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PARTNER PROGRAMME
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Dell EMC launches unified
partner programme
partners who actively promote Dell EMC’s
products and solutions to their customers.
Partners with registered and approved
opportunities receive both advantageous
pricing as well as protection from direct
sales conflict.
Growth opportunities
The new programme gives resellers
a choice of how to tap into growth
opportunities with services. Partners can
resell Dell EMC Services to earn lucrative
rebates and contributions to tier level
requirements, or those who obtain service
competencies in consulting, support and
deployment can co-deliver or deliver Dell
EMC services themselves.
The opportunity for profitability is a
cornerstone of the programme, rewarding
eligible partners with lucrative rebates.
Base rebates and growth rebates reward
partners who successfully grow their
respective Dell EMC lines of business over
time. And partners who attach services
to expand into new lines of business can
earn additional rebates on top of the base
and growth rebates.
Unified partner portal
To enhance the partner experience, there
will be one portal for the Dell EMC Partner
Programme, streamlined with distinctive
views for each partner type and partner
track. This provides partners with a wealth
of necessary enabling information.
Through the portal, Dell EMC partners
will have access to rebate and market
development funds (MDF) tracking, sales
and marketing tools, programme guides
and event kits, country specific benefits
and requirements, FAQs, training and
competencies, deal registration, services
and support resources, quoting and
purchasing tools.
Cloud Partner Connect
Dell EMC is committing additional
investments in the cloud service provider
track of the new partner programme. These
investments start with increased go-to-
market resources and the instantiation of a
service provider solutions engineering team,
all backed up by new revenue-based rebates
and access to both earned- and proposal-
based business development funds.
The Cloud Partner Connect initiative
facilitates building resale relationships
between solution providers and cloud
service providers. It allows solution
providers to expand their offerings to
include leading cloud services for their
customers, with minimal investment and
powered by Dell EMC.
The OEM Partner track was created to
better serve the needs of Dell EMC OEMs
and their customers. OEM partners are
hand-selected based on their resources and
capabilities and are dedicated to helping
OEM customers bring products to market
efficiently. These partners complement Dell
EMC’s offerings by providing value-added
services, such as custom hardware and
software integration, final assembly and test,
financing options, inventory management,
consolidation and shipping, custom support
engagements and supply chain solutions.
In partnership with leading financial
institutions, Dell EMC also offers extended
payment terms and increased credit
capacity to enable its partners to grow
their businesses faster.
Distribution partners
The company plans to consolidate the list of
distribution partners in the new programme
and partner more closely with key global
distribution partners. Its distribution
programme offers a comprehensive set
of benefits, which includes base rebates,
growth accelerators based on targeted
partners and lines of business and services
rebates. In addition, earned quarterly
market development funds can be spent
on activities such as enablement, demand
generation and headcount.
Distributors will maintain ‘authorised’
status by meeting annual minimum
revenue, services penetration rates and
training competencies requirements.
Commenting on the new programme,
John Byrne, President, Global Channel,
Dell EMC, said: “Dell EMC provides vast
opportunities to our partners through an
industry leading portfolio of innovative
products, services and solutions, and now
with the Dell EMC Partner Programme,
provides the support and programmes for
partners to excel.”
The new Dell EMC Partner Programme
embraces the entire Dell EMC partner
ecosystem, inclusive of solution
providers, cloud service providers,
strategic outsourcers, OEM partners,
systems integrators and distribution
partners. According to the company, it
preserves the best of legacy Dell and
EMC programmes and rewards partners
who sell the full portfolio, including
services, helping them to grow their
business and win new customers.
“We’ve diligently designed the Dell
EMC Partner Programme to be the most
desirable in the industry,” said Michael
Collins, Senior Vice President, Channel,
Dell EMC EMEA. “We’re ‘all in’ with our
partners and invested in their success.”
Three tiers
Programme tiers include Titanium,
Platinum and Gold. There is also an
invitation-only Titanium Black Status, a
special designation created to strengthen
the relationship with partners who are
extremely aligned with the company.
Benefits to solution provider partners
include generous rebates focused on
profitable behaviours such as driving new
business, service sales, training participation
and selling the full portfolio. As a partner
moves through the tiers, benefits increase.
Dell EMC says that it is committed
to rewarding partners for driving new
business. Through a fully integrated and
streamlined process, as well as a globally
enforced partner code of conduct, the
deal registration programme helps protect
Benefits to
solution provider
partners include
generous
rebates focused
on profitable
behaviours
Developed in collaboration with partners globally, the new
initiative has been designed to address partners’ requirement
for a simple, predictable and profitable programme that
enables growth
Michael Collins,
Senior Vice President,
Channel,
Dell EMC EMEA
