Simplicity pays. This seems to be the mantra guiding EMC's new strategy
aimed at the small and medium businesses (SMB) segment. The vendor, which
unveiled the 'Making Storage Simple' strategy recently, is bringing a range
of solutions that, it claims, would simplify storage for SMBs-a segment that
is expected to grow faster than the large enterprises. Even though the mid-sized
enterprises and SMBs are now facing the same information pressures as large
enterprises-though without the luxury of large IT staff and budgets-they
find most storage solutions complex.
According to Steve Coad, general manager, EMC South Asia, his company's
strategy for SMBs has three key elements: offering rich function-alities at an
attractive price; easy to install, use and manage plug and play solutions; and
packaged hardware and software, and services tailored for SMBs.
It is in this context that EMC is offering EMC Express Solutions, which
boasts of rich functionalities at attractive prices, and claims to be easy to
install, use and manage. Besides, it would also bring in a range of services
tailored to the needs of the SMBs. "Making Storage Simple was created
especially for customers in the mid-sized enterprise and SMB segments,"
emphasized Tony Leung, managing director of marketing, EMC Asia-Pacific and
Japan.
To help partners customize, configure and deliver the solutions, EMC has
developed a new Web-based tool that expedites the process of configuring and
ordering them.
EMC is also introducing its new Financing Made Simple options and online
financial tools for Velocity Partners and authorized resellers.
EMC has started rolling out an enhanced Velocity Channel Partner program that
provides a consistent set of training programs and incentives for all partners
who offer EMC hardware, software, and services. In addition to teaming up with
its Velocity Partners, EMC has also collaborated with technology partners,
including Cisco, Intel and Microsoft to ensure that EMC Express Solutions takes
advantage of all of the features and functionality of these companies' leading
technology and best practices.
EMC is also focusing on services. In fact, its "Plan, Build, and
Manage" service offerings are going to play a key role in future growth.
Currently, most of EMC's service business in Asia is concentrated on building
storage for enterprises, as the market is less mature. However, it would like to
have more "plan and manage customers", meaning that EMC would like to
plan storage strategies of enterprises and then manage them as well.
Ravi Shekhar Pandey in
Singapore