8020 EUROPA SUPPLEMENT
focus on at least one other vendor
solution and show their integration.”
“Some partners have chosen
to align with Microsoft Exchange
solutions, others with SAP or Oracle.
All have also implemented VMware to
show a virtualised environment along
with say Microsoft Exchange.”
“The important factor is that they
have the skills and resources to help
their clients with their solutions in
whichever specialisation they choose.”
The commitment from Signature
Partners has been really encouraging
commented Peter, “Our partners
have wholeheartedly bought into the
essence of what the Solution Center
concept is all about, demand creation.”
“The Signature Solution Centre
has to become core to the way
they do business. The stages from
implementation, through launch,
demand generation, customer visits
to closing the first deals can be up
to 9 months and if they drop the
ball at any stage the center will be
under-utilised.”
“However since the launch of the
program mid 2007 we have had 14
Signature Solution Centers go live
across Europe and by the end of 2008
there will be 30 up and running.”
“Those that are already
operational are seeing a tremendous
level of bookings from clients. This
shows that there has been a latent
need for such facilities. If the client
had to set up their own facilities
to test their new solutions the cost
would be prohibitive.”
“The Signature Solution Center is
fulfilling a vital role for organisations
as they migrate to new business
process orientated IT solutions. For
our channel partners it provides a
source of revenue at a stage in the
sales cycle which has often been
viewed as a cost and it reinforces
the relationship between client and
Signature Partner at a critical stage of
the planning and development cycle.”
Peter
Over the next two pages we
Yarwood
will look at how one of our recent
Signature Solution Centre Partners
has found the experience of setting
up and promoting the center’s use.
JUNE 2008 8020 EUROPA 31
29-36 EMC Supplement.indd 3 13/6/08 09:47:52
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