The beginning of the new Dell EMC fiscal year in February is always the time for the most significant changes to their partner program, although the company acknowledged the changes this year are more about fine-tuning.
Joyce Mullen comes over from the OEM side, but brings her old responsibilities with her. She also indicates that no serves in the Dell EMC partner policy established under John Byrne should be anticipated.
Dell EMC has announced its thresholds and tiers for 2018, and while there are some changes from the previous system, the biggest, by far, is the emphasis on services for tier eligibility, not just for rebates.
While Canadian customers have a generally accurate reputation for being late technology adopters, Dell EMC execs at last week’s Toronto forum said that they are seeing movement towards newer Dell Technologies offerings.
Chad Sakac, president of Dell EMC’s converged platforms division laid out the company’s digital transformation strategy, why it’s often still hard for customers to grasp, and the role the channel can play in assisting with that.
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.