Emulex has become the latest storage vendor to move down the networking path with the launch of a new partner scheme designed to foster a transition to 10Gb/s Ethernet (GbE) and network convergence.
Historically, the 10Gb Ethernet market is one Emulex has addressed through OEM partnerships with the likes of HP and IBM, but according to the firm's senior director of marketing and alliances, Jason Phippen, there is a substantial opportunity for Emulex partners to upsell into OEM deployments - from where the firm still makes the bulk of its sales.
"It's industry best practice to put a second 10 gig card in as a failsafe," he explained. "So the benefits of putting a second Emulex card into a solution are obvious in terms of commonality of drivers and management."
The three tier Connect Partner Programme includes the usual perks around deal registration, a new online portal and a particular emphasis on social media engagement through LinkedIn.
Emulex has also added a fourth 'bonus' level to the programme, which will be open to customers driving volume sales of its 10GbE kit and will include "an extra three to five per cent in rebates back to the business".
However, Phippen added, moving into the scheme would be entirely optional for Emulex partners who have traditionally focused on its fibre channel gear.
"Our goal is to demonstrate to the resellers where there is an upselling opportunity, but Ethernet is substantially different to fibre, so I think we'll be attracting some new resellers too," he said.