We will continue to enhance our partnerships and technology ecosystems, including enhancing existing products and roadmaps and our commitment to long term support for all current products
Core Strength as a leader
Channel partners are one of the key pillars of our Go-to-market strategy in India and we have more than 800 partners in India spread across over 40+ cities.
In the last one year, EMC has successfully increased addressable market for its partners with Cloud Computing, Data Protection Solution (DPS), Scale-out Storage (Isilon), Big Data and Analytics portfolio, in addition to the existing vast product line up. EMC is working with its partners on several levels – marketing, lead generation, business planning and pre-sales support.
We have been innovating our partner engagement with Focussed and Growth partner approach and also launched new initiatives and programs such as Preferred Distribution, first of its kind in the industry in India, and the new Business Partner Program (BPP) to create a simple, predictable and profitable experience for each partner. Designed in concert with partners, the BPP offers more flexibility and choice as well as greater access to solutions and services to enable partners to play a leading role in both the 2nd Platform and emerging 3rd Platform of IT, characterized by the mega trends of social, mobile, cloud and Big Data.
In a nutshell, we have been innovating new programs/ approach to India market for better partner leverage on EMC product and create a win-win for both. We are sharply focussed on creating a long term strategic goal coupled with execution prowess to help increase profitability and create additional pipeline.
Distinctive Decision Making
EMC India keeps a sharp focus for all its partners based on a 3P channel philosophy – Profitability, Pipeline and Performance. It understands that the channel community is the key to build customer confidence. For EMC, Channel enablement is the key to success and we work towards developing best practices and efficient models to create a competent channel workforce. Therefore the strategy is simple. We are committed towards Empowering the channel with industry leading innovation in terms of product portfolio and providing them the necessary support and monetization opportunities to be able to address Indian enterprise needs around technologies like All Flash, Hyper Converged, Cloud, Big Data and Security. Our new partner program – BPP (Business Partner Program) has 3 metal categories namely, Platinum, Gold and Silver and all others are under authorized reseller.
Consistency with partner relationship and perseverance with our committed set of partner were key to success in the last 3 years where as time to market with Innovative programs and right product strategy will be the key to success for next 3 years in addition to Consistency and Perseverance.
Channel Vision for 2016
At EMC India channels, we have Priority initiatives and a Phased initiative approach for 2016. As part of our Priority Initiatives, we will be focussing on driving growth in the mid market segment through our robust focus and growth partners. We also plan to expand geographically through a 8- new city distributor led initiative. Vertical focus has been key for EMC and we shall continue to go deep with our Tier 1 partners and expand our focus on sectors like Government, BFSI & Telecom. Channel will have more to offer and address customer requirements from compute, storage, cloud, CI and security.
As part of our phased initiatives, EMC will remain committed to the partner ecosystem and programs and continue to invest in our BPP. We will continue to enhance our partnerships and technology ecosystems, including enhancing existing products and roadmaps and our commitment to long term support for all current products (minimum of five years). We shall also focus on initiating and driving GTMI programs for market explosion.