Dell’s (NASDAQ: DELL) channel chief has stepped in to reassure concerned SonicWALL resellers following the announcement of the network security specialist’s acquisition earlier this week.
“We have worked hard through previous acquisitions (EqualLogic, Compellent and Force10) to preserve their channel programmes and enhance our value-add through certification for all partners. Our goal is the same now,” said Dell’s VP and general manager, global commercial channels, Greg Davis, in his blog.
Davis concedes some partners feeling “anxiety” about the changes, but says he and his team have been reaching out personally to many SonicWALL partners since the announcement. He says: “I’d like to ask those I have not spoken with to take a look at our track record with previous acquisitions that had strong channel programmes and give us an opportunity to combine the best of the programmes for an even stronger PartnerDirect programme.” He also encouraged partners with concerns to contact him directly.
SonicWALL has 15,000 resellers worldwide. Dell says it plans to “take the very best” of SonicWALL’s Medallion Channel Programme and combine it with its own PartnerDirect programme.
“A benefit to SonicWALL’s channel members is that they will now have access to all Dell products, which we expect will open up new opportunities. And, Dell’s existing PartnerDirect channel partners will have access to sell SonicWALL products. This will enable all partners to grow their business in new directions.
“Over the past four years we have worked hard to alleviate member concerns and earn their trust,” he maintains.
“We have done this by creating and leveraging a firm deal registration process, which protects members who are creating and driving demand. We have neutralised sales compensation so that our direct account teams receive full credit for working with the channel, which we believe helps drive the right behavior. And finally, we operate with rules of engagement that have established great working relationships with our channel members. We will continue to do these things as we integrate the SonicWALL products into Dell,” he adds.
-
How the UK MoJ achieved secure networks for prisons and offices with Palo Alto NetworksCase study Adopting zero trust is a necessity when your own users are trying to launch cyber attacks
-
Putting small language models under the microscopeITPro Podcast The benefits of small language models are undeniable – but they're no silver bullet
-
Scale of Dell job cuts laid bare as firm sheds 10% of staff in a yearNews Dell Technologies’ workforce has reduced significantly in recent years, figures show, with headcount at the tech giant dropping by 10% in 2025 alone.
-
AMD names new VAR and SI commercial sales chief for EMEANews James Blackman is tasked with building a robust channel community in the region
-
Dell Technologies just revamped its Partner Program for 2025 – here's what to expectNews Dell Technologies has unveiled its revamped Partner Program for 2025, offering a range of new incentives for partners.
-
'Nothing is faster than the speed of human interaction': Dell orders staff back into the office as the company shakes up hybrid working practicesNews Dell Technologies has ordered staff to return to the office five days a week, according to reports, with some exceptions allowed for staff located too far from physical office sites.
-
Meta layoffs hit staff at WhatsApp, Instagram, and Reality Labs divisionsNews The 'year of efficiency' for Mark Zuckerberg continues as Meta layoffs affect staff in key business units
-
Business execs just said the quiet part out loud on RTO mandates — A quarter admit forcing staff back into the office was meant to make them quitNews Companies know staff don't want to go back to the office, and that may be part of their plan with RTO mandates
-
Microsoft tells staff it won’t follow Amazon or Dell on enforcing a return to the office – but there’s a catchNews While other big tech companies are forcing reluctant workforces back into the office, Microsoft isn’t following suit
-
Amazon workers aren’t happy with the company’s controversial RTO scheme – and they’re making their voices heardNews An internal staff survey at Amazon shows many workers are unhappy about the prospect of a full return to the office
