This is going to be a year when hyper converged infrastructure starts to break through and Dell EMC is making sure its partners are ready for that moment.
The vendor has added more rebates and incentives for those partners selling HCI, storage and services and will reward those that sell products with access to increased revenue tier attainment accelerators.
The enhancements to the Storage Loyalty Programme include the vendor also increasing the advice around how to win business with what are still for many users technologies that are still largely unknown.
Stewart Wilson, UK&I sales director for converged platforms & solutions division at Dell, said that the momentum in the market was shifting towards HCI with more customers opting for the option to consolidate infrastructure and reduce risk.
"This year is an important year for it and last year and the year before was about businesses getting confidence in this new architecture," he said.
"Adoption is accelerating massively on a global level as well," he added "There are tens of thousands of organisations out there that could benefit from adopting HCI and it would be remiss of us not to give as much [support] to the market."
Wilson added that with the HCI technology portfolio and the enhancements to the partner programme could result in the vendor attracting more resellers to the fold: "We always want to encourage more and more partners to work with us."
Andy Black, data centre solutions sales at CDW, said that it had seen a growth in demand for HCI from customers that wanted to consolidate their storage infrastructure and the opportunity was a wide one with both enterprise and mid-market customers looking for channel support.
"We have seen relatively complicated server and storage platforms collapse into this consolidated approach," he added "There is a big value proposition in hyper converged."
Wilson echoed that view and said that partners that embraced HCI would be in a strong position to meet the needs and demands coming out of customers going through the process of digitally transforming their businesses.