EMC today also announced that five EMC Velocity2 Signature Solution Center Partners (SCPs) across EMEA including, ARES in France, Computacenter in the UK, IPM in Spain, PROACT in Sweden and S&T in Solvenia, have endorsed the newly enhanced Velocity2 Partner Program by becoming partners in the highest tier of the program. Partners will have the opportunity to become SCPs by meeting a set of criteria which include their expertise in offering and supporting EMC-based solutions, their commitment to invest in and operate a Solution Center and their Sales - and pre-Sales technical skills for EMC-Hardware, - software and-services.” Each Velocity2 Signature Solution Center Partner has a dedicated EMC Solution Center in their region to showcase EMC solutions for consolidation, backup, archiving and protection and is a member of the EMC Authorized Services Network (ASN). ASN certification allows Velocity2 Signature Solution Center Partners to deliver a range of information infrastructure services, including consulting, integration, and support to own the entire customer relationship lifecycle from support to implementation to management of their EMC solution.
Based on the success of EMC’s own Global Solution Centers, Velocity2 Signature Solution Centers enable partners to deliver the best possible sales experience for customers by offering them a real life view at a specific solution to highlight the benefits associated with the solution and the speed implementation. Each solution center has the capabilities to replicate customer environments, tailor specific application solution demonstrations, and conduct solutions training for customers. Depending on a partner’s application expertise, Microsoft®, SAP ®, Oracle ®, and Cisco ®, they can choose which EMC application-centric solutions to demonstrate in their solution Center. EMC solutions are backed by stringent testing, seamless partner integration and documented implementation methodologies to reduce complexity and customer risk to ensure fast deployment.
Other significant enhancements to the EMC Velocity2 Partner Program in EMEA coming into effect today include, tier structure consolidation from five levels to three levels, simplified accreditation process making it quicker, easier and less costly to become accredited by EMC, two-tiers for distributors, revenue-based system replaces point-based system to accrue rewards and determine partner tier:
• Partner tier restructure – the new EMC Velocity2 Program now has 3 levels, replacing the previous 5 levels (Affiliate, Associate, Advantage, Premier and Signature), to ensure every level of partner need is addressed, from a reseller that occasionally sells EMC solutions through to partners that offer a complete EMC experience through dedicated EMC Solution Centers. These include:
Signature Solution Center Partners – partners with alliance and expertise in Microsoft®, Oracle®, SAP® or Cisco® and have a EMC Velocity2 Signature Solution Center.
Premier Solution Partners – partners with accredited sales and technical staff focused on selling EMC solutions. These partners gain access to the Velocity2 Partner Program through the EMC distribution network.
Affiliate Partners – partners selling a limited number of EMC products via EMC’s distribution network. The partners gain access to the Velocity² Partner Program via a simple web-based contract.
• Distributors tier restructure – differentiating Velocity² Distributors into two levels:
Velocity² Value Add Distributor – partners focused on developing business with Value Added Resellers active in the mid-market segment.
Velocity² Volume Distributor – partners focused on selling products and solutions in the Small–to-Medium Business (SMB) market segment.
• Revenue-based system - a partner’s tier and rewards are now based on revenue instead of the previously complex points-based system.
• Simplified accreditation process - partners can now advance their Sales and/or Pre-Sales technical skills across EMC software, hardware, and services practices without the need to become accredited in eight product specialties. The consolidated model allows the partner to efficiently achieve accreditation in their focus areas, aligning their business model closely to their EMC opportunities.
Partners will also benefit from EMC’s renewed focus on the delivering more services opportunities to EMC Authorized Network Services (ASN) Partners. The ASN program, provides partners with the unique ability to distinguish themselves in the market and offer maximum customer value. ASN certified partners can engage with customers on more projects, enabling partners to capture more revenue per deal. Members of ASN will have the choice of being either ASN Implement Partners or ASN Support certified partners.
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