back to article EMC to channel: Put all your sales eggs in our basket and we'll hurl cash at you

EMC is dangling fatter back-end loaded rebates in front of channelites who agree to all but wipe rivals from their sales ledger. The True programme was introduced at the EMC World knees-up in Las Vegas. Stateside is where it will stay for the time being because competition laws in Europe are preventing a local roll-out, the …

Anonymous Coward

Disclosure! I work for EMC and I think this is a bad idea.

Shouting aboutAnti - Competitive strategies are going to ruin the reputation(commission) of some hardworking front line sales staff in EMC

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Anonymous Coward

Have an upvote. I don't work for EMC, but as a customer being pushed an EMC solution by a partner, I'd question whether it was the correct solution for me or the most cost-effective solution.

Really sounds like a fucking stupid idea.

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Silver badge
IT Angle

@ AC

I wouldn't say its a stupid idea, but as a customer you need to be aware that whatever reseller you are working with might be trying to steer you towards EMC in order to increase their own margin on the the back-end.

Demand some real benchmarking, ROI/TCO and validation of the solution design before you agree to a single-vendor storage solution from anyone, including EMC.

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Anonymous Coward

Re: @ AC

>Demand some real benchmarking, ROI/TCO and validation of the solution design

I'd demand a proof of concept, on my premises, on my terms. EMC (and others) are notorious for running proofs of concept with test vectors that favour their equipment over the competition.

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WTF?

Wacky idea...

This is a ridiculous way to push your kit and suicidal for anyone that attempts it, let alone their clients. This smacks of desperation when perhaps it might not be there.

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What will the end customer see?

When I have been buying big hardware, I have to talk to several different re sellers. The purchasing dept needs 3 independent quotes to sign off on the purchase.

If it means that each reseller is a specialist in their hardware, that the manufacturer is investing in their re sellers technical competence so they actually knows about their product and have experience of using it properly and then use that to help you make a solid technical assessment (for good or bad) then this would actually be a good thing.

But that wont happen. One reseller will become tech savy, do the work to create the order, then purchasing will ring round a few companies and find a different reseller that turns the extra margin into lower prices and gets the order. End result, this will noty improve tech knowledge amongst the resellers, just move business from big multivendor companies to closed shops.

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Anonymous Coward

Re: What will the end customer see?

When companies do this in my opinion its borderline unethical. When one partner spends the time and resources to architect a complex solution it's unfair to then shop their Bill of Materials and simply choose the least expensive merchant. Obviously web-only resellers who don't have the overhead of sales and engineering staff can offer incrementally better pricing. When companies do this you're telling the market "I don't value engineering consulting or attentive salesmen" and the market reacts accordingly. Boutique VARs go out of business and the web resellers grow and the end-user ends up paying dearly for the short-sighted mistake by the purchasing department.

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