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 EMC’s 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 EMC’s 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

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.


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.
Offers an agreed margin or recommended ‘tariff’ for services available to the
Distributor/Channel partner (Tier 1 or Tier 2) in the origin country.

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).

Publishes a service level objective; makes pricing valid for ‘x’ number of days.

Provides required financials in advance to get set up with the Distributor in the
End-User Customer country.

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.
1
January 2015



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 non-local 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.
o
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.
o
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 cross-border deals.
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 EMC’s Authorized Distributors by theatre, region, country, and EMC management contacts.
North America
REGION
United States and Canada
DISTRIBUTOR
Arrow
EMC NATIONAL ACCOUNT MANAGER (NAM) EMAIL
gregory.marshall@emc.com
EMC GLOBAL DISTRIBUTION SALES EMAIL
maureen.perrelli@emc.com
United States and Canada
Avnet
Marc.CaponegroSr@emc.com
maureen.perrelli@emc.com
United States and Canada
Tech Data
james.frank@emc.com
maureen.perrelli@emc.com
United States and Canada (Federal)
Carahsoft
breanne.silberbauer@isilon.com
Jeffrey.Simanski@emc.com
2
January 2015
Latin America
REGION
BRAZIL
MEXICO
NOLA
SOUTH CONE
BRAZIL
COUNTRY
DISTRIBUTOR
EMC PARTNER SALES MANAGER (PSM) EMAIL
Brazil
ACAO INFORMATICA
glaucia.miguel@emc.com
EMC NATIONAL ACCOUNT
MANAGER (NAM) EMAIL
gabriel.quiroga@emc.com
Brazil
AVNET INC
glaucia.miguel@emc.com
gabriel.quiroga@emc.com
Brazil
OFFICER DISTRIBUIDORA DE PRODUTOS
glaucia.miguel@emc.com
gabriel.quiroga@emc.com
Mexico
AVNET INC
Claudia.HaroRodriguez@emc.com
gabriel.quiroga@emc.com
Mexico
GRUPO DICE MEXICO
Claudia.HaroRodriguez@emc.com
gabriel.quiroga@emc.com
Colombia
ACAO INFORMATICA /AKTIO S.A.
guillermo.heins@emc.com
gabriel.quiroga@emc.com
Colombia
AVNET INC
guillermo.heins@emc.com
gabriel.quiroga@emc.com
Ecuador
ACAO INFORMATICA /AKTIO S.A.
guillermo.heins@emc.com
gabriel.quiroga@emc.com
Ecuador
AVNET INC
guillermo.heins@emc.com
gabriel.quiroga@emc.com
Central America and Caribbe
(CCA) / Puerto Rico
INFORMATION MANAGEMENT
CORPORATION
sylvia.paulinelli@emc.com
gabriel.quiroga@emc.com
Argentina
ACAO INFORMATICA /AKTIO S.A.
Yamila.DeLaFuente@emc.com
gabriel.quiroga@emc.com
Argentina
DISTECNA
Yamila.DeLaFuente@emc.com
gabriel.quiroga@emc.com
Chile
AVNET INC
Gonzalo.SamhanAsenjo@emc.com
gabriel.quiroga@emc.com
Chile
TECNOGLOBAL
Gonzalo.SamhanAsenjo@emc.com
gabriel.quiroga@emc.com
Peru
Anectis Peru
Mariana.MendozaCarrasco@emc.com
gabriel.quiroga@emc.com
3
January 2015
EMEA
REGION
Europe West
COUNTRY
DISTRIBUTOR
Belgium
AVNET EUROPE COMM VA
EMC DISTRIBUTOR SALES MANAGER (DSM)
EMAIL
Vicky.Verhertbrugge@emc.com
EMC REGIONAL PARTNER MANAGER (RPM)
EMAIL
Daniel.Osterbergh@emc.com
Belgium
TECH DATA BVBA/SPRL
Vicky.Verhertbrugge@emc.com
Daniel.Osterbergh@emc.com
Denmark
SEC DATACOM A/S
Jesper.Laursen@emc.com
Daniel.Osterbergh@emc.com
Denmark
ARROW ECS DENMARK A/S
Jesper.Laursen@emc.com
Daniel.Osterbergh@emc.com
Estonia
ALSO Eesti OU
Sergei.Butenko@emc.com
