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Resellers Rate Channel Partners

When you think of channel-friendly storage vendors, who comes to mind?

According to a survey by equity research firm Robert W. Baird & Co. Inc., the channel thinks mostly of EMC Corp. (NYSE: EMC), in both good ways and bad.

Bairds fourth-quarter survey of nearly 50 resellers found EMC the most overall channel-friendly storage vendor, despite an undercurrent of negativity.

EMC received the most positive responses (ratings of 10) to the question, “Who is your most/least channel-friendly vendor?” It also received seven negative responses, which Baird analyst Dan Renouard chalks up to a “love-hate relationship” between channel partners and OEM vendors who have their own strong direct sales presence.

The love part of the equation has increased for EMC lately. “I can attest that EMC would have scored miserably if we had conducted the same survey two years ago,” Renouard says. “Some of the ones who consider EMC a good partner now, considered EMC the enemy a couple of years ago.”

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