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PARTNER PROGRAMME
Built from the ground up, the
company stated that the new
programme 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.
The now unified programme embraces
the entire Dell EMC partner ecosystem,
inclusive of solution providers, cloud
service providers, strategic outsourcers,
OEM partners, systems integrators and
distribution partners. It includes unique
tracks with specific advantages and
incentives that align to a particular partner
type and attained tier designation.
Michael Collins, Senior Vice President,
Channel, Dell EMC EMEA, said: “We’ve
diligently designed the Dell EMC Partner
Programme to be the most desirable in
the industry. We are truly providing the
means and the opportunity along with the
recognition and profitability that our partners
want and deserve. We’re ‘all in’ with our
partners and invested in their success.”
Rewarding partners
The new programme tiers include Titanium,
Platinum and Gold. There is also a new
status level within the Titanium Tier –
Titanium Black. The Titanium Black Status
is an invitation only, special designation
created to strengthen the relationship with
partners who are extremely aligned with
Dell EMC.
Benefits to solution provider partners
include generous rebates focused 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.
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 partners who
actively promote Dell EMC’s products and
solutions to their customers. Partners with
registered and approved opportunities
receive both advantaged pricing as well as
protection from direct sales conflict.
The new programme also gives partners
a choice on how to tap into the 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 company says its vision is for
partners to extend their reach into new
and existing markets as a true extension
of its entire salesforce. As such, it is
evolving its current Line of Business (LOB)
Incumbency for Storage programme to
ISG Incumbency in its Commercial Sales
segment. To help partners plan their growth
Dell EMC has developed its new unified partner programme in collaboration
with partners globally. The integrated offer has been designed to address
partners’ requirements for a simple, predictable and profitable programme
that enables growth
Dell EMC launches
new integrated partner
programme
and protect their investments, it launched
the LOB (line of business) Incumbency for
Storage programme in October 2016. This
programme recognises the relationships
partners have established with customers
based on historical business performance
with the goal to minimise direct conflict and
ensure alignment between the Dell EMC
sales team and the incumbent partners.
Now evolving to a more comprehensive
ISG Incumbency model where rather
than providing incumbency for a specific
line of business in an account, qualifying
commercial accounts will receive
incumbency across all ISG lines of business
including server, networking, storage,
back-up, converged/hyperconverged and
solutions. ISG Incumbency will protect
the entire datacentre solution and enable
cross-selling of the full ISG portfolio.
In addition, partners are provided the
opportunity to earn incumbency on new
customers or new lines of business on
existing customers across the ISG portfolio.
The opportunity for profitability is a
cornerstone of the programme awarding
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 providing 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.
Partners with
registered
and
approved
opportunities
receive both
advantaged
pricing as
well as
protection
from direct
sales conflict
Michael Collins,
Senior Vice
President Channel,
Dell EMC EMEA
