Global Partner Network Emc Authorized Distributors

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
gregory.marshall@emc.com
maureen.perrelli@emc.com
Avnet
Marc.CaponegroSr@emc.com
Tech Data
james.frank@emc.com

(Federal)
Carahsoft
breanne.silberbauer@isilon.com
Jeffrey.Simanski@emc.com
Latin America
REGION
BRAZIL
MEXICO
NOLA
COUNTRY
DISTRIBUTOR
EMC PARTNER SALES MANAGER (PSM)

EMAIL
EMC NATIONAL ACCOUNT

MANAGER (NAM) EMAIL
Brazil
ACAO INFORMATICA
glaucia.miguel@emc.com
gabriel.quiroga@emc.com
Brazil
AVNET INC
Brazil
OFFICER DISTRIBUIDORA DE PRODUTOS
Mexico
AVNET INC
Claudia.HaroRodriguez@emc.com
Mexico
GRUPO DICE MEXICO
Claudia.HaroRodriguez@emc.com
Colombia
ACAO INFORMATICA /AKTIO S.A.
guillermo.heins@emc.com
Colombia
AVNET INC
Ecuador
January
2015
SOUTH CONE
BRAZIL
Ecuador
AVNET INC
Central America and

Caribbe (CCA) / Puerto Rico
INFORMATION MANAGEMENT
CORPORATION
sylvia.paulinelli@emc.com
Argentina
Yamila.DeLaFuente@emc.com
Argentina
DISTECNA
Yamila.DeLaFuente@emc.com
Chile
AVNET INC
Gonzalo.SamhanAsenjo@emc.com
Chile
TECNOGLOBAL
Gonzalo.SamhanAsenjo@emc.com
Peru
Anectis Peru
Mariana.MendozaCarrasco@emc.com
EMEA
REGION
Europe West
COUNTRY
DISTRIBUTOR
EMC DISTRIBUTOR SALES MANAGER

(DSM) EMAIL
EMC REGIONAL PARTNER MANAGER

(RPM) EMAIL
Belgium
AVNET EUROPE COMM VA
Vicky.Verhertbrugge@emc.com
Daniel.Osterbergh@emc.com
Belgium
TECH DATA BVBA/SPRL
Vicky.Verhertbrugge@emc.com
Denmark
SEC DATACOM A/S
Jesper.Laursen@emc.com
Denmark
ARROW ECS DENMARK A/S
Jesper.Laursen@emc.com
Estonia
ALSO Eesti OU
Sergei.Butenko@emc.com
Estonia
ARROW ECS
Sergei.Butenko@emc.com
Finland
Arrow ECS Finland OY
jari.uussaari@emc.com
Greece
INFO QUEST TECHNOLOGIES
Kostas.Kokkinos@emc.com
January
2015
France
Germany
Greece
ENET SOLUTIONS-LOGICOM S.A.
Kostas.Kokkinos@emc.com
Israel
ARROW ENTERPRISE COMPUTING

SOLUTIONS LTD
Limor.Goldshtein@emc.com
Israel
COMPUTER C DATA LTD
Limor.Goldshtein@emc.com
Italy
ESPRINET SPA
emanuele.mancini@emc.com
Italy
Avnet EUROPE COMM VA
Italy
COMPUTER GROSS ITALIA S.P.A
Netherlands
Copaco DC BV
Simon.VanBeurden@emc.com
Netherlands
Avnet TS B.V.
Simon.VanBeurden@emc.com
Norway
ARROW ECS NORWAY AS
geir.kurdol@emc.com
Portugal
ARROWECS Portugal - Soc. Unipessoal, Lda
Rogerio.Gomes@emc.com
Spain
purificacion.cortes@emc.com
Spain

SOLUTIONS, SAU
purificacion.cortes@emc.com
Sweden

SOLUTIONS
Lena.TjustKullring@emc.com
Sweden
ATEA LOGISTICS AB
Lena.TjustKullring@emc.com
Switzerland
DATASTORE AG
stefan.beeler@emc.com
Switzerland
Switzerland
TECH DATA (SCHWEIZ) GMBH
France
TECH DATA FRANCE
Dimitri.Bordet@emc.com
frederic.fimes@emc.com
France
Dimitri.Bordet@emc.com
frederic.fimes@emc.com
Germany
TECH DATA GMBH & CO. OHG

