Dell EMC To Have Biannual Review For Partner Status
Mumbai: The newly formed Dell EMC is putting substantial resources to bring maximum value to its channel partners from the new partner program. In a latest update, the company is mulling to review its Partner status biannually. The company is reportedly informing its both EMC and Dell partners that they would be placed within the four major tiers that make up the Dell EMC channel program, once the new Dell EMC fiscal year gets started.
Cheryl Cook, global vice president for channel marketing at Dell EMC, told Channel Insider that, as part of an effort to engage more deeply with business partners on planning, the company expects to move to a biannual review process.
Dell EMC’s president of global channels, John Byrne, recently announced the vendor’s Partner Program Tier Status Match Strategy, which determines partner status in the new program.
Dell EMC revealed the new program tiers during its first combined Global Partner Summit at Dell EMC World held in October namely: Titanium, Platinum and Gold, and within Titanium, the uber-exclusive Titanium Black status.
In his blog, Byrne said Dell PartnerDirect Premier+ or EMC BPP Platinum partners will become Titanium partners, Dell PartnerDirect Premier or EMC BPP Gold will be Platinum and Dell PartnerDirect Preferred or EMC BPP Silver partners will fall into the Gold category. If a partner was a Dell PartnerDirect Registered or EMC BPP Authorized they will be Authorized partners in the new program.
Dell EMC is relying more than ever on partners to close deals following a merger that creates a massive product portfolio that the firm will need every indirect and direct sales representative to actively sell, the report said.
Dell EMC is also trying to make sure that partners don’t rest on their status laurels from the previous years, while continuing to take advantage of rebates and other channel programs. Like many IT vendors that have invested in advanced analytics, the company expects to have more real-time visibility into indirect sales. That, in turn, creates an opportunity to review a partner’s status more than once a year.
Earlier, Dell EMC hinted 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.