As EMC IT remains focused on its IT Transformation journey, we continue to take calculated risks in emerging technologies and adopt bleeding-edge solutions — but not without bumps along the way. However, we have found that leveraging a strong partnership with a trusted supplier is a crucial strategy to help smooth the road ahead.
Recently, EMC IT went live with the third release of its SAP implementation, replacing our direct and channel ‘selling’ tools with a suite of software products predominantly within the SAP landscape. This grouping of products – while not currently sold by SAP as a “solution” – needed strong partnership between EMC leadership and SAP, as we cooperated to string them together.
Back in 2003, EMC’s ‘selling’ tools, Direct and Channel Xpress, went live as two separate applications as a conscious choice in a very different selling model. At the time, EMC’s direct sales force was focused on high-end deals with little to no partner interaction. But as the channel grew and the go-to-market model adapted it became clear that this (EMC+Channel) partnership needed a more tightly coupled application – one that we just couldn’t deliver with two disparate applications.