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Who's rearranging the deck chairs?

celialawren on ‎05-16-2014 06:00 AM

EMC and Cisco recently announced – yet again – a new joint channel program designed to make it easier and more profitable for channel partners to sell Vblock systems and VSPEX solutions. Press reports say a key element of this program is a requirement for participating partners to undergo” joint field engagement”, which means joint business planning sessions with Cisco, EMC and VCE prior to selling. While the requirement is being positioned as a way for partners to score bigger deals, it seems like more hoops for channel partners to jump through...again.


This is not the first time the EMC-Cisco-VCE alliance has rearranged the deck chairs. We see at least two other times in recent history that Cisco and EMC have redesigned the VCE channel programs:


Flashback 2011: Cisco, VMware and EMC coalition redesigns channel blueprint

Flashback 2013: New partner program from VCE/Vblock


While this new program may be trying to facilitate détente in the cold war between Cisco and EMC, partners are voicing concerns over new infighting between competing sales teams.


It seems like the companies keep trying to get the whole package to work right. And it’s interesting that the VCE Channel Chief D. Robert Martin recently jumped ship for Red Hat as vice president of North American partner sales. See CRN articles, VCE Vice President Jumps Ship for Red Hat and CRN Exclusive Q&A: Former VCE VP on Why He Jumped to Red Hatfor the full story.


Some are saying that HP’s decentralized empowered Channel program for Converged Systems is so much easier. It doesn’t have the overhead of the VCE approach. The details of the HP Converged Systems Channel program are laid out in The Channel’s HP dangles channel compo carrot for Converged Systems.The thing is, HP Converged Systems are easy to buy, manage and support and these reasons alone make the systems ideally suited for channel distribution---and for fast ROI for customers.


The real question for customers and partners is why would you want to get caught in between organizations with competing visions for the future of the datacenter? HP remains the paragon of stability.

If you’re interested in learning more on this topic, don’t forget to follow #SwitchtoHP.


Also, if you want more information about the HP Converged Systems, don’t forget to mark your calendar for HP Discover Las Vegas 2014, June 10-12. It’s a great way to see all our new HP Shark systems and converged management up close and personal. I hope to see you there!




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