The guiding philosophy of the program remains fixated on the simple, predictable and profitable principles, but quite a few tweaks have been made to the program, many of them significant, and most of which are likely to please partners rather than make them grumble.
Canadian partners selling into approximately 1,000 designated accounts in the Commercial segment in Canada will receive additional incents, and Partner of Record Status if they win the deal. The same status is not yet there for Enterprise accounts, but the company says that they are working on it.
Dell EMC’s quarterly Partner Broadcast was mainly about recounting their many trumps in the first half of the year, but there was some new news here which will interest their channel partners.
Dell EMC finally made its long-awaited breakthrough in storage in the first quarter – even though on a year-over-year basis, channel storage business was actually down. It’s seen as more of a statistical fluke, rather than the harbinger of an unwanted trend, and considerable confidence around storage exists going forward.
At their Global Partner Summit kicking off their Dell Technologies World, Dell EMC delineated their channel strategy for the year ahead, and a lengthy list of program offerings designed to help execute it.
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.
Dell EMC Canada channel chief takes a look back at the company’s busy 2017, and look forward to plans for 2018 in this edition of the podcast.
Dell EMC is also planning some additional initiatives for later in the new fiscal year around solutions-based competencies.
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.