GESCHAFTSBEREICH AZLAN
maik.konopka@emc.com
Germany
Michelle.Tengler2@emc.com
Diana.Coso@emc.com
Diana.Coso@emc.com
January
2015
Russia
TEEAM (Turkey,
Eastern Europe,
Africa, Middle
East)
Germany
Orchestra Service GmbH
maik.konopka@emc.com
Diana.Coso@emc.com
Germany
TIM AG
Michelle.Tengler2@emc.com
Diana.Coso@emc.com
Belarus
ELCORE DISTRIBUTION AG
irina.lobacheva@emc.com
michael.sarkisov@emc.com
Georgia
ABRIS DISTRIBUTION AG
Russian
Federation
ISOLIN TRADE & INVEST LIMITED
Russian
Federation
COMPTEK INTERNATIONAL OVERSEAS

LIMITED
Ukraine
INFORMATSIYNE MEREZHYVO LTD
Ukraine
IT DISTRIBUTION
Austria
AVNET TECHNOLOGY SOLUTIONS

HANDELSGESELLSCHAFT M.B.H.
markus.fischer@emc.com
havier.haddad@emc.com
Austria
TIM AG TOTAL-INFORMATION-MANAGEMENT
markus.fischer@emc.com
Bosnia and
Herzegovina
SYS COMPANY D.O.O.
jelena.labudovic@emc.com
Bulgaria
SOLYTRON BULGARIA LTD
Teodor.Radev@emc.com
Croatia
RRC BT POSLOVNE TELEKOMUNIKACIJE

D.O.O
Andrej.Zver@emc.com
Czech Republic
AVNET S.R.O.
Juraj.Pavol@emc.com
Egypt
VAS INTEGRATED SOLUTIONS (VIS)
Mohamed.Halawa@emc.com
Hungary
AVNET TECHNOLOGY SOLUTIONS KFT.
Laszlo.Szuszko@emc.com
Hungary
RRC HUNGARY KFT.
Laszlo.Szuszko@emc.com
Kenya
WESTCON AFRICA (KENYA) LTD
Lebanon
DISTRICOM SAL
Mahmoud.ElAli@emc.com
January
2015
Lebanon
PC DEALNET SAL.
Roger.Schehade@emc.com
Morocco
DISWAY S.A.
Younes.Qarmiche@emc.com
Poland
S4E S.A.
Sabina.Avery@emc.com
Poland
ARROW ECS SP ZOO
Sabina.Avery@emc.com
Romania
AVNET TECHNOLOGY SOLUTIONS SRL
valentina.frangu@emc.com
Romania
RRC TECH DISTRIBUTION S.R.L
Romania
OMNILOGIC SRL
Saudi Arabia
AL-JAMMAZ DISTRIBUTION
raif.aboudiab@emc.com
Serbia
RRC D.O.O.
Slovakia
ASBIS SK SPOL. S R.O.
Andrej.Aleksiev@emc.com
Slovenia
DISS D.O.O.
South Africa
AXIZWORKGROUP
Neo.Mekoa@emc.com
South Africa
FIRST DISTRIBUTION(PTY) LTD
stephan.gous@emc.com
Turkey
ARENA BILGISAYAR SAN. VE TIC. A.S
Ersel.Parlar@emc.com
Turkey
AVNET TECHNOLOGY SOLUTIONS SANAYI

VE TICARET A.S.
Turkey
ARMADA BILGISAYAR SISTEMLERI SANAYI

VE TICARET A.S
United Arab
Emirates
STORIT DISTRIBUTION FZCO
Amr.El-Kessi@emc.com
United Arab
Emirates
ARROW ECS FZCO
charbel.zreiby@emc.com
United Arab
Emirates
REDINGTON GULF FZE
david.lacey@emc.com
United Arab
Emirates
VIRTUAL WORKS AFRICA FZCO
Claude.Schuck@emc.com
January
2015
UK/I
United Arab
Emirates
MINDWARE FZ-LLC
charbel.zreiby@emc.com
Ireland
COMMTECH DISTRIBUTION LTD
tim.leary@emc.com
russell.poole@emc.com
United Kingdom
AVNET TECHNOLOGY SOLUTIONS LTD
Matthew.Tedstone@emc.com
United Kingdom

SOLUTIONS LTD
United Kingdom
Tech Data Ltd
ASIA PACIFIC AND JAPAN (APJ)

