New Dell EMC Channel Partner Program

News Summary:

New Dell EMC Partner Program revealed
Developed in collaboration with Dell EMC partners, program combines best of legacy programs for success
Ensures continued deal flow and protection of channel partner investments
Lucrative rebates
Channel opportunity for partners to go big and win big with approximately $35 billion of sales already flowing through the channel and growing faster than market

Dell EMC, a part of Dell Technologies, provided a preview of the Dell EMC Partner Program, set to formally become effective in February 2017.

Designed in collaboration with partners and drawing from the best aspects of the former Dell and EMC partner programs, the program will provide business opportunity for partners and reaffirms company’s commitment to the channel. Built on three core tenets – to be simple, predictable and profitable – the program will ensure partners have opportunity, business confidence and profitability regardless of their program tier.

In December, the firm will announce tier thresholds for partners, providing a six months for partners to ramp up to the new criteria. Program tiers, developed to elevate partners over competitors and establish a 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 rebates for channel partners who drive new business, attach services, sell the full portfolio and offer the portfolio exclusively.

The 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 ecosystem strategy, included as well is the ‘Powered by Dell EMC’ brand program for those businesses that embed technologies into the marketplace.

Delivering on the commitment to make the program predictable and profitable for channel partners, he firm 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 Dell EMC portfolio. The vendor 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 start selling the full portfolio of Dell EMC solutions and provides accelerated benefits to eligible partners.

Key Program Benefits:

Power of One: With its centralized model, the Dell EMC Partner Program will offer partners the best of prior programs and more
Improved Processes: One partner portal with single sign-on, one deal registration and one Line of Business Incumbency Program for storage
Simplified Training and 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

The Dell EMC Partner Program will go live February 1, 2017, with further details being announced in the coming months.

“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. “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.“

“The new program provides partners with clear opportunities for growth,” said Cyndi Privett, principal analyst, Viewpoint Research, Inc.. “There is an obvious emphasis in further developing and investing in partners and protecting their investment in Dell EMC through the program – this should serve Dell EMC and its partners and customers well.“

“The new program provides the transparency and continuity we needed, as well as the opportunity for greater profitability we wanted,” said Scott Winslow, president, Winslow Technology Group, LLC. “We know we’re going to drive more revenue with Dell EMC, that top line is certainly going to grow.“

“Working with Dell EMC provides a big opportunity for us,” said Stefan Langhirt, SVP, corporate strategy and business operations, Profi Engineering Systems AG. “The breadth of the portfolio is extraordinary and will help us to serve our customers in the best possible way.“

“The new Dell EMC Partner Program is an industry game changer,” said Dan Serpico, CEO, FusionStorm, Inc.. “Dell and EMC truly listened to their partners, and the resulting program gives me confidence I can sustain my current revenue stream and create brilliant opportunities to grow it even further.“