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EMC hands hundreds of direct accounts over to channel

Simon Quicke
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EMC has announced dramatic plans to ramp up the revenue that is driven through its channel cutting the number of direct accounts significantly and offering greater services support for partners.

The vendor has revealed it will cut the number of named accounts it reserves the right to sell direct to from 1,000 to just 150 as it looks to increase the volume of business it gets through the channel as part of its commitment to double its turnover by 2015.

Working off figures from IDC the vendor believes there is a potential $1.3bn of revenue in the UK mid-market that is not being currently picked up by the channel.

The aim is to double current channel sales by opening up named accounts and by changing the way internal staff are rewarded, encouraging them to work with resellers to gain the maximum incentives.



Chris Gould, head of channels and mid market at EMC, said that the aim of doubling the size of business across the firm, an aim set out by CEO Joe Tucci, by 2015 meant that it had to increase significantly the activity in the UK dealer community.

"In the UK we have got to double the size of the UK and Ireland business and more than double the size of channels," he said.

He added that the $1.3bn identified by IDC was split between the low mid-market and the high-end of that sector giving resellers plenty of opportunities to aim at.

"We need to partner more professionally and more broadly across all of our market segments, not just in the mid-market and public sector," he said.

He said that it was giving the channel access to 850 previously direct named accounts leaving it with just 150 but this number would increase even more in reseller's favour next year.

"It is a significant change and going into 2013 we are looking to move that 150 number down lower," Gould said.

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