Daniel.Osterbergh@emc.com
Estonia
ARROW ECS
Sergei.Butenko@emc.com
Daniel.Osterbergh@emc.com
Finland
Arrow ECS Finland OY
jari.uussaari@emc.com
Daniel.Osterbergh@emc.com
Greece
INFO QUEST TECHNOLOGIES
Kostas.Kokkinos@emc.com
Daniel.Osterbergh@emc.com
Greece
ENET SOLUTIONS-LOGICOM S.A.
Kostas.Kokkinos@emc.com
Daniel.Osterbergh@emc.com
Israel
ARROW ENTERPRISE COMPUTING SOLUTIONS
LTD
Limor.Goldshtein@emc.com
Daniel.Osterbergh@emc.com
Israel
COMPUTER C DATA LTD
Limor.Goldshtein@emc.com
Daniel.Osterbergh@emc.com
Italy
ESPRINET SPA
emanuele.mancini@emc.com
Daniel.Osterbergh@emc.com
Italy
Avnet EUROPE COMM VA
emanuele.mancini@emc.com
Daniel.Osterbergh@emc.com
Italy
COMPUTER GROSS ITALIA S.P.A
emanuele.mancini@emc.com
Daniel.Osterbergh@emc.com
Netherlands
Copaco DC BV
Simon.VanBeurden@emc.com
Daniel.Osterbergh@emc.com
Netherlands
Avnet TS B.V.
Simon.VanBeurden@emc.com
Daniel.Osterbergh@emc.com
Norway
ARROW ECS NORWAY AS
geir.kurdol@emc.com
Daniel.Osterbergh@emc.com
Portugal
ARROWECS Portugal - Soc. Unipessoal, Lda
Rogerio.Gomes@emc.com
Daniel.Osterbergh@emc.com
Spain
Avnet EUROPE COMM VA
purificacion.cortes@emc.com
Daniel.Osterbergh@emc.com
4
January 2015
France
Germany
Russia
TEEAM (Turkey,
Eastern Europe,
Africa, Middle East)
Spain
ARROW ENTERPRISE COMPUTING SOLUTIONS,
SAU
purificacion.cortes@emc.com
Daniel.Osterbergh@emc.com
Sweden
ARROW ENTERPRISE COMPUTING SOLUTIONS
Lena.TjustKullring@emc.com
Daniel.Osterbergh@emc.com
Sweden
ATEA LOGISTICS AB
Lena.TjustKullring@emc.com
Daniel.Osterbergh@emc.com
Switzerland
DATASTORE AG
stefan.beeler@emc.com
Daniel.Osterbergh@emc.com
Switzerland
AVNET EUROPE COMM VA
stefan.beeler@emc.com
Daniel.Osterbergh@emc.com
Switzerland
TECH DATA (SCHWEIZ) GMBH
stefan.beeler@emc.com
Daniel.Osterbergh@emc.com
France
TECH DATA FRANCE
Dimitri.Bordet@emc.com
frederic.fimes@emc.com
France
AVNET EUROPE COMM VA
Dimitri.Bordet@emc.com
frederic.fimes@emc.com
Germany
TECH DATA GMBH & CO. OHG
GESCHAFTSBEREICH AZLAN
maik.konopka@emc.com
Germany
Avnet EUROPE COMM VA
Michelle.Tengler2@emc.com
Diana.Coso@emc.com
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
irina.lobacheva@emc.com
michael.sarkisov@emc.com
Russian Federation
ISOLIN TRADE & INVEST LIMITED
michael.sarkisov@emc.com
michael.sarkisov@emc.com
Russian Federation
COMPTEK INTERNATIONAL OVERSEAS LIMITED
irina.lobacheva@emc.com
michael.sarkisov@emc.com
Ukraine
INFORMATSIYNE MEREZHYVO LTD
irina.lobacheva@emc.com
michael.sarkisov@emc.com
Ukraine
IT DISTRIBUTION
irina.lobacheva@emc.com
michael.sarkisov@emc.com
Austria
AVNET TECHNOLOGY SOLUTIONS
HANDELSGESELLSCHAFT M.B.H.
markus.fischer@emc.com
havier.haddad@emc.com
Diana.Coso@emc.com
5
January 2015
Austria
TIM AG TOTAL-INFORMATION-MANAGEMENT
markus.fischer@emc.com
havier.haddad@emc.com
Bosnia and
Herzegovina
SYS COMPANY D.O.O.
jelena.labudovic@emc.com
havier.haddad@emc.com
Bulgaria
SOLYTRON BULGARIA LTD
Teodor.Radev@emc.com
havier.haddad@emc.com
Croatia
RRC BT POSLOVNE TELEKOMUNIKACIJE D.O.O
Andrej.Zver@emc.com
havier.haddad@emc.com
Czech Republic
AVNET S.R.O.
Juraj.Pavol@emc.com
havier.haddad@emc.com
Egypt
VAS INTEGRATED SOLUTIONS (VIS)
Mohamed.Halawa@emc.com
havier.haddad@emc.com
Hungary
AVNET TECHNOLOGY SOLUTIONS KFT.
Laszlo.Szuszko@emc.com
havier.haddad@emc.com
Hungary
RRC HUNGARY KFT.
Laszlo.Szuszko@emc.com
havier.haddad@emc.com
Kenya
WESTCON AFRICA (KENYA) LTD
havier.haddad@emc.com
havier.haddad@emc.com
Lebanon
DISTRICOM SAL
Mahmoud.ElAli@emc.com
havier.haddad@emc.com
