Dell EMC’s VP of North American Distribution emphasized why partners need to sell more through distis at the Dell EMC Canada Partner Summit, and while it had the something of the air of preaching to the converted, there was a clear theme being stressed.
The program, which Tech Data sees as a differentiator for them in the market, is designed to provide a repeatable cloud data migration and integration framework that will provide a proof of value in under 30 days.
The distribution agreement formalizes a working agreement which began around the companies’ mutual relationship with ConnectWise, and while this one is for Canada only, a U.S. one is coming soon.
Out of the gate, Titanium Black and Titanium will be able to buy the VMware offerings for their solutions straight from Dell EMC, which will allow them to get full credit under VMware’s partner program for their purchases.
Pax8 and Datto have announced a strategic partnership, which is what a company that has not used distribution before calls entering into its first distribution agreement.
The program’s main element is an online tool that lets partners benchmark their cloud readiness against their peers and provides insights on increasing their cloud business.
Ingram Micro was the first broadline distributor to make a big push into the cloud. Now, as the cloud opportunity expands, it is fine tuning how it makes that push.
There has been a six month lag between D&H signing on Cisco Meraki in the U.S. and its availability in Canada, but the company thinks their partners – many of whom haven’t been selling cloud at all – will find it worth the wait.
Based in Europe, but operating in over 100 countries worldwide, Exclusive enters the U.S. for the first time. Fine Tech’s B.C.-based subsidiary is not, however, part of this deal.
Dell EMC recently made their X-Series network switch products their first distribution-only product, but while they will look at doing this with other products and services, don’t expect it to start a trend.
Myers’ retirement from Tech Data last month turns out to be an extended vacation, as the veteran distributor moves into Stefan Bockhop’s old position at Lenovo Canada.