REGIO
N
ANZ
GCR
COUNTRY
DISTRIBUTOR
EMC DISTRIBUTOR SALES MANAGER (DSM)

EMAIL
EMC REGIONAL PARTNER MANAGER (RPM)

EMAIL
Australia
INGRAM MICRO PTY LTD
chris.moyle@emc.com
christopher.trevitt@emc.com
Australia
WESTCON GROUP PTY LTD
chris.moyle@emc.com
New
Zealand
Westcon Group NZ Limited
chris.moyle@emc.com
China
BEYONDWINET CORPORATION
shenghong.zhang@emc.com
Raymond.Yeung@emc.com
China
BOYA SOFTWARE CO., LTD
Sarah.Miao@emc.com
China
CHANGHONG IT INFORMATION PRODUCTS CO.

LTD.
shenghong.zhang@emc.com
China
DIGITAL CHINA TECHNOLOGY LIMITED
Roland.Lin@emc.com
January
2015
SEA
IND
KOR
JPN
China
JOYOU DATA TECHNOLOGY LTD. CO
Sarah.Miao@emc.com
Hong Kong
EVENDATA (HONG KONG) DIGITAL TECHNOLOGY

COMPANY LIMITED..
Roland.Lin@emc.com
Hong Kong
KARIN ELECTRONIC SUPPLIES CO LIMITED
Eddie.Lam@emc.com
Taiwan
BESTCOM INFOTECH CORP
Tim.Hsieh@emc.com
Taiwan
SYSAGE TECHNOLOGY CO., LTD.
Tim.Hsieh@emc.com
Singapore
Avnet Technology Solutions (Singapore) Pte Ltd
Wilson.Toh@emc.com
John.B.Lee@emc.com
Singapore
ECS COMPUTERS (ASIA) PTE. LTD
Wilson.Toh@emc.com
John.B.Lee@emc.com
Singapore
REDINGTON SINGAPORE Pte Ltd
Felicia.Yit@emc.com
John.B.Lee@emc.com
Malaysia
ECS PERICOMP SDN BHD
Patrick.Dutton@emc.com
John.B.Lee@emc.com
Malaysia
FORMIS SYSTEMS & TECHNOLOGY SDN BHD
Patrick.Dutton@emc.com
John.B.Lee@emc.com
Thailand
SIS DISTRIBUTION (THAILAND) PUBLIC

COMPANY LIMITED
Unnop.Wadithee@emc.com
Thailand
VALUE SYSTEMS CO.,LTD
Unnop.Wadithee@emc.com
John.B.Lee@emc.com
Philippines
MSI-ECS PHILIPPINES, INC
victor.franciscojr@emc.com
John.B.Lee@emc.com
Philippines
THAKRAL INFOTECH INCORPORATED
victor.franciscojr@emc.com
John.B.Lee@emc.com
Indonesia
PT ECS INDO JAYA
Disa.Mohidi@emc.com
John.B.Lee@emc.com
Indonesia
PT VIRTUS TECHNOLOGY INDONESIA.
Disa.Mohidi@emc.com
John.B.Lee@emc.com
Viet Nam
INFORMATION AND COMMUNICATION

INFRASTRUCTURE SOLUTION VIET NAM
Felicia.Yit@emc.com
India
Cadensworth (India) Limited
Ashish.Taneja@emc.com
praveen.sahai@emc.com
India
INGRAM MICRO INDIA LIMITED
narayan.arkshali@emc.com
praveen.sahai@emc.com
Korea
KOLON BENIT CO.,LTD. IT SOLUTION
Daehyun.Bae@emc.com
ss.kim@emc.com
Korea
LG N-SYS CO., LTD
Hyokjun.Hwang@emc.com
ss.kim@emc.com
Japan
NETWORLD CORPORATION
kenji.horibe@emc.com
Yasuhiro.Nakayama@emc.com
John.B.Lee@emc.com
John.B.Lee@emc.com
January
2015
Japan
SOFTBANK COMMERCE & SERVICE CORP
Ryoji.Aoki@emc.com
Yasuhiro.Nakayama@emc.com
Resources
Please direct any questions to your EMC Partner Sales Manager or local Partner Support Center (PSC).
North America: pscna@emc.com
Latin America: pscla@emc.com
EMEA: pscemea@emc.com
Asia Pacific and Japan: PSC-APJ@emc.com
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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