EMC hails mid-market surge since lowering 'elitist' BPP barriers

Sales thresholds for Platinum and Gold partner status removed last month

EMC's UK channel boss Kevin Sparks has boasted a boost in traction in the mid-market space after the firm lowered its controversial partner programme sales thresholds.

Last month, CRN revealed EMC had finally given in and slashed the partner sales threshold from $65m (£46.5m) to $45m for Platinum and from $15m to $8m for Gold. When the barriers were first brought in in 2014, some smaller partners were angry and felt they were being unfairly punished by the high targets.

Speaking at an EMC launch event yesterday, Sparks told CRN that since the barriers have been lowered, smaller partners have cheered up considerably, boasting "a lot more traction" in the space.

Sparks (pictured) said the fact that a number of smaller partners attended yesterday's event is proof of the boost.

"I am delighted Computacenter [attended] as well as people such as Union Solutions, IS Solutions and a whole bunch of the emerging partners which have attended," he said.

He added that mid-market partners are now being invited to EMC private dining events alongside the bigger partners. One networking event was held in London last week, with another Manchester dinner planned soon.

Sparks said getting the BPP changed was something of a personal mission.

"I've been trying to influence corporate to have a more complete go-to-market in the UK," he said. "I am delighted that corp have changed the programme this year.

"I wanted a more ambitious programme that would drive ambition in the UK, not an elitist programme, so you've seen some changes there. It's a more inclusive programme [now].

"Ultimately, CC look at the upper end of our corporate market [but for] most of our customers... we need that coverage across the market. So for me, this is a good year and we've got some good momentum going this year."