Dell EMC has debuted its preferred channel programme for the enterprise, bringing together Dell Technologies and Dell EMC's enterprise sales vision to offer a unified platform for partners to sell solutions to the enterprise.
The new programme will comprise dedicated channel team members to support sales staff in its Enterprise Preferred accounts, better front-end margins to help partners become more profitable and joint account plans that means there will be more transparency for everyone involved and an improved experience for customers.
Dell EMC explained it would introduce more competitive pricing with eligible storage opportunities offering an acquisition deal registration bonus with an incremental discount.
Some whitespace accounts within the Enterprise Preferred segment for either Storage or Infrastructure Solutions (ISG) will be delivered through an earned partner of record model, meaning partners will own the datacentre in that account - an extra incentive for enterprise partners to be committed to the Dell EMC brand.
"Our partners have told us they want more predictability in engagements; more front-end margins so their sellers can retire quota more quickly; and more speed and simplicity around quotes and deal registration," Joyce Mullen, president of Dell EMC's global channel OEM & IoT division. "We took this feedback to heart and are empowering Dell EMC partners to attack the market."
Depending on the success of this new enterprise preferred partner programme, Mullen said the company may launch a similar scheme in Dell's commercial segment later this year.
"We believe this approach will give us opportunities across the board, but this is particularly true when it comes to customers looking to solve storage issues," she said. "We have all the ingredients available for customers to effectively deploy and derive greater value from their storage solutions – an extraordinary channel storage business, remarkable direct sales expertise, and industry-leading solutions."
