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EMC enhances partner program in AP

Storage vendor beefs up program with rebates and more training opportunities for partners to increase services revenue.
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Written by Jeanne Lim on

SINGAPORE--Data storage vendor EMC has invigorated its partner program in the Asia-Pacific region in a bid to make it more lucrative for partners that resell or distribute EMC products and services.

Enhancements to the program, called EMC Velocity, include rebates and more training opportunities for partners to help them increase their services revenue.

Steve Leonard, president of EMC Asia-Pacific and Japan, told ZDNet Asia that this region is the first testbed for the company's new partner program enhancements. Currently, about two-thirds of EMC's business in the Asia-Pacific and Japan region goes through its channel partners.

Leonard said: "Ideally, we want to go from 60-something [percent] to 90-something [percent]. We will bring our message to the end-user, and we want to work with our partners to execute and deliver that."

EMC launched its Velocity Partner Program in the Asia-Pacific region in 2003, and today has more than 485 partners in 14 countries in the region.

In addition, EMC will also be re-evaluating its compensation plans for the company's own sales representatives to reflect that "working with partners is a good thing", said Leonard.

"It's a mindset change which is [telling our sales force that] working with partners is better. We're making our compensation models reflect that," he said.

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