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Dell EMC updates partner program a year after launch

Dell EMC updates partner program a year after launch

With new rebate structure, training improvements and MDF changes

Tian Beng Ng - Dell EMC senior vice president and general manager, Channels, Asia Pacific Japan

Tian Beng Ng - Dell EMC senior vice president and general manager, Channels, Asia Pacific Japan

Dell EMC has announced updates to its partner program first launched in February 2017.

The program was initially developed with the collaboration of partners globally, with the vendor now making updates in response to continued partner feedback.

“Our partners in APJ [Asia Pacific and Japan] are integral to our success as a business, and we’re constantly striving to improve our offering of support, incentives and resources to help our partners to grow hand in hand with Dell EMC,” Dell EMC senior vice president and general manager of channels APJ, Tian Beng Ng, said.

The updates follow the growth locally of more than 4,700 new customers added in the APJ region, alongside the inclusion of a new rebate structure with more opportunity for increased profitability, improvements to training, and changes to Marketing Development Funds (MDF) program.

Dell EMC said the program has increased partners' profitability with refined rebates and a simpler rebate structure, which includes “flexible” pay options.

Meanwhile, training requirements have been simplified and unified, with the roll-out of eight solutions competencies in 2018, starting with software-defined infrastructure, hybrid cloud and connected workforce competencies in the first quarter.

According to Dell EMC, the vendor has simplified the tracking of future activity or planning requests, also decreasing MDF administration.

As part of the continuous enhancement to the program, the company has extended its Future-Proof Storage Loyalty Program offering.

Dell EMC has also pledged to focus on industry verticals that offer the largest opportunity for partner growth including healthcare and life sciences, energy (oil, gas and utilities), video surveillance and SLED (state and local government, education).

The program’s tiers remain the same, that being Gold Platinum and Titanium, and the invite-only Titanium Black Status.

The vendor also sees opportunity in helping partners build solutions in some areas including IoT, AR/IR and machine learning.

“We have experienced phenomenal growth with our partners, and expect this momentum to continue this year,” Tian Beng added. “New opportunities, new technologies, and new customers are expanding the potential for us and our partners.

"As we refine the program to make sure we and our partners capitalise on the opportunity in APJ, we look forward to another year of productive relationships.”


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