Protecting Partners’ Relationships: Expanded Incumbency
- Opportunities to achieve incumbency across Server, Storage, and Networking solutions business – for new enquiries as well as historical look-back.
- Incumbency across all three ISG lines of business (LOBs): Storage, Server and Networking for qualifying Commercial accounts.
- Incumbency on Dell EMC Client Solutions on a go-forward basis in Commercial accounts.
As one of the core tenets of the Dell EMC Partner Program, Dell EMC recognises the importance of a predictable sales engagement model, offering deal protection for all partners with registered incumbent accounts. This ensures that the relevant teams have full visibility into qualifying accounts and ongoing deals whilst allowing Dell EMC to work more closely with partners to provide all of the necessary resources and support to effectively drive and close new business.
Dell EMC Networking X-series – The First Distributor Exclusive Product Line
Dell EMC has announced that its Networking X-Series portfolio will now be available to customers and partners exclusively through its Distribution Partners. By converting the X-Series to a distribution-exclusive product, Dell EMC demonstrates its continued commitment and investment in channel growth for the Dell EMC Infrastructure Solutions business.
The Dell EMC Networking X-Series is a family of smart, web-managed 1GbE and 10GbE switches, designed for SMBs that crave enterprise-class network control, fused with consumer-like ease. It offers:
- Sleek, intuitive management with a revolutionary graphical user interface (GUI) for ease of setup and actionable monitoring.
- Enterprise-class features including Power wireless access points, phones, cameras, compact switches and other network devices directly from the network using Power over Ethernet (PoE) and PoE+ models.
- Models to fit a variety of needs, including compact eight-port models for flexible surface top, wall, or ceiling mounting choices.
Dell EMC believes that the X-Series provides the best opportunity for distributor empowerment and the realisation of tangible increases in campus networking revenues and market penetration. This go to market strategy is an evolution of Dell EMC’s wider networking strategy that earlier this year saw the N1100-ON series made available exclusively through the channel in EMEA, something that has now been replicated globally. Partners selling the N1100-ON series were provided with access to a comprehensive program of online and face-to-face training and enablement activities, including hands-on demonstrations, webinars and workshops across EMEA in the weeks following the official launch.
Virtustream Adds Enterprise Cloud to Global Dell EMC Partner Program
As a Dell Technologies business, Virtustream has added its renowned Enterprise Cloud solution platform to the Dell EMC Partner Program. Having made the Virtustream Storage Cloud solution available to partners in December 2016 – following increased customer demand for enterprise-class cloud storage – the Virtustream® Enterprise Cloud (VEC) solution will provide the Dell EMC partner ecosystem with cloud solutions that make a substantive impact on their customers’ digital transformation journeys.
Not only will Dell EMC partners be able to offer the flexibility of public cloud consumption with all of the performance and security benefits of private cloud through VEC, they will also receive many of the core benefits associated with the core Dell EMC Partner Program, including; tier credits and top rebate eligibility, effective immediately.
Dell Financial Services Furthers Channel Offerings
Dell Technologies has also rolled out flexible consumption models for IT from the desktop to the data centre to simplify adoption of technology for businesses. In doing so, Dell Technologies has recognised the increasing popularity of service driven offerings within the channel, responding to demand from customers by providing its partners with the necessary support to offer flexible financial solutions for SMEs all the way up to large corporate deployments. As part of this, partners will have access to:
- Cloud Flex for Dell EMC’s hyper-converged family of products, starting with VxRail and XC Series.
- Flex On Demand for all Dell EMC storage solutions, letting customers pay only for the storage capacity they need.
- PC as a Service – including the latest Dell PC hardware, peripherals, software for single, predictable price per seat per month.
Cloud Flex and Flex On Demand solutions include profit-share and Tier credit, whilst being subject to incumbency on Commercial accounts.
CSP and Outsourcer Track
The expanded 2017 Cloud Service Provider and Strategic Outsourcer track now includes opportunities for both Proposal and Earned BDF, as well as rebates based on sell-in revenues. In addition, Service Provider marketing resources have also been put in place to help partners to build programs and go-to-market activities that directly contribute to their success.
“These developments underline Dell EMC’s strategy to position its partners as strategic advisors that enterprises can trust,” said Michael Collins, senior vice president, Channel, Dell EMC EMEA. “We want our customers to know that Dell EMC’s partner ecosystem is steadfastly committed to understanding their immediate and future business IT needs and to providing tailored solutions that respond directly to demand for modern infratstructure. We believe that our latest updates to the Dell EMC Partner Program make us the leading long-term technology provider of choice to help channel partners satsify their customers and guide them along their IT infrastructure transformation journey.”
