Dell EMC Launches New Integrated Partner Program
February 08, 2017
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Dell EMC announced the official launch of the 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.

“Global business is rapidly changing as more and more customers prioritize investment in digital transformation. Dell EMC and its partners are uniquely positioned to help customers through this evolution,” said John Byrne, President, Global Channel, Dell EMC. “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 Program, provides the support and programs for partners to excel.”

Byrne explained, “We’ve diligently designed the Dell EMC Partner Program to be the most desirable program 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.”

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 focused on profitable behaviors 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.

Dell EMC 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 program helps protect those 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.
Infrastructure Solutions Group (ISG) Incumbency for Commercial Accounts

Dell EMC’s vision is for partners to extend their reach into new and existing markets as a true extension of our entire salesforce. As such, Dell EMC is evolving its current Line of Business (LOB) Incumbency for Storage program to ISG Incumbency in its Commercial Sales segment, which provides incumbency across all ISG lines of business including Server, Networking, Storage, Backup, Converged/Hyperconverged and Solutions on qualifying accounts. ISG Incumbency will provide more predictability than ever before to enable partners to aggressively grow their business with Dell EMC. ISG Incumbency allows us to mutually play to win with our partners.

To help partners plan their growth and protect their investments, Dell EMC launched the LOB Incumbency for Storage program in October 2016. This program recognizes the relationships partners have established with customers based on historical business performance with the goal to minimize 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, Backup, Converged/Hyperconverged and Solutions. ISG Incumbency will protect the entire datacenter 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. Operationalizing the ISG Incumbency program is actively being worked with details to follow.
Services

Partners can build deeper relationships, provide greater customer value and increase profitability when they supplement their own capabilities with Dell EMC Services. The new program 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.

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