EMC has gone public with official details of its new Business Partner Programme, the long-anticipated replacement for its old Velocity scheme.
The storage kingpin first revealed it was ditching the Velocity programme back in May 2013, when SVP of global channel sales Gregg Ambulos told partners attending EMC World 2013 that the end was nigh.
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But although it has taken close to eight months for EMC to put together its new programme, UK channel director Terry Beale was quick to refute the idea that the lengthy process had served to create uncertainty among partners over their future.
Speaking to MicroScope, Beale said that if anything, giving the channel more information at the very beginning of the process had helped them adapt and react to the changes, and cemented EMC’s desire to be a more predictable company to deal with.
“You have to create predictability because they are creating their businesses around and investing in EMC,” he said.
Business development solutions consultancy The [Tech] Crowd has formally launched its Channel Dragons initiative, a new scheme designed to help emerging vendors get a foothold in the UK channel.
The Channel Dragons are made up of handpicked representatives from across the spectrum of UK distribution, from broadline to value add and covering both b2b and b2c markets.
The Dragons will meet a number of emerging candidate vendors in relevant sectors, selected by The [Tech] Crowd following a lengthy qualification process, which covers areas such as market position, USPs, commercial attractiveness, and production and logistical readiness.
Following a successful pitch, the scheme then partners distributor and vendor and switches into channel management mode on the vendor’s behalf, looking after stock profiling and management, sales training, reseller engagement support and so on.
The deal will exploit both firms’ strong relationships with Microsoft to enable Capita to offer a complete Microsoft Lync-based unified comms practice supported by Aspect’s contact centre technology portfolio, including Aspect Unified IP and Workforce Management packages.
It joins Microsoft, Plantronics and Polycom as one of four ecosystem partners around Capita’s unified comms portfolio.
Total datacentre capacity available within the UK looks set to expand by 22% over the next five years, according to a new sector report released by pricing specialists Tariff Consultancy Ltd (TCL).
With the UK market already considered the largest in Europe, with over 650,000 square metres of floor space, TCL’s report suggested that the main growth drivers will come from outside the London area, with a number of campus-based and regional providers now developing their own datacentre ecosystems.
Customers are prepared to hand over the running of large parts of their IT infrastructure to the channel as they focus on mobility strategies and using business intelligence tools to a better handle on their operations.
Research from Logicalis should provide encouragement for managed service providers who are hoping that customers will start to allow them to look after security, servers and other parts of the critical infrastructure.
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