services business go through the channel.
Globally EMC is leading the storage pack with seven consecutive quarters of revenue growth across all sections of its business.
Dias says that within New Zealand his company has already exceeded its 2004 revenue, representing 200% year-on-year growth.
“And it’s only June. We’ve also had a lot of wins in the mid-tier through our partners, which is great because EMC still suffers from the perception that it is only for enterprise level.”
He says now that EMC’s key local partners, Datastor and I-Data, have found their feet they are relying less on his company for support, and he is pleased that other partners are beginning to follow suit.
According to Dias, New Zealand is ahead of the rest of the region when it comes to data recovery and compliance and he says he is getting calls from EMC’s offices in Singapore and Japan asking if they can bring clients here to see how the technology is working.
Looking ahead, Dias believes the race towards virtualisation has begun between the major storage players.
“The perfect world of virtualisation won’t be here until 2008 so it’s a race to see which company will get there first. Customers need to see which company is delivering that technology offering today — and that is EMC.”
He believes the market is going to start getting much more interesting as a result.
“In fact storage is in danger of becoming sexy because now it’s about so much more than just the hardware,” he says. Having acquired 12 companies in the last three years Dias says to expect further EMC acquisitions this year. Personally he sees consolidation as necessary to cement leadership and feels it’s not enough to understand a customer’s business needs, you must also present them with a solution.