EMC has announced that it is enhancing the way it works with channel resellers to target the entry-level segment in EMEA (with product sales worth between $5 000 and $25 000).
To increase sales in this segment EMC has implemented a simplified quoting process, introduced new products and launched an innovative sales incentive programme.
Channel resellers will thereby have more autonomy in entry-level segment sales and the potential to benefit from an uplift in sales.
To simplify the quoting process, EMC now allows distributors to quote immediately, rather than have to register each deal. This innovation will reduce the time it takes for resellers to close each sales cycle and affords them greater control over the sales process. This approach both benefits the distributor (by creating a predictable fixed-margin business) and EMC (accelerating the sales cycle by reducing the interaction with EMC).
EMC’s new incentives programme is its first ever for the entry-level segment and provides a range of inducements to help resellers close entry-level solution sales. The incentives package comprises two elements:
* Reseller Incentive – Upon reaching three successful sales, resellers will receive a $300 incentive for each sale (retrospective to the first sale). Additionally, when resellers reach more than 50 per cent of their sales target and become the top performer in their region, they will be treated to a sports car driving experience weekend; and
* Distributor Incentive – Distributors will be given a sales target through a Goal Acknowledgement Form, to achieve per quarter. Should they exceed this target, they will be rewarded with a rebate on those sales.
Combined, these incentives will help EMC drive increased sales while rewarding resellers for success.
EMC’s VNXe storage solutions, the VNX5100 and its entry level backup and recovery products – DD160 and DD620 – are all included in the programme. Additionally, EMC has introduced two new products, the DD2200 (backup and archive) and VNXe3200 (storage), which are also eligible for the new incentive rebates. A number of the DD2200 and VNXe3200 products will be made available to a large number of EMC resellers in EMEA for six months to allow them to run enablement training or hold end-user demonstrations within their own demo environments.
Across EMEA some 4 500 resellers qualify for this programme and in H1 2014 some 620 resellers were already engaged in selling the above products.
“While EMC has always performed well in the entry-level segment, we are targeting a further increase in sales. The only way we can meet this goal is by doing what we do best: empowering our channel resellers to use their customer relationships and take control of the sales process,” says Claude Schűck, channel manager, EMC Southern Africa.
“Our resellers are the best in the market and we want to both reward them for their on-going success while giving them the freedom they need to achieve it. The overhaul of our entry-level market sales platform does just that and we anticipate it will prove highly successful for our business, and for our resellers’ businesses.”
