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​Partners that push all product lines will shine for Dell EMC

​Partners that push all product lines will shine for Dell EMC

Vendor deep dives into new tiering models as combined partner program release nears.

John Byrne - President of global channels, Dell EMC

John Byrne - President of global channels, Dell EMC

Dell EMC will reward partners selling across the entire technology spectrum, pushing the vendor’s products across hybrid cloud, software-defined data centre, converged infrastructure, platform-as-a-service, data analytics, mobility and cyber security.

As the channel awaits the newly combined partner program - set for release on February 1 - the new-look vendor has finalised plans to honour resellers selling all lines of business to customers.

The program will encompass the entire Dell EMC partner ecosystem, inclusive of solution providers, cloud service providers, global alliances, OEM solutions partners and distribution, recognising those focused on new business and services.

Under the new program, partners will have access to the wider Dell EMC portfolio, and will be encouraged to sell across all product sets through new tiering models.

As reported by ARN, program tiers will include Gold, Platinum and Titanium, as well as an exclusive, Titanium Black partner tier for the highest performing partners.

Crucially however, the move will see partners “status matched” as the combining of two channels takes shape.

“Partners who are members of both legacy programs and meet the requirements of each will be awarded the higher status of the two,” Dell EMC president of global channels, John Byrne, said.

“For example, if a partner is Preferred in Dell PartnerDirect and Gold in the EMC Business Partner Program, that partner’s new Dell EMC Partner Program Tier will be Platinum. It’s just the right thing to do.”

As explained by Byrne, in either legacy program, partners are required to meet the FY16/17 revenue and training requirements for specific tiers to ensure a “status match”, with Dell PartnerDirect Premier+ and EMC BPP Platinum partners set to be ranked Titanium in the new FY18 tier.

In addition, Dell PartnerDirect Premier and EMC BPP Gold partners, alongside Dell PartnerDirect Preferred and EMC BPP Silver partners, will be awarded Platinum and Gold statuses respectively.

Also, for Dell PartnerDirect Registered and EMC BPP Authorised partners, under the new partner program, they will take on an Authorised status.

“Tier levels align with key business models of partners, enabling flexibility where needed to meet customer needs,” said Byrne, when launching a preview of the program in October.

“Benefits will include generous rebates for channel partners who drive new business, attach services, sell the full portfolio and offer the portfolio exclusively.”

Under the moniker of Dell Technologies, the combined company comprises of Dell, Dell EMC, Pivotal, RSA, SecureWorks, Virtustream and VMware, serving 98 per cent of the Fortune 500 across the world.


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