Another key element of EMC's strategy for marketing to SMBs is to improve its focus on resellers that cater to companies in the segment, says Marzulli. "We haven't been seen as having the most channel-friendly strategy," he concedes.
EMC estimates that it has more than 300 reseller partners today -- a number it would like to increase. The company says about 70 percent of its midtier products are sold through partners.
Also today, as part of its wider SMB push, EMC announced enhancements to its software offerings for the Clariion line of midrange storage systems, starting with a new version of the Clariion Flare operating environment, release 12.
New features available with Flare version 12 include: "on-the-fly" capacity expansion to dynamically expand storage volumes; the ability to instantly restore SnapView snapshots; SAN Copy support for HP storage systems (with support for IBM, Sun Microsystems Inc., Hitachi Data Systems, and additional HP StorageWorks arrays coming in the fourth quarter); and the SnapView Integration Module for Exchange (SIME), which automates backup and rapid restore of Exchange databases.
EMC says MirrorView, the remote replication software for the Clariion family, will be extended to support asynchronous replication in the first quarter of 2004.
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