EMC 2010 Annual Report Download - page 8

Table of Contents
Markets and Distribution Channels
Markets
EMC provides information storage, back-up and protection, management, security, information intelligence, data computing and virtualization
technologies, services and solutions to support customers' traditional data centers, virtual data centers and cloud-based IT infrastructures. We target
organizations around the world, in every industry, in the public and private sectors, and of every size ranging from the Fortune Global 500 to small- and
medium-sized businesses and individual consumers.
Distribution Channels
We market our products through direct sales and through multiple distribution channels. We have a direct sales presence throughout North America,
Latin America, Europe, the Middle East, South Africa and the Asia Pacific region. We also have agreements in place with many distributors, systems
integrators, resellers and original equipment manufacturers ("OEMs"). These agreements, subject to certain terms and conditions, enable these companies to
market and resell certain EMC systems, software and related services.
Additionally, VMware has developed a multi-channel distribution model to expand its presence and reach various segments of the industry. VMware
derives a significant majority of its revenues from its large indirect sales channel that includes distributors, resellers, x86 system vendors and systems
integrators.
Technology Alliances
We have technology alliances with leading software, networking and services companies and service providers. We intend to continue to form
additional alliances. Our strategy is to work closely with these and other companies to provide added value to our customers by integrating our solutions with
software and networking applications that customers rely on to manage their day-to-day business operations.
In 2010, Cisco and EMC further expanded and strengthened VCE Company LLC ("VCE"). VCE, or the virtual computing environment company,
formed by Cisco and EMC with investments from VMware and Intel, represents an unprecedented level of collaboration in development, services and partner
enablement by four established market and technology leaders. VCE accelerates the adoption of converged infrastructure and cloud-based computing models
that significantly reduce the cost of IT while improving time to market for our customers. VCE, through Vblock platforms, delivers the industry's first
completely integrated IT offering that combines best-of-breed network, compute, storage, management, security and virtualization technologies with end-to-
end vendor accountability. VCE's prepackaged solutions cover horizontal applications, such as unified communications and analytics; vertical industry
offerings, such as electronic health record management and HIPAA compliance; and application development environments for deployments, such as virtual
desktop infrastructure (VDI) and SAP, allowing organizations to focus on business innovation instead of integrating, validating and managing IT
infrastructure.
VCE provides the fastest, most efficient and effective path to pervasive virtualization and cloud computing, available to organizations through a large
and growing network of value added resellers, systems integrators and service provider partners. To date, more than 100 partners in 29 countries are selling
Vblock to a growing, diverse global customer base. VCE continues to innovate with the goal of providing market-leading simplicity, flexibility and efficiency.
VCE made several announcements in 2010 with key partners, including ACS, CSC, Lockheed Martin, SingTel and SunGard, that demonstrate global
market momentum. VCE, through solution partners, also demonstrated Vblock value beyond infrastructure to include support for mission critical applications
such as SAP and Microsoft Exchange. In 2010, VCE demonstrated significant momentum for the Vblock platform with its GA announcement of Vblock
Powered Solutions for VMware View and Vblock Powered Solutions for SAP as well as fully supported and certified end-to-end Fibre Channel over Ethernet
capabilities for Vblock.
In addition, in 2010, EMC also expanded its partner ecosystem in international markets, strengthening existing relationships and forging new ones with
global and regional technology and solutions providers. EMC delivered significant technology integration and new EMC Proven solutions and best practices
for Brocade, Microsoft, Oracle and VMware to help accelerate customers' journey to the private, public or hybrid cloud. Additionally, EMC made a
significant announcement with Orange Business Services to provide technology for its new cloud computing services offering.
Finally, VMware works closely with more than 1,700 technology partners, including leading server, microprocessor, storage, networking and software
vendors as well as service providers.
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