Powering Innovation-Driven Growth for Partners with right Skills and Policies

Atul Mehta
Senior Director and General Manager – India Channels
Dell Technologies

As AI, edge, and multicloud continue to reshape business models, Dell’s focus will be on helping partners evolve from solution providers to strategic advisors who drive innovation for customers. The future of the channel ecosystem will be defined by shared success powered by technology, trust, and a relentless focus on customer outcomes

The channel strategy of Dell Technology is built on the principle of shared growth ensuring that every policy we design helps partners align more closely with customer priorities while driving mutual profitability. We focus on clarity, consistency, and predictability in our programs so partners can plan long-term with confidence. Every evolution in our policies is guided by market feedback and business insights, ensuring we stay agile and relevant. The goal is to create a partner ecosystem that not only supports Dell’s strategic vision but also empowers our partners to differentiate themselves, expand capabilities, and deliver stronger outcomes for customers.

STRENGTHENING PARTNER ENGAGEMENT

Channel partners are integral to Dell Technologies’ overall success to deliver excellent customer experiences. They have always been the driving force behind Dell Technologies’ business growth, and we are committed to strengthening this ecosystem. Together, we have built one of the largest go-to-market engines in the industry, with partners contributing a significant percentage of our net revenue. We offer one of the industry’s broadest portfolios, from client devices to the data centre, underpinned by an unwavering commitment to driving positive impact for business, people and the planet.

Our partners are instrumental in extending Dell’s reach across geographies, industries, and customer segments. They help us identify emerging opportunities, particularly in mid-market and regional economies, where digital transformation is accelerating. Through our go-to-market initiatives, we are enabling partners to deliver integrated, outcome-based solutions that address specific customer challenges. This collaboration not only fuels Dell’s growth but also creates new revenue pathways for our partners — from as-a-service models to AI-driven infrastructure solutions. Together, we are driving innovation-led expansion into untapped markets and shaping the next phase of technology adoption.

EMPOWERING PARTNERS IN THE TECH ERA

We are empowering partners to lead in the AI and multicloud era through training, tools, and access to Dell’s broadest technology portfolio. We launched the 2025 Dell Technologies Partner Program delivering a simplified structure focused on accelerating growth and collaboration across critical technologies across Storage, Client, Networking and AI. The new program will enable partners with access to AI-enabled architecture such as the industry-leading Dell AI Factory portfolio to help them build AI capabilities.

The 2025 Partner Program includes:

AI Networking Multiplier: Dell and its partners have a joint opportunity with the infrastructure that supports AI solutions including data management, power and cooling and networking. Dell is doubling down on its base incentive for AI Networking with a 3X multiplier on the Dell PowerSwitch Z-series.
Competencies: Dell updated its Data Science & AI training competency to enable partners on Dell’s offerings across Dell AI Factory and on positioning Dell products for AI.

Dell Services: Dell Asset Recovery Services will help partners plan for the PC refresh by securely and responsibly retiring legacy IT assets to drive environmental impact. To help assist partners with increased metal tier services revenue thresholds, Dell is retaining a 3X services tier revenue accelerator for all storage-attached services.