Dell EMC's top level partners are being given the opportunity to buy VMware software from the vendor to make sure they can deliver a more complete solution.
The vendor has taken steps to help its level one titanium and titanium black partners get access to VMware software after the channel expressed an increasing demand for them to combine that technology with the hardware it is selling from Dell and EMC.
The latest move will not have any impact on the VMware channel partner programme and Dell EMC's distributors have been briefed on the plans and have reportedly given it their blessing.
Michael Collins, senior vice president for Dell EMC Channel Business in EMEA, said that it had always promised partners that it would be simple, predictable and profitable and it had to respond to the demand from its largest partners to make it simpler to add VMware to a converged solution sale.
The scheme is in pilot mode for the second half of this year and being run in the UK and France in Europe as well as the US, Canada, Mexico and Brazil with plans to potentially extend it to other countries in the future.
Collins said that it had made the moves to ensure that partners could sell converged solutions more easily: "It makes sense given the Dell Technologies brands and we have the option to enable our large partners [to sell VMware]."
He added that for those selling enterprise license agreements (ELAs) it would take some of the pain out of the traditionally complex process of getting the licensing sorted for users.
"We have been in close conversations with large distributors for many months. Distributors are more excited about the future opportunity with Dell EMC, than concerns over Dell EMC distributing," he added.
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Collins said that he had personally spoken to Arrow, Ingram Micro, Tech Data and Avnet and there had been, "extremely thorough and professional communications to make sure priorities are aligned". Other senior memers of the vendor's channel team have spoken with other distributors in the UK and France.
Most of those partners that will be eligible to buy VMware through Dell EMC are already selling the virtualisation software but will now have more choice about how they pull it all together.
"The value of the flexibility is that it can make it more seamless," added Collins "When the solution is primarily Dell EMC it is a more seamless way to price."