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Global Partner Network Emc Authorized Distributors

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Global Partner Network Emc Authorized Distributors

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Manan Tyagi

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January

2015

Global Partner Network of EMC Authorized Distributors

EMC is introducing a cross-border deal policy for EMC Channel partners that will enable local-to-local
sales and connect Channel partners (Tier 1 or Tier 2) with EMCs Authorized Distributors worldwide.
Overview

While EMC understands some Channel partners may transact business with End-User Customers outside local territories,
local-to-local, in-country transactions are the preferred method for doing business. In the Channel, local-to-local refers to
the original sale by an EMC entity (located in or authorized to do business in the local country of the End-User Customer)
to a Channel partner (Distributor or Tier 1) located in or authorized to do business in the local country.

In the exception cases when Channel partners (Tier 1 or Tier 2) identify opportunities that cross country borders, EMC is
introducing a policy to facilitate collaboration with other Channel partners in domestic and international markets and
provide rewards. This offers advantages to both the originating partner, who can provide greater flexibility and choice,
and the in-country partner, who can gain greater sales opportunities.

Channel partners can leverage a global partner network of EMCs Authorized Distributors to enable local-to-local sales
around the globe. This starts with determining the country in which the End-User Customer is located (the local
country), and then provides a process for a Channel partner located in another country (the Non-Local Channel
Partner) to obtain product or service from a distributor authorized to transact in the local country of the End-User
Customer (the Local Country Distributor). When two distributors are involved in a deal, each will play a role to support
the Channel partner.

Role of the Distributor/Channel partner (Tier 1 or Tier 2) in the origin

country

Role of the Distributor in the End-User Customer country

January
2015

Distributor needs to determine if they want to be involved in the deal or if

they want the selling Channel partner (Tier 1 or Tier 2) to establish a direct
relationship with the Distributor in the End-User Customer country.

Provides a welcoming reception to the Distributor/Channel partner (Tier 1 or

Tier 2) in the origin country, establishes them as a customer, and extends
credit terms.

Engages early with the Distributor in the End-User Customer country to

establish terms of payment and account for any unexpected or additional
costs.

Prioritizes the transaction and ensures an expedited response.

Offers an agreed margin or recommended tariff for services available to the

Distributor/Channel partner (Tier 1 or Tier 2) in the origin country.

Distributor does not deal register in the local country, and provides guidance
to the selling Channel partner (Tier 1 or Tier 2) or Distributor in the End-User
Customer country to register the opportunity.

Accepts the deal registration request and provides pricing in the End-User
Customer country.

Distributor does not offer pricing to the Channel partner (Tier 1 or Tier 2).

Provides required financials in advance to get set up with the Distributor in

the End-User Customer country.

Publishes a service level objective; makes pricing valid for x number of

days.

Ensures that any customs/logistics issues are identified upfront.

Understands penalties for non-compliance with the cross-border deal policy.

Confirms arrangements for professional service and maintenance support as

appropriate.

If the registering partner is the Distributor in the End-User Customer country, they must submit a request to the Partner
Support Center in the End-User Customer country theatre to create an association in between themselves and the nonlocal Channel partner (Tier 1 or Tier 2), if one does not already exist. Approval from both parties is mandatory before an
association can be set up in EMC Partner Central.
o

Once the association is created, the registering partner must submit a deal registration on the cross-border deal
opportunity. The registering partner must add the partner they are working with as an Additional Notification
Contact. One registration is required per site, as identified in the customer requirements.

In February, an additional field called Distributor in Origin Country will become available for the registering
partner to identify when there is a second EMC Authorized Distributor participating in the opportunity. The
registering partner must complete this field in order for a participating distributor in the origin country to receive
credit on the deal.

The registering partner should identify the following parties in the Deal Registration Form:

Distributor / Direct Reselller = Local distributor in the End-User Country

Distribution VAR = Non-local VAR

Distributor in Origin Country = EMC Authorized Distributor in the origin country participating in the
opportunity (when appropriate)

The selling Channel partner (Tier 1 or Tier 2) can buy from a participating distributor in the origin country, and/or engage
a local distributor in the End-User Customer country on a cross-border deal.
o

Participating distributors are eligible for a 50/50 credit split toward GAF attainment and compliance on crossborder deals.

January
2015
o

When there no participating distributor in the origin country, only the selling distributor in the End-User Customer
country will be eligible to receive 50% credit on the deal.

