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VCE announces launch of independent channel program

Cloud storage infrastructure vendor Virtual Computing Environment (VCE) recently unveiled its first channel program and announced that it would no longer be depending on the channel programs of its parent companies, according to CRN Technology News. VCE, which develops pre-configured, pre-tested storage solutions, was founded in 2009 as a joint venture between Cisco, EMC and VMware.

Solution provider partners will now be offered a unified channel program that will deal directly with VCE as the company attempts to grow its channel presence independent of its parent companies.

"In November of 2009, we had 12 partners," said Pete Koliopoulos, vice president of channel marketing for the company, according to the news source. "Now we have over 100 major customers and many others, plus over 120 partners worldwide."

Prior to the initialization of the independent channel program, partners had to register customer deals with each of VCE's individual partners. Discounts and rebates were likewise divided, and orders had to be placed with each company in turn. With the new program, all orders from solution providers – including those received via distributors – will go directly through VCE, and the deal registration process will be similarly unified.

"Now partners will register the deal with us," explained Koliopoulos, as quoted by the news source. "We've made it a lot easier, [and] the discounts will be similar to what they received from the three companies in the past."

VCE is also offering a new unit volume discount channel incentive to partners that is based on sales over a six-month period. This and other VCE rebates will be stackable with those from the three parent companies.

"If today a partner gets a back-end rebate from Cisco … they will also get a rebate from VCE," Koliopoulos told the news source. "Our rebates are stackable with parent company rebates."

Having a single portal through which to purchase the company's Vblock Infrastructure Packages can reduce the amount of time taken to complete a project by between three and five weeks, according to Jamie Shepard, executive vice president of technology solutions at early VCE partner ICI, a Massachusetts-based solution provider.

VCE parent company EMC recently announced enhancements to its Velocity Solution Provider Partner program, which will include a new discount structure and access to new marketing campaign assets and a new partner relationship management tool.