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The announcement that Dell was buying EMC was described as ‘historic’ because of the size of the deal and the ambition from Michael Dell to create a mammoth IT supplier.
The H word is being used again to describe what the vendor sees as another historic day as it cuts the ribbon on its unified channel programme.
The lead up to the launch of the programme today has involved plenty of discussions with partners as Dell EMC aimed to deliver a result that combined the best features of both former vendor efforts.
Details have been emerging of the new tiered structure, with a Titanium status being launched for the first time, and from today the partner programme goes live.
One of the areas where Dell has worked hard to make sure the programme works for partners is around deal registration, with a zero tolerance policy for deal conflicts.
The vendor is working with a global partner code of conduct that it will enforce to make sure that those resellers that deliver new business are rewarded.
“We’ve diligently designed the Dell EMC Partner Program to be the most desirable program in the industry. We are truly providing the means and the opportunity along with the recognition and profitability that our partners want and deserve. We’re ‘all in’ with our partners and invested in their success,” said Michael Collins, senior vice president, channel, Dell EMC EMEA.
The announcement about the partner programme also came with confirmation that distribution numbers will be reduced.
“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,” stated the firm.
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Other features of the partner programme include the move to extend the recognition of incumbency of existing reseller customer accounts across all three of the vendor's Infrastructure Solutions Group. The firm had made the same provision for the storage group last October and it will now be added to the server and networking business.
Dell EMC Service is also on offer to help encourage partners to take some off the shelf offerings to increase sales and is highlighting the credit facilities it is offering with Working Capital Solutions.
From the week starting 20 February a single portal will go live for partners with all the information that partners will need, including:
Rebate and MDF tracking
Sales and marketing tools
Guides and event kits
Training and competencies
Quoting and purchasing tools