In a 1999 interview Dick Egan explained the decision to enter the disk storage market by pointing out that the “storage pyramid” is actually a diamond. The company would not be where it is today without Moshe” (quoted in the 1999 Radical Marketing, see below). Dave Vellante (then at IDC): “Moshe has made a number of key technical calls which flew in the face of conventional wisdom but were spot-on. I had never ever really thought about it and, standing here today, I can’t see why I ever will!”Īugust 1987 Dick Egan hires Moshe Yanai and gives him free reign to develop a mainframe disk storage system. What is it that will cause EMC’s demise?” Said Egan (in 2004), “I confess I was not prepared for this. By treating end users like Customers and by making optimum use of new technology to provide better performance and reliability, EMC has become a valued supplier to over 10,000 computer users.Īt EMC’s 25 th anniversary celebration in 2004, Egan recounted how during a presentation to Wall Street analysts and investors before the EMC IPO, one not-too-friendly analyst asked: “As we know, all companies eventually go out of business. One way the end users are exercising their rights is by demanding performance improvements at the lowest price from the best suppliers regardless of who manufactured the original processor. The realization that the users are Customers with all the rights to which Customers are entitled has become widespread. …the increased competition for new business has created an attitude of user independence that heretofore did not exist. In their letter to shareholders in EMC’s first annual report, Dick Egan and Roger Marino analyzed the shift in buying behavior and customer expectations driving EMC’s success: Revenues for 1986 were $66.6 million (up from $33.3 million the year before) and income was $18.6 million (up from $7.5 million), with 400 employees. These guys that worked for me were smart athletes, and they went out and killed” (quoted in Boston magazine, November 2003).Īpril 1986 EMC goes public on Nasdaq, raising $30 million. Roger Marino, who is credited with developing EMC’s assertive sales force, knew where to find motivated recent college graduates who were also good team players: “I hired guys I liked. They also sell computer memory for DEC’s PDP-11 and other companies’ minicomputers.ġ981 On the suggestion of one of their customers, Egan, Marino and a handful of other engineers develop EMC’s first product, a Prime Computer minicomputer compatible memory, offering higher reliability and capacity at half the price of Prime’s comparable product.ġ983 EMC continues on the successful path of using Intel’s standard components to develop compatible solid state memory products for DEC VAX and Wang Laboratories minicomputers. Like other entrepreneurs they wanted to be their own bosses, but without an idea or a plan for a product, they initially sold office furniture.ġ980 Egan and Marino become New England representatives for Intel, selling the company’s product line and renting out microprocessor development systems. EMC was founded in August 1979 in Massachusetts and went through three distinct eras: The Dick Egan and Roger Marino era when it successfully developed and sold computer memory systems the Moshe Yanai and Mike Ruettgers era, when it developed (Yanai) and sold (Ruettgers) high-end, disk-based computer storage systems (hardware and software) and the Joe Tucci era, continuing EMC’s tradition of focused execution and sales excellence, while relying mostly on a long string of acquisitions for innovation and diversification.Īug43-year-old Dick Egan and 40-year-old Roger Marino quit their jobs and the former college roommates incorporate EMC in Massachusetts.
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