Emulex consolidates VAR efforts

Vendor helps resellers exploit networking consolidation trend

Converged networking solutions vendor Emulex has vowed to ‘empower’ and ‘enable’ resellers for the next wave of datacentre consolidation ­- networking.

The vendor has been working with its partners to take advantage of the service opportunities available from networking consolidation.

Jason Phippen, senior director for marketing and alliances at Emulex, said: “Over the past six months we have had a stronger focus on our resellers, especially our top tier. We have been pointing out where they might be leaving revenue on the table. Some partners will sell a server but not offer the connectivity.”

Shaun Walsh, vice president of corporate marketing at the company, said: “Education tools on how to sell new technologies are available for resellers that are in the business to make revenue, not to come across as technology geeks.”