When an opportunity arises with End-User Customers outside local territories, Channel partners can contact the
resources below to facilitate an introduction, discuss the opportunity, and identify the most appropriate EMC Authorized
Distributor to engage in the deal. The following provides the list of EMCs Authorized Distributors by theatre, region,
country, and EMC management contacts.

North America
REGION

DISTRIBUTOR

EMC NATIONAL ACCOUNT MANAGER (NAM) EMAIL

EMC GLOBAL DISTRIBUTION SALES EMAIL

United States and Canada

Arrow

Global Partner Network Emc Authorized Distributors

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Global Partner Network Emc Authorized Distributors

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January

Global Partner Network of EMC Authorized Distributors

Role of the Distributor/Channel partner (Tier 1 or Tier 2) in the origin

Role of the Distributor in the End-User Customer country

Distributor needs to determine if they want to be involved in the deal or if

Provides a welcoming reception to the Distributor/Channel partner (Tier 1 or

Engages early with the Distributor in the End-User Customer country to

Prioritizes the transaction and ensures an expedited response.

Offers an agreed margin or recommended tariff for services available to the

Provides required financials in advance to get set up with the Distributor in

Publishes a service level objective; makes pricing valid for x number of

Ensures that any customs/logistics issues are identified upfront.

Understands penalties for non-compliance with the cross-border deal policy.

Confirms arrangements for professional service and maintenance support as

Distributor / Direct Reselller = Local distributor in the End-User Country

Distribution VAR = Non-local VAR

EMC NATIONAL ACCOUNT MANAGER (NAM) EMAIL

EMC GLOBAL DISTRIBUTION SALES EMAIL

United States and Canada

United States and Canada

United States and Canada

United States and Canada

EMC PARTNER SALES MANAGER (PSM)

EMC NATIONAL ACCOUNT

OFFICER DISTRIBUIDORA DE PRODUTOS

GRUPO DICE MEXICO

ACAO INFORMATICA /AKTIO S.A.

ACAO INFORMATICA /AKTIO S.A.

Central America and

ACAO INFORMATICA /AKTIO S.A.

EMC DISTRIBUTOR SALES MANAGER

EMC REGIONAL PARTNER MANAGER

AVNET EUROPE COMM VA

TECH DATA BVBA/SPRL

SEC DATACOM A/S

ARROW ECS DENMARK A/S

Arrow ECS Finland OY

INFO QUEST TECHNOLOGIES

ENET SOLUTIONS-LOGICOM S.A.

ARROW ENTERPRISE COMPUTING

COMPUTER C DATA LTD

Avnet EUROPE COMM VA

COMPUTER GROSS ITALIA S.P.A

ARROW ECS NORWAY AS

ARROWECS Portugal - Soc. Unipessoal, Lda

Avnet EUROPE COMM VA

ARROW ENTERPRISE COMPUTING

ARROW ENTERPRISE COMPUTING

AVNET EUROPE COMM VA

TECH DATA (SCHWEIZ) GMBH

TECH DATA FRANCE

AVNET EUROPE COMM VA

TECH DATA GMBH & CO. OHG

Avnet EUROPE COMM VA

Orchestra Service GmbH

ISOLIN TRADE & INVEST LIMITED

COMPTEK INTERNATIONAL OVERSEAS

INFORMATSIYNE MEREZHYVO LTD

AVNET TECHNOLOGY SOLUTIONS

SYS COMPANY D.O.O.

SOLYTRON BULGARIA LTD

RRC BT POSLOVNE TELEKOMUNIKACIJE

VAS INTEGRATED SOLUTIONS (VIS)

AVNET TECHNOLOGY SOLUTIONS KFT.

RRC HUNGARY KFT.

WESTCON AFRICA (KENYA) LTD

ARROW ECS SP ZOO

AVNET TECHNOLOGY SOLUTIONS SRL

RRC TECH DISTRIBUTION S.R.L

ASBIS SK SPOL. S R.O.

FIRST DISTRIBUTION(PTY) LTD

ARENA BILGISAYAR SAN. VE TIC. A.S

AVNET TECHNOLOGY SOLUTIONS SANAYI

ARMADA BILGISAYAR SISTEMLERI SANAYI

STORIT DISTRIBUTION FZCO

ARROW ECS FZCO