Storage company EMC has offered a new range of discounts to its service providers to help them compete with traditional resellers.
Sources have told CRN that EMC restructured its pricing model six weeks ago to combat service provider dissatisfaction over disparity in pricing compared with the vendor’s traditional reseller channel.
Service providers selling cloud storage solutions had been unable to compete with the per GB prices quoted by resellers prior to the change, sources said.
EMC today appeared to cement its relationship with telcos and hosting partners by launching a formal service provider program. The tiered program has signed up six launch partners in Telstra, Macquarie Telecom, Melbourne IT, Infoplex, Dimension Data and CSC.
EMC’s national cloud manager Lincoln Lincoln denied there was a link between the pricing restructure and the company’s Velocity Service Provider Partner Program.
“There’s been no change to the pricing model,” Lincoln said. “It’s nothing to do with our commercial [pricing]; what it’s about is us taking to market a new model via service providers enabling them to take a cloud service to market that’s underpinned by EMC infrastructure.”
Melbourne IT, Telstra, CSC and Dimension Data have all signed agreements to offer EMC's storage as a service prior to today.
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