Dell EMC Launches Post-Merger Partner Program

Dell EMC has launched its long awaited partner program, encompassing a structure that the company claims includes the best of the legacy programs that have preceded it.

The unified 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.

“Global business is rapidly changing as more and more customers prioritize investment in digital transformation,” said John Byrne, president of global channels. “We are truly providing the means and the opportunity along with the recognition and profitability that our partners want and deserve.”

The new program tiers include Titanium, Platinum and Gold, as well as a new status level within the Titanium Tier, Titanium Black.

Benefits to solution provider partners include rebates focused driving new business, service sales (inclusive of consulting, deployment, support and education services), training participation and selling the full portfolio.

The Titanium Black Status is an invitation only, special designation created to strengthen the relationship with partners who are extremely aligned with Dell EMC.

Benefits in the distribution program 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.

A new portal provides access to necessary tools such as rebate and MDF tracking, country-specific benefits and requirements, training and competencies, deal registration, quote tools, etc.

Channel Impact^®
Program details appear to be extensive and inclusive of a wide variety of players in the IT field. The most profitable incentives will target partners who build a solid practice around this vendor.