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Dell introduces ISV targeted IoT partner programme

Dell continues to make moves to bolster its position as an IoT player and has introduced a partner programme to help identify those specialising in this area

Dell has cut the ribbon on a IoT solutions partner programme designed to make it easier for partners to identify themselves as specialists in this area.

The vendor is reaching out to ISVs to encourage them to use its technology in their offerings to provide more features, including security and data analytics.

One of the challenges throughout the growth of IoT smart devices has been the worrying lack of thought given to issues like security or management leading some customers open to risk and corporates struggling to allow users to connect wearables and other devices to the network.

Dell lists the technology it can bring to bear covering intelligent gateways, embedded PCs, security, manageability tools, data center and cloud infrastructure and data analytic tools.

The firm is also trying to create 'use case blueprints' that will make it easier for partners to deploy IoT solutions and it is already working with Kepware and Software AG to develop predictive maintenance models.

As well as establishing a formal IoT partner programme, with three tiers of executive, associate and registered, Dell is also working with other vendors to be in the vanguard of IoT solution development.

The IoT partner programme includes working with firms that have expertise in key verticals and kicks off with names on board including GE, SAP, Software AG, Microsoft, OSIsoft and others.

Dell also stressed that it would continue to build relationships with systems integrators that have vertical expertise.

“Dell believes that opportunities increase when you help others win,” said Andy Rhodes, executive director, commercial IoT solutions, Dell.

The three levels

Registered partners might be doing enough to get the public backing of Dell but do not have enough experience to get the sort of recommendation other tiers will receive

Associate can deliver more differentiated and proven solutions when compared to the registered level

Executive are those that have a stand out proposition and are seen as 'best in class' with a proven ability to deliver

“We are passionate about collaborating with this strong group of companies and believe ISVs are critical in building the bridge between the exciting industry potential of IoT and profitable market reality.”

The gist of the partner programme is to recognise the ability of the channel player to perform in the market and it will try to differentiate on the basis of solution value, differentiation and maturity.

Most of the vendors that Dell is working with have also been actively driving their own IoT activity with GE launching its own Digital Alliance programme back in February.

Denzil Samuels, head of global channels and alliances at GE Digital, said that Dell could bring security and manageability expertise that it could then combine with its own technology to provide customers with a stronger proposition.

Other vendors, including Microsoft and Software AG, also commented on how it was keen to integrate its technology into a wider IoT solution that included features that Dell could bring into the mix.

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