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By Fred Kohout, EMC Vice President Global Channel Marketing,  @nkohouts



I’m excited to introduce a new video blog series, Channel Matters, featuring EMC executives who are keen to share their  insights on channel news that really matter to you, our partners.


In this first Channel Matters blog, Leonard Iventosch, Vice President of Channel Sales in the Americas, discusses highlights from 2012 and shares his vision for 2013. Check it out, and be sure to share your thoughts on what matters most to you by posting a comment.


Channel Matters Iventosch.jpg

By Fred Kohout, EMC Vice President Global Channel Marketing, @nkohouts



Many of you have spent considerable amounts of time analyzing your goals and solidifying your business plan for 2013. But, does your well-thought-out plan include a good dose of strategic investment? If not, you may want to re-evaluate your next move. To inspire you to shake things up, below are two partner success stories from 2012, both grounded in strategic investment and a dash of risk taking.


Accunet Solutions, EMC’s 2012 North American “Isilon Partner of the Year,” is a big data trailblazer. In 2006, well before big data became our industry’s buzz word, Accunet began working with Isilon to incorporate big data into its network infrastructure and security business.



By 2012, Accunet was in a position to deliver a unified scalable computing infrastructure integrated with EMC Isilon for Frederick National Laboratory for Cancer Research. This system provides high-performance big data management and security for the lab’s global network of biomedical researchers looking for a cure and treatments for cancer. It is a remarkable example of The Human Face of Big Data.



As you think about strategic investment and risk taking, you may want to consider how venturing into the big data space can not only help your business grow, but also make a powerful contribution to the human experience.


Arrow Enterprise Computing Solutions works closely with EMC to bring channel enablement to more partners worldwide. To support its business goals, the team at Arrow made two strategic investments last year in the area of partner training.



The first was the launch of a training program called Top Gun. This program trains Arrow’s partners to identify backup and recovery opportunities that will help them to sell deeper and wider into accounts. The training enables partners to better interpret their customers’ needs and problems and then properly position the right backup and recovery solutions. In addition, the training helps partners conduct their assessments with more confidence. After the success of Top Gun, Arrow plans to deliver another training focused on value proposition in 2013.


Later in 2012, Arrow again took the partner training route to spread VSPEX awareness among the Arrow/EMC partner community. This training was aimed at showing partners how to leverage the VSPEX program components. The Arrow VSPEX workshops included a deep dive into the architecture of VSPEX, a module on how to sell VSPEX into the C-level suite, and another on how to evaluate when VSPEX is the best solution for a customer’s needs.


For Arrow, investing in specialized training programs for their partners proved a smart investment, resulting in over 300 partners trained on backup and recovery assessments and VSPEX solutions, each primed and ready to sell. As you work to achieve your 2013 goals, I recommend you look to Arrow’s strategy for success for inspiration.


Accunet and Arrow are just two of our hundreds of partners worldwide whose strategic investments are yielding results. What strategic risks did you take in 2012? What are you planning for 2013?

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