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EMC to Resell Decru, NeoScale

EMC Corp. (NYSE: EMC) has added Fibre Channel and NAS storage encryption gear from Decru Inc. and NeoScale Systems Inc. to its premiere EMC Select partner list.

Big deal? You bet. Membership in EMC Select is practically a guarantee of bigger sales for any vendor. It means EMC will actively peddle specific wares to its own customers to flesh out implementations, and support those products as "solution completers."

"EMC Select is definitely not just another reseller program. It is a big deal to the vendors who get chosen," says one industry analyst, who asked not to be named.

To ride EMC's coattails to big enterprise accounts, a vendor needs to fill a gap in EMC's product line, test positive for interoperability with EMC wares, and not present any business problems for EMC. "It's a convenient way for us to acquire products," says Sean Kinney, general manager of the program.

But hang on: Decru is now owned by Network Appliance Inc. (Nasdaq: NTAP), whose rivalry with EMC is on public display (see NetApp Quibbles With IDC). Does that present a business problem for either company?

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