EMC supports a broad range of customers, including service providers, around the
world - in every major industry, in both public and private sectors, and of sizes
ranging from the Fortune 500 to small business and individual consumers.
Distribution Channels
We market our products through direct sales and through multiple distribution
channels. We have a direct sales presence throughout North America, Latin America,
Europe, the Middle East, South Africa and the Asia Pacific region. We also have
agreements in place with many partners, including value-added resellers and
distributors, cloud service providers, systems integrators, outsourcers, Independent
Software Vendors ("ISVs"), and Original Equipment Manufacturers ("OEMs").
These agreements, subject to certain terms and conditions, help us extend our
reach in established markets and expand EMC technologies into new markets.
EMC’s Business Partner program is focused on partner enablement in a
variety of ways, including reselling EMC solutions, providing cloud services
powered by EMC technologies, including EMC as part of a strategic business solution,
or embedding EMC technologies in their own technology and systems. These partners
now contribute over half of EMC’s storage revenue.
The success of our Business Partner program can be attributed to having a combination
of a broad product portfolio, a program that rewards partners who are trained
to effectively position, sell and service EMC products and go-to-market innovations
such as our VSPEX program. Sold exclusively through partners, VSPEX Proven Infrastructure
experienced significant growth and adoption and is now sold by more than 1,700
partners. With thousands of solutions delivered since its launch in April of
2012, VSPEX is the fastest-growing reference architecture program in the industry.
VSPEX incorporates storage and data protection technology from EMC, and virtualization,
server and networking technology from alliance partners like Brocade, Cisco,
Citrix, Microsoft and VMware. The VSPEX program expanded its portfolio to include
applications such as the Microsoft suite of products and Oracle, as well as
expanded support for business continuity and disaster recovery with EMC VPLEX,
RecoverPoint, Avamar and Data Domain. VSPEX Labs also enabled several ISVs to
validate their software offerings as part of a VSPEX solution, further expanding
the VSPEX technology partner ecosystem.
As a core element of EMC’s hybrid cloud strategy, EMC continues to establish
focused and committed partnerships with service providers around the world to
expand the range of options for IT organizations seeking to gain business agility
through the efficiency and choice offered by cloud computing, without sacrificing
trust or control. EMC’s Service Provider Partner program is designed to
increase sales, marketing, planning and education benefits for our partners
with the singular goal of delivering compelling cloud services to the global
IT market. These cloud Service Providers were EMC’s fastest-growing vertical
market segment throughout. EMC also made available business development and
services creation resources to enable partners to develop differentiated offerings
built on EMC technology, as well as marketing support including market development
funds, campaigns, field execution and sales enablement tools. The Service Provider
Partner program is open to cloud service providers of all kinds, including networking
and communications companies, managed hosting firms, outsourcers, ISVs, resellers,
value-added resellers, distributors and enterprises. The program has evolved
to enable qualified partner companies to participate and capture cloud opportunities.
VMware works closely with more than 1,200 technology partners, including leading
server, microprocessor, storage, networking, software and security vendors.
It shares the economic opportunities surrounding virtualization with its partners
by facilitating solution development through open application programming interface
formats and protocols and providing access to its source code and technology
