Dell-EMC Combine Gives A Thumbs-up To Channels
Bangalore: Dell EMC today provided a preview of the new and highly anticipated Partner Program that aims to provide unprecedented business opportunities to partners while reaffirming the company’s commitment to the channel business.
Set to formally become effective next February, the program has been designed in collaboration with partners and draws from the best aspects of the partner programs of both Dell and EMC, prior to the two entities becoming a single company, post the merger that created a $74 billion behemoth.
Built on three core tenets—to be Simple, Predictable and Profitable—the new program will ensure partners have ample opportunity, business confidence and commensurate profitability regardless of their program tier, a press statement from the company said. Channel Times had discussed the new mindset at Dell EMC following the merger of the two companies (Read it here).
“The new Dell EMC Partner Program will bring together two great programs into one extraordinary program that enables our partners to leverage our industry-leading portfolio and accelerate their business quickly,” said John Byrne, President, Global Channel, Dell EMC.
In December, Dell EMC will announce tier thresholds for partners, providing a full six months for partners to ramp up to the new criteria. Program tiers, developed to elevate Dell EMC partners over competitors and establish a clear path to up-level, will include Gold, Platinum and Titanium, as well as an exclusive, Titanium Black partner tier for the highest performing partners. Tier levels align with key business models of partners, enabling flexibility where needed to meet customer needs. Benefits will include generous rebates for channel partners who drive new business, attach services, sell the full portfolio and offer the portfolio exclusively.
The expansive 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.
“The growth Dell EMC is experiencing in the channel is a brilliant illustration of our mutual success to date, and the new program is purpose-built to continue to fuel this momentum. Our partners wanted a program without unknowns, and this program provides that transparency while ensuring predictability and profitability. The opportunities to win big with this program and with Dell EMC are extraordinary. Our goal is to excite and delight this amazing and powerful partner community.”
Delivering on the commitment to make the program predictable and quickly profitable for channel partners, Dell EMC previously announced the Dell EMC Line of Business Incumbency Program for Storage, which enables channel partners to protect their investments with their installed base as well as expand to serve new customers interested in the full Dell EMC portfolio.
Dell EMC also extended the Dell FastTrack program to EMC Business Partner Program (BPP) participants, and expedited many Dell strategic partners into the EMC BPP. This enabled both Dell and EMC partners to immediately start selling the full portfolio of Dell EMC solutions and provides accelerated benefits to eligible partners.
The Key Benefits:
— Power of One: With its centralized model, the Dell EMC Partner Program will offer partners the best of prior programs and much more
— Improved Processes: One partner portal with single sign-on, one deal registration and one Line of Business Incumbency Program for storage
— Simplified Training & Compliance: Same training as direct sales teams receive
— Transparency: Annual program strategy with mid-year compliance review
— Predictable and Market-Aligned Thresholds and Targets: Partners will receive tier thresholds in December
— Profitable: Rewards focused on new business and services, and selling the full portfolio