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EMC Channel Chief: New Enterprise Appointment Tightens Links Between Indirect, Direct Sales

“The more [the market] moves to hybrid, the more those two have to be presented to the end customer as one,” Woollacott said. “The end customer gets the experience they want, and it has as much EMC core technology as possible. They have to be encouraging partners, enabling the partners to work that same way.”

When customers decide to make a move to the cloud, Woollacott said, Riley and Snyder “have to make sure it’s to a cloud that uses their core technology. If they just let it go, it could go to Amazon rather than someone using EMC.”

In an interview at the EMC World conference, Scott Millard, EMC vice president Americas channel sales, acknowledged that EMC’s sales force was due for a shake-up, telling CRN, “We’re evolving from a product sales force to a solutions sales force. We have a lot of legacy EMC sales folks, and we’re changing the way they’ve done things for a long time.