Emerson Network Power is looking to nurture its datacentre domination dream with the launch of its Trellis pilot partner programme.
Centered around its datacentre infrastructure management (DCIM) platform – the vendor claims its programme will help partners ‘take full advantage’ of the offering.
Pilot partners – of which there are currently 11 globally, with three in Europe – were selected from an intensive screening and interview process that identified the ones most likely to help Emerson grow its footprint in the market.
Partners were expected to go through extensive training and in return receive multi-level, interactive training and support on Trellis technology and software selling.
The vendor said there are three ways for partners to get involved. First, to sell its Universal Management Gateway, provide referrals for the Trellis platform and gain a referral bounty; secondly, to acquire basic Trellis platform selling capabilities and sell bundles; and finally, apply to become a full accredited partner.
Steve Hammond, director of global partner marketing at Emerson, said: “Partners within the Innovation Partnership Program are critical to the success of the Trellis go-to-market strategy, but how we go to market with Trellis via our channel partners will be very different. To succeed in the rapidly evolving and growing DCIM category already confused with point offerings, we must be innovative with our channel go-to-market program, as well as our technology.
“Our carefully selected partners in the pilot program provide the feedback into the development of a more focused solutions-oriented program relying on solution selling, supporting, and deployment. The skills enablement for our pilot partners, and others in the future, mirrors our own internal requirements and enablement. We’ve taken a fresh approach to build a consistency of trust between our enabled partners and the customers, and between ourselves and our partners.”
Marc Barber, director of ITM, one of the pilot partners, said: “ITM has previously worked with several point solutions in the DCIM space and was keen to offer a solution that offered end device control and access to real-time data.
“As a long-standing partner of Emerson Network Power, we have enjoyed success on both Avocent access, control and manageability products as well as Liebert power, cooling and monitoring. Trellis provides the industry, resellers and customers with the first complete DCIM solution that brings all of the existing product offerings together in a meaningful problem-solving solution approach.
“The Trellis approach provides real-time access, control and presentation of data in a closed loop yet highly modular manner, requiring a solution-oriented approach, as opposed to other point product offerings,” he said.
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