April 30th, 2018 by Adam Armstrong
Dell Technologies Expands Partner Programs
Today at Dell Technologies World 2018, Dell Technologies announced it is investing in new programs, incentives and solutions designed to fast track its channel partners’ delivery of digital, IT, security and workforce transformations for their customers. With 5,000 partners in attendance, the company will be announcing new Advantage framework, a new Dell EMC Ready Stack program, and a new rewards program.
The new Advantage framework is designed to make it easy for customers to work across the Dell Technologies family of businesses with engagement, tools and incentives while at the same time having their own independent program. The framework doesn't replace the program that partners already have but adds capabilities and certifications making it easy to more efficiently deliver positive business outcomes from across the Dell Technologies portfolio. The new Advantage framework will also nicely compliment the existing Dell EMC Partner Program, which is also updated with new features and capabilities.
For channel partners that deal in converged infrastructure stack solutions, the new Dell EMC Ready Stack program aims to simplify the process for current and future offerings. This includes Dell EMC storage (e.g., Unity, SC Series, XtremIO, Isilon), Dell EMC PowerEdge servers, Dell EMC Data Protection and optional Dell EMC open networking, with support for multiple hypervisors, bare metal and containers. The Ready stack program also offers ways for partners to talk to customers looking to build systems version the turnkey CI and HCI systems offered by Dell EMC.
One area where partners and customers keep a close eye on is emerging technologies. To help partners seize on these opportunities, Dell Technologies will be introducing new Solutions Competency offerings that include HPC, Data Analytics, Business Applications, and Security (IoT is already offered). On top of solutions competency offerings that will help grow revenue, the company is expanding on its deployment competencies. Over the last twelve months partners who have leveraged these deployment competencies have seen a 2x increase in their average deal size.
Dell Technologies is also offering an opt-in points-based reward program, the Dell EMC MyRewards Program. This new program will replace the existing Partner Advantage and Sell & Earn programs. This new program will offer bigger and better promotions with up to 3x bonus payout and simplified, express claiming globally. The Dell EMC Partner Program also is delivering enhanced rebates focused on driving new business, storage refresh and attaching Pro-Support Plus to storage.
New elements include:
- The new demo program provides tiered partners with the ability to use earned MDF to purchase any storage, converged infrastructure, hyper-converged infrastructure and data protection solutions at a discount.
- The Proof of Concept (POC) program removes complexity around partner-led POCs, streamlining the approval process and enabling Titanium partners to independently lead POCs at end user locations with no-cost hardware, software, pro-support and shipping.
- The new IT Transformation campaign helps tell the connected story, positions business outcomes and drives consultative selling, all positioning the value of the Dell Technologies portfolio. Through this initiative, Dell EMC will deliver marketing content organized across the buyer’s journey and giving partners access to industry analyst research to build their business case based on customer outcomes and business benefits.
The Dell EMC Ready Stack Program is available now via the Dell EMC Partner Portal.