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EMC India ready for quantum leap in 2016: Rajesh Janey

Yogesh Gupta | June 29, 2016
The aptitude to invest ahead of the curve and then implement the best GTM led to our success, says Rajesh Janey, President India and SAARC, EMC.

We invested in preferred distribution model two years back. The reseller can choose a single distributor (out of various distys of EMC) of his choice to work with for the entire year. The commitment by reseller to a disty evokes the same from the disty that invests in training, sales support etcetera. We started VAD model for enterprise products which has worked well to our advantage.

This year we started our inside sales operations. This team will work closely with partners to help address the spread of customers across India. We have hired a senior leader and twenty two plus people in this engine will help partners - focused and growth-  grow their pipeline, give them qualified cases and help them increase wallet share.

We had more market connects with focus on customer events, customer engagement, partner engagement and taking the new message across the market. For example the 2-day EMC Forum India 2015 was attended by more than 1200 IT managers/professionals (including 300 plus CIOs).

Fine tuning GTM, Robust product portfolio, channel focus, market connect and last but not the least most importantly hiring the right set of talent.

What does 2016 hold for EMC India in view of pending mega-merger with Dell and 'not-so-good' global layoffs announcements by EMC?

The layoffs announcement was a part of earlier plan which EMC stated last year of saving annual costs by $850Mn.

We are pretty excited about the impending merger with Dell. The merger after it goes through creates the world's largest privately held IT company of $80Bn revenues in total. The combined entity will be really powerful with four of the world's greatest technology franchises or leaderships - server, storage, virtualization and PCs. The entity is far ahead compared to any other company that leads in these four domains.

As a timeline, the merger is likely to conclude in period of June to October 2016. Hence for a major part of 2016,  it will be BAU (Business As Usual) for EMC as we continue to build on what we have done in the past and also look at the future possibilities. 

Almost all of our customers during recent interactions are pretty excited too about the new value proposition of the Dell-EMC entity.

Dell seems to fine tune its overall value proposition as Perot Systems is on sale, other acquired companies like Quest software are reported to go the same route soon. Is it to make stronger entity before the final merger which is couple of quarters away?

I won't be able to comment on the rumors in the marketplace.

But the rationale of Dell-EMC merger imparts lot of complimentary strength on the product side. Dell brings servers, PCs and entry level storage to the portfolio and EMC brings storage, virtualization, big data and cloud. It's a cosynergestic match.


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