Dell EMC brings Integrated Partner Program
Dell EMC has launched an integrated Dell EMC Partner Program, built from the ground up while preserving the best of two world-class legacy programs. The program establishes one extraordinary new program that addresses the needs of partners today and into the future. Developed in collaboration with partners globally, the program’s primary tenets are to be simple, predictable and profitable.
“Channel partners, system integrators and distributors play a critical role in empowering Dell EMC’s customers on their path towards Digital Transformation. Built on three core tenets – to be Simple, Predictable and Profitable – the new Dell EMC Partner Program will ensure all partners are adequately equipped to stay relevant in a fast-changing marketplace and achieve profitability, growth and success. We believe the new partner program will further catalyze our go-to-market strategy and growth of the business as we seek to become the industry’s most trusted advisor to our customers,” says Anil Sethi, Vice-President – Channels, Dell EMC India.
The new program tiers, developed to elevate Dell EMC Partners over competitors and establish a clear path to level up, include Titanium, Platinum and Gold, as well as a new status level within the Titanium Tier, Titanium Black.
Benefits to solution provider partners include generous rebates focussed on profitable behaviours such as driving new business, service sales (inclusive of consulting, deployment, support and education services), training participation and selling the full portfolio. As a partner progresses their tier, their benefits increase.
The Titanium Black Status is an invitation only, special designation created to strengthen the relationship with partners who are extremely aligned with Dell EMC.
The unified program embraces the entire Dell EMC partner ecosystem, inclusive of solution providers, cloud service providers, strategic outsourcers, OEM partners, systems integrators and distribution partners. The program includes unique tracks with specific advantages and incentives that align to a particular partner type and attained tier designation.
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.
Distribution is a key component to help partners deliver for their customers and Dell EMC is investing to grow this business. The distribution program offers a comprehensive set of benefits, which include base rebates paid back to dollar one of sales, growth accelerators based on targeted partners and lines of business and services rebates. In addition, earned quarterly market development funds (MDF) can be spent on activities such as enablement, demand generation and headcount. All distribution partners that are authorized by Dell EMC will be granted status as an Authorized Distributor, which each will maintain by meeting annual minimum revenue, services penetration rates and training competencies requirements. Dell EMC plans to consolidate the list of distribution partners in the new program, and partner more closely with the key global distribution partners who are placing bets on the company. Dell EMC will maintain a smaller set of local distribution partners by country.
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