Lebanon
PC DEALNET SAL.
Roger.Schehade@emc.com
havier.haddad@emc.com
Morocco
DISWAY S.A.
Younes.Qarmiche@emc.com
havier.haddad@emc.com
Poland
S4E S.A.
Sabina.Avery@emc.com
havier.haddad@emc.com
Poland
ARROW ECS SP ZOO
Sabina.Avery@emc.com
havier.haddad@emc.com
Romania
AVNET TECHNOLOGY SOLUTIONS SRL
valentina.frangu@emc.com
havier.haddad@emc.com
Romania
RRC TECH DISTRIBUTION S.R.L
valentina.frangu@emc.com
havier.haddad@emc.com
Romania
OMNILOGIC SRL
valentina.frangu@emc.com
havier.haddad@emc.com
Saudi Arabia
AL-JAMMAZ DISTRIBUTION
raif.aboudiab@emc.com
havier.haddad@emc.com
Serbia
RRC D.O.O.
jelena.labudovic@emc.com
havier.haddad@emc.com
Slovakia
ASBIS SK SPOL. S R.O.
Andrej.Aleksiev@emc.com
havier.haddad@emc.com
6
January 2015
UK/I
Slovenia
DISS D.O.O.
jelena.labudovic@emc.com
havier.haddad@emc.com
South Africa
AXIZWORKGROUP
Neo.Mekoa@emc.com
havier.haddad@emc.com
South Africa
FIRST DISTRIBUTION(PTY) LTD
stephan.gous@emc.com
havier.haddad@emc.com
Turkey
ARENA BILGISAYAR SAN. VE TIC. A.S
Ersel.Parlar@emc.com
havier.haddad@emc.com
Turkey
AVNET TECHNOLOGY SOLUTIONS SANAYI VE
TICARET A.S.
Ersel.Parlar@emc.com
havier.haddad@emc.com
Turkey
ARMADA BILGISAYAR SISTEMLERI SANAYI VE
TICARET A.S
Ersel.Parlar@emc.com
havier.haddad@emc.com
United Arab Emirates
STORIT DISTRIBUTION FZCO
Amr.El-Kessi@emc.com
havier.haddad@emc.com
United Arab Emirates
ARROW ECS FZCO
charbel.zreiby@emc.com
havier.haddad@emc.com
United Arab Emirates
REDINGTON GULF FZE
david.lacey@emc.com
havier.haddad@emc.com
United Arab Emirates
VIRTUAL WORKS AFRICA FZCO
Claude.Schuck@emc.com
havier.haddad@emc.com
United Arab Emirates
MINDWARE FZ-LLC
charbel.zreiby@emc.com
havier.haddad@emc.com
Ireland
COMMTECH DISTRIBUTION LTD
tim.leary@emc.com
russell.poole@emc.com
United Kingdom
AVNET TECHNOLOGY SOLUTIONS LTD
Matthew.Tedstone@emc.com
russell.poole@emc.com
United Kingdom
ARROW ENTERPRISE COMPUTING SOLUTIONS
LTD
Matthew.Tedstone@emc.com
russell.poole@emc.com
United Kingdom
Tech Data Ltd
Matthew.Tedstone@emc.com
russell.poole@emc.com
7
January 2015
ASIA PACIFIC AND JAPAN (APJ)
REGION
ANZ
GCR
SEA
COUNTRY
Australia
DISTRIBUTOR
INGRAM MICRO PTY LTD
EMC DISTRIBUTOR SALES MANAGER (DSM) EMAIL
chris.moyle@emc.com
EMC REGIONAL PARTNER MANAGER (RPM) EMAIL
christopher.trevitt@emc.com
Australia
WESTCON GROUP PTY LTD
chris.moyle@emc.com
christopher.trevitt@emc.com
New Zealand
Westcon Group NZ Limited
chris.moyle@emc.com
christopher.trevitt@emc.com
China
BEYONDWINET CORPORATION
shenghong.zhang@emc.com
Raymond.Yeung@emc.com
China
BOYA SOFTWARE CO., LTD
Sarah.Miao@emc.com
Raymond.Yeung@emc.com
China
CHANGHONG IT INFORMATION PRODUCTS CO.
LTD.
shenghong.zhang@emc.com
Raymond.Yeung@emc.com
China
DIGITAL CHINA TECHNOLOGY LIMITED
Roland.Lin@emc.com
Raymond.Yeung@emc.com
China
JOYOU DATA TECHNOLOGY LTD. CO
Sarah.Miao@emc.com
Raymond.Yeung@emc.com
Hong Kong
EVENDATA (HONG KONG) DIGITAL TECHNOLOGY
COMPANY LIMITED..
Roland.Lin@emc.com
Raymond.Yeung@emc.com
Hong Kong
KARIN ELECTRONIC SUPPLIES CO LIMITED
Eddie.Lam@emc.com
Raymond.Yeung@emc.com
Taiwan
BESTCOM INFOTECH CORP
Tim.Hsieh@emc.com
Raymond.Yeung@emc.com
Taiwan
SYSAGE TECHNOLOGY CO., LTD.
Tim.Hsieh@emc.com
Raymond.Yeung@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
John.B.Lee@emc.com
8
January 2015
IND
KOR
JPN
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
Japan
SOFTBANK COMMERCE & SERVICE CORP
Ryoji.Aoki@emc.com
Yasuhiro.Nakayama@emc.com
John.B.Lee@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
9