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June 2018

Dell builds on the incumbency programme

In February 2017, Dell EMC unveiled its “historic” – Dell EMC’s word, not mine – unified partner programme. At the time, the vendor claimed it had established an “extraordinary new programme that addresses the needs of partners today and into the future”. Kevin Rhone, director of channel acceleration at Dell EMC enterprise strategy group, argued it went “above and beyond what we’ve seen previously in the industry in terms of partner support and recognition. No doubt this will be highly lucrative to partners and Dell EMC, and will enable further growth throughout the industry”. In addition to outlining plans to consolidate its list of distribution partners, Dell also announced plans to widen its line of business (LOB) incumbency for storage to cover the infrastructure solutions group (ISG) portfolio, including server, networking, storage, backup, converged/hyper-converged and solutions on qualifying accounts. LOB was designed to protect the established storage relationships partners had with customers based on historical business...

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