Dell EMC announced the launch of the integrated Dell EMC Partner Program, built from the ground up while preserving the best of two world-class legacy programs.
The new program tiers, developed for Dell EMC Partners to establish a path to level-up, include Titanium, Platinum and Gold, as well as a new status level within the Titanium Tier, Titanium Black. Benefits to solution provider partners include generous rebates focused on profitable behaviors such as driving new business, service sales (inclusive of consulting, deployment, support and education services), training participation and selling the full portfolio. As a partner progresses their tier, their benefits increase.
The Titanium Black Status is an invitation only, special designation created to strengthen the relationship with partners who are aligned with Dell EMC. The program embraces the entire Dell EMC partner ecosystem, inclusive of solution providers, cloud service providers, strategic outsourcers, OEM partners, systems integrators and distribution partners. The program includes unique tracks with specific advantages and incentives that align to a particular partner type and attained tier designation.
As part of this full ecosystem strategy, included as well is the “Powered by Dell EMC” brand program for those businesses that embed Dell EMC technologies into the marketplace.
Distribution Partners Distribution is a key component to help partners deliver for their customers and Dell EMC is investing to grow this business. The distribution program offers a set of benefits, which include base rebates paid back to dollar one of sales, growth accelerators based on targeted partners and lines of business and services rebates.
In addition, earned quarterly market development funds (MDF) can be spent on activities such as enablement, demand generation and headcount. All distribution partners that are authorized by Dell EMC will be granted status as an Authorized Distributor, which each will maintain by meeting annual minimum revenue, services penetration rates and training competencies requirements.
Dell EMC plans to consolidate the list of distribution partners in the new program, and partner more closely with key global distribution partners who are placing bets on the company. Dell EMC will maintain a smaller set of local distribution partners by country.
Through a fully integrated and streamlined process, as well as a globally enforced Partner Code of Conduct, the Deal Registration program helps protect those partners who actively promote Dell EMC’s products and solutions to their customers. Partners with registered and approved opportunities receive both advantaged pricing as well as protection from direct sales conflict.
Infrastructure Solutions Group (ISG) Incumbency for Commercial Accounts Dell EMC’s vision is for partners to extend their reach into new and existing markets as a true extension of our entire salesforce. As such, Dell EMC is evolving its current Line of Business (LOB) Incumbency for Storage program to ISG Incumbency in its Commercial Sales segment, which provides incumbency across all ISG lines of business including Server, Networking, Storage, Backup, Converged/Hyperconverged and Solutions on qualifying accounts. ISG Incumbency will provide more predictability than ever before to enable partners to aggressively grow their business with Dell EMC. ISG Incumbency allows us to mutually play to win with our partners.
Dell EMC launched the LOB Incumbency for Storage program in October 2016. This program recognizes the relationships partners have established with customers based on historical business performance with the goal to minimize direct conflict and ensure alignment between the Dell EMC sales team and the incumbent partners. Now evolving to a more comprehensive ISG Incumbency model where rather than providing incumbency for a specific line of business in an account, qualifying Commercial accounts will receive incumbency across all ISG lines of business including Server, Networking, Storage, Backup, Converged/Hyperconverged and Solutions. ISG Incumbency will protect the entire datacenter solution and enable cross-selling of the full ISG portfolio.
In addition, partners are provided the opportunity to earn incumbency on new customers or new lines of business on existing customers across the ISG portfolio. Operationalizing the ISG Incumbency program is actively being worked with details to follow.
