Emulex partners offered the Edge

Craig Skelton: We will be working with resellers on an individual basis

Storage vendor Emulex has launched a new partner programme to reflect its evolution into a more network-oriented player.

The Emulex Edge programme offers access to a range of partner benefits, including deal registration, training and use of proof-of-concept units.

Craig Skelton, director of channel sales EMEA at Emulex, said: “We needed a partner programme that would encompass all the areas that Emulex now covers, but would also offer plenty in the way of support to resellers wanting to enter the converged networks market.”

The one-size-fits-all approach to growth incentives that dominated the old partner programme has also been canned, said Skelton. “In our experience, no two resellers are the same,” he said.

“To reflect this, we will be working with resellers on an individual basis to find out how they work, so that we can put in place growth incentives that are tailor-made to their particular business model.”

Partners will also be allowed to add Emulex products purchased through the vendor’s OEM channel to their sales figures, he added.

All the members of Emulex’s previous partner programme will be incorporated into the new one ­ including pan-European integrator SCC.

“As a result, the tier structure is based on the number of units sold, rather than revenue thresholds, because we can’t control the amount of money that an OEM partner will sell products for. This way, everyone’s on a level playing field,” explained Skelton.

Peter Spreadbury, director of Enterprise Partners at SCC, said: “The programme’s launch is a positive development for us in every respect. It is straightforward, linear and, most importantly, predictable, which will make it easier for us to drive our business forward in the future.”