The Dell Technologies’ Global Channel is a $35 billion business, bigger than industry heavyweights such as Nike, Facebook and Starbucks, and still has a relatively low share of wallet with customers and partners. The opportunity is enormous, and given the ongoing interest in the Dell and EMC combination, customers want to hear more on the full range of products and services Dell EMC can bring to bear, said Dell EMC on its official blog.
Dell EMC officially launched its unified partner program three months back. This week at the Dell EMC Global Partner Summit [as part of Dell EMC World 2017] in Las Vegas, John Byrne, President, Dell EMC Global Channels, unveiled his vision for the Global Channels organization.
“Make no mistake: we have ambitions to be number One. We want to be the best and the biggest Channel player in our industry,” Byrne revealed as mentioned in a blog post. “And you want to know a secret? I know we’re going to do it.”
Since February, the Dell EMC Partner Program has rolled out one, unified program, one Partner Portal, Rules of Engagement, simplified rebates, deal registration, and “made an incremental $150 million investment in incentives, among other initiatives,” it said.
Byrne announced the addition of Virtustream Enterprise Cloud to the Dell EMC Partner Program. This will provide Dell EMC channel partners with full Dell EMC Partner Program benefits when they sell Virtustream offerings, giving them the opportunity to accelerate their customers’ IT transformation with Virtustream Enterprise Cloud and Virtustream Storage Cloud.
The vendor also reminded Partners of Working Capital Solutions, the company’s offer of extended payment terms and increased credit capacity to enable Partners to grow their business faster. “Partners using Working Capital Solutions are growing at 24% premium versus Partners who aren’t,” Byrne revealed.
“The channel matters to me personally,” said, Michael Dell, Chairman and CEO, Dell Technologies. “We have the strongest and broadest Partner community in the world.”
“There are enormous cross-selling opportunities across the full portfolio – those are opportunities to make meaningful impacts for our customers,” Dell said.
There is a $75 million opportunity available for partners who attach services said Dell EMC.
There is an exciting rebate for partners who resell Dell EMC services which is up to 1 percent of overall revenue that is in the partner program. Partners can also get certification which can benefit the customers. The company imparts this through consulting services, deployment services, support services and training and education services.
At the recent Dell EMC World event, the company unveiled the new Marketing Campaign Center and Partner Academy, found on the Partner Portal, which are a set of tools and resources to help partners build their own marketing campaigns. Included in the Marketing Campaign Center are marketing content partners can use as pieces or wholesale to help drive awareness for their business and Dell EMC. It includes helping partners with content syndication, social assets, and campaign playbooks.
Cheryl Cook, SVP, Global Channels Marketing, Dell EMC said, “We know partners are invaluable at helping tell the Dell EMC story and it’s a win-win for them and for Dell EMC. We are investing in the capabilities and assets to help make it easier for partners to be successful and win new business.”