2012 has been a transformative year for EMC’s channel, so what better way to review the successes and look ahead to 2013 than with a Christmas breakfast media event. The festive meet up in mid-December saw Terry Beale, UK channel director and EMC partner MTI’s, marketing director Richard Flanders, co-host the event which was attended by four key channel media; Channel Biz, CRN, IT Europa and Microscope.
Terry Beale began by recapping on the key announcements and highlights which took place in the channel over the year. At the beginning of 2012 EMC outlined its plans to restrict its direct sales activities to a hard deck of 150 accounts as part of a global move to open up the enterprise market to its channel. Beale announced that EMC had achieved this goal, with phase two of the transition seeing the number cut to 100 accounts by January 2014. The appointment of JT Lewis and Andrew Bant in June this year, responsible for helping partners build a customer offering centred on private and hybrid cloud technology, has proved invaluable in helping channel partners accelerate their customers’ journey to cloud computing in 2012.
After a quick break for more smoked salmon and Christmas croissants, Richard Flanders from MTI spoke about his experiences of using VSPEX – one of the major solution announcements of the year. According to Richard, MTI’s customers have been overwhelmingly pleased with the solution due, not only to the increase in the performance capabilities, but also the reduction of management time which has freed up resources for other projects. For MTI, the trust and reliability of the thoroughly tested product meant a reduction in their sales cycle time of up to 70%, positively impacting the business.
Looking ahead to 2013, Terry Beale reinforced EMC’s commitment to its channel partners, focused on bringing new and expanded opportunities through its three pillars of profitability, services and predictability.