EMC Enters the Reseller Biz

Wednesday Aug 18th 2004 by Paul Shread

Looking to provide a one-stop storage shop to meet all your information lifecycle management needs, EMC is tackling a new business model by reselling the products that it used to only recommend.

EMC is following the trend of storage companies offering one-stop shopping with its first reseller program.

The new EMC Select program includes the company's previously announced tape partnership with ADIC . Other vendors in the program include host bus adapter vendors QLogic and Emulex and switch maker CNT . EMC says there will be more partnership announcements to come.

Sean Kinney, manager of the new program, says EMC is reselling products it was already recommending to users, only now the process will be easier. "Customers have been asking for this for a while," he told Enterprise Storage Forum. "For EMC, this is a different business model, to be a reseller."

EMC also sells McData , Brocade and Cisco switches under its Connectrix program, but that is more of an OEM relationship, Kinney says.

EMC is positioning the Select program as an information lifecycle management (ILM) program, Kinney says. Offerings under the program "must be complementary to our information lifecycle management strategy," which calls for data to be moved to different types of storage as its timeliness and usefulness to an organization changes.

EMC says the tape libraries, HBAs and connectivity products are available in configurations that have been EMC E-Lab Tested and qualified for interoperability. Products in the EMC Select Program will be available for sale by EMC's direct sales force and partners.

The initial products available through the program include ADIC's Scalar family of automated tape libraries; QLogic SANblade and Emulex LightPulse host bus adapters; and CNT's FC/9000 FICON Director, UltraNet Edge Storage Router 3000 and UltraNet Storage Director - eXtended (USD-X).

EMC will offer CNT's FC/9000 Director product for FICON environments, the UltraNet Edge Storage Router 3000 for EMC Symmetrix Remote Data Facility (SRDF), and the UltraNet Storage Director - eXtended for SRDF extension of ESCON over IP networks.

Under the program, EMC Select partners will directly deliver service and support for their specific products. EMC's Customer Service organization will continue to provide problem diagnosis and isolation for the entire infrastructure and will work in conjunction with all of the vendors through mutual customer support agreements (CSAs) to ensure joint service cooperation, escalation and rapid response.

"Purchasing all of the components from a single source and knowing that they've been pre-tested and will work out of the box is reassuring and will save time and headaches," said Greg Schulz, senior analyst at the Evaluator Group. "As the breadth of solutions from EMC continues to grow, this vehicle for offering additional third-party products will help EMC be an open end-to-end storage supplier and extend its position as a strategic IT vendor that customers rely on."

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