Renewed channel focus for EMC and Magirus

Distributor launches schemes to deepen vendor's engagement with partners old and new as VSPEX private cloud offering hits the market

Magirus and EMC plan to deepen the storage giant's ties with 25 VARs in each country across EMEA with partner schemes around the vendor's new "private cloud in a box" product.

The launch of Magirus' two channel programmes, which aim to encourage VARs to explore new revenue opportunities with EMC, coincides with the launch of the vendor's "private cloud in a box" technology, VSPEX.

Magirus' Ready to Fly programme is designed to support businesses that are new to EMC, and pave the way for achieving entry-level Affiliate status. Its second initiative, Partnering for Profit, is the stepping stone for existing EMC VARs to become Premier partners.

Speaking to ChannelWeb, Magirus' executive vice president Christian Magirus (pictured, below right) explained the benefits of the programmes for VARs.

He said: "We want to get our partners into the EMC world, and to understand their channel propositions and opportunities; we really want them to get to that level.

"The main benefit of both programmes is giving VARs the right sales training and support. They need to help understand EMC and we cover all the basics and assist the reseller in how to get to this status.

"We provide the right seminars and tools for them to be able to build up a business plan on how to get there or, in terms of Ready to Fly, on how to initiate [their] first business," he added.

The distributor, which aims to recruit about 25 partners per EMEA country, is looking to work with both new and existing reseller partners.

EMC claims VSPEX is a "mix and match" between the options of a vendor-packaged proprietary infrastructure stack and flexible hardware and software stacks created by the reseller.

The launch of the product exclusively to the channel is proof of the vendor's dedication, according to EMC's vice president of EMEA channels, Phillippe Fosse.

He said: "This is a channel-only programme so we cannot sell VSPEX direct. The reason for this is simple: at the moment we really have a strong push on the channel and we really want to demonstrate our commitment to our channel partners.

"Our commitment extends to co-branding the solutions too; VSPEX can carry the reseller name," he added.