Bull's Eye Awards: Americas Channel Executives of the Year - CHAMPION
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Gregg Ambulos
Longtime EMC channel executive Gregg Ambulos, vice president of
Americas Channels at storage titan EMC, has many times said that one of
the key secrets to EMC's success in the channel is not only constantly
listening to partners and acting on their feedback, but making sure to
help them execute day in and day out in the field. Sales support is
paramount.
Ambulos,
the Bull’s Eye Awards Americas Channel Chief of the Year Champion, has
continued to turn feedback into actionable initiatives and execution
support that have partners and colleagues applauding. This year, for
example, Ambulos and his team scored high marks for delivering a sales
assessment tool that partners have used to drive sales of EMC’s
SourceOne compliance products through the roof. The margins for
partners on this offering, which is subscription-based, have been in
the ballpark of 46 percent on registered deals.
It’s been a remarkable turnabout for EMC and its channel strategy.
Under Ambulos’ leadership, EMC, notoriously a hardcore direct-sales
company, has transformed its channel program to world class
award-winning status. Ambulos has been keen in driving solutions sales
through partners, and moving away from stand-alone product
transactions. The solutions approach enables larger transaction sizes
and more complex services engagements for partners selling every facet
of EMC’s vast storage portfolio.
Ambulos insists that partner success is ultimately a shared
responsibility. That means EMC must bring certain things to the table
that will ensure partner success, including market opportunity,
technology leadership, partner profitability, ease of doing business
with EMC, and pre- and post-sales support.
Ambulos has personally spearheaded several notable partner program
accomplishments, including the design and launch of partner
specialization around consolidation, archiving and backup. This program
has enabled partners to accelerate their entry into high-growth
emerging markets while improving their profitability and relevance to
the customer.
What Ambulos is doing is working. By reinforcing the basic tenets of
running a channel support organization while moving the needle forward
to reward partners with higher-margin, solutions-oriented
opportunities, everyone becomes a champion.
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