Mumbai: Dell EMC is likely to merge the two partner programs to create an unified partner strategy post merger. The Dell EMC channel heads are reportedly categorizing partners from the Dell Partner Direct and EMC Business Partner Program in the new partner program that will launch Feb. 1.
“We’ve been feverishly working at building a unified partner program and articulating and communicating to our respective partners where they’re going to map or line into the framework and the new mode,” Cheryl Cook, vice president of global channels and alliances told Channel Partners Online. (Click here to reach full story)
The fine details for eligibility requirements and revenue thresholds are forthcoming, but Dell EMC notified partners on Monday about a fairly straightforward way to determine whether they will be in the Authorized, Gold, Platinum or Titanium tier of the unified program. Those in good standing in the previous programs will fit into the equivalent level with Dell EMC. Partners who were part of both programs will attain the highest level status if they are in good standing, the report said.
“For example, in the legacy EMC model, you might have been a silver level partner. If you’re in good standing, you will be mapped to a gold level in the new program,” Cook said, adding, Likewise, if you were in the Dell program, if you were potentially a Premier Plus partner, you will map to the titanium level in the new program.”
Also Read: Dell-EMC Channel Partner Program To Be Effective In Feb’17
At the recently concluded Dell-EMC World 2016 in Austin, the company provided a preview of the much anticipated Dell EMC Partner Program. According to Dell EMC, the new program will encompass the entire Dell EMC partner ecosystem, inclusive of Solution Providers, Cloud Service Providers, Global Alliances, OEM Solutions partners and distribution. As part of this full ecosystem strategy, included as well is the “Powered by Dell EMC” brand program for those businesses that embed Dell EMC technologies into the marketplace.
Dell EMC will announce tier thresholds for partners shortly, providing a full six months for partners to ramp up to the new criteria. Benefits will include generous rebates for channel partners who drive new business, attach services, sell the full portfolio and offer the portfolio exclusively.
Also Read: Channels Fear Rebate Cut In New Dell-EMC Partner Program
While Dell EMC is claiming bog benefits for partners with the new unified partner program, some partners have cautioned loss of rebate in the new system. Dell and EMC partners are quite apprehensive about the new unified channel program that would probably cut partners’ rebate. Dell EMC has not yet established a new rebate structure for partners, but expects to share details by the month end, allowing about six weeks for partners “to model” around the program’s new parameters before its official launch.
The company also had a decision to make as it tried to aligned the two companies’ fiscal calendars. EMC closes in December and Dell closes in January. The combined company will follow Dell’s calendar, which means that January is a bonus month for EMC partners. “We’re going to allow them to earn rebates and accrue MDF at the rates they are today against the targets they currently have,” she said.
Cook said that the decision to afford EMC partners an extra month fits into the company’s promises of being “simple, predictable and profitable” for its partners.
“Where there’s a jump ball or a tie or a decision to make, let’s go pro-partner. Let’s help them. Let’s just make sure they get into the one-time event — bringing the two companies together,” she said.