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Jim DeFoe

Jim DeFoe

Senior Vice President, Global Distribution
Jim DeFoe

Dell EMC Distributors + PowerEdge Servers. The Possibilities are Endless.

Distributor PowerEdge 14G

The following information is not intended for Dell or Dell EMC in Greater China (China, Hong Kong, Macau, Taiwan)

We recently celebrated our first anniversary as Dell Technologies, and the year has been nothing short of extraordinary. Our distributors have hit it out of the park—forging new paths with our expanded portfolio, and fueling growth in their existing accounts. Our portfolio plays a major role in this growth, and we’re constantly introducing new solutions that offer our Customers and Partners greater choice.

This summer, we launched the 14th generation of Dell EMC PowerEdge servers. They are the bedrock of the modern data center, and are flying off the shelves, with major thanks to our partners and distributors.

With the recent addition of six more solutions to  our award-winning* 14th generation PowerEdge server portfolio, we can promote an incredible breadth of products, resulting in comprehensive customer choice. And while Dell EMC PowerEdge servers are already the world’s bestselling server**, we still want to make it even easier for you to sell them. That said, we’re “creating a smart route to server business success, that’s tailored exclusively for our distribution partners.”

Supporting Your Business

We’ve told you before that we’re doubling down with distribution, and we’re staying true to our word. This month, we’re launching more sales and marketing support than ever before for Dell EMC distributors—including a distribution-exclusive PowerEdge server product hub, a distribution server campaign portal page, a new Distributor Advisory Board program and a newsletter specifically for distributors.

Your brand new distributors’ hub is home to a comprehensive range of tools and resources specifically designed to help boost your server business—everything from product emails and copy blocks, to battlecards and quick reference guides. It gives you all the sales and marketing collateral you need to promote the PowerEdge server portfolio to your partners.

We’re also investing upwards of $1 million in server equipment across select Distributors’ labs over the next six months. We see the value our Distributors provide, and it has largely influenced our huge growth in this space—up 22% Y/Y in Q2 alone!

To access the full range of dedicated Dell EMC PowerEdge Server 14G resources, visit your brand new Distributors’ PowerEdge hub.

Exciting Opportunities to Help Increase Your Margins

On top of these new resources, there are also other great opportunities to drive increased revenues and greater margins for your business:

1.  Sell Up the Stack, Sell 4-Socket

  • The PowerEdge R940 is our highest performance server with 4 processors – built for extremely demanding mission critical workloads like e-commerce, ERP and very large databases.

2.  Promote Upgrades

  • Upgrades such as enhanced storage, processors, memory and more can be offered on all PowerEdge server sales—representing high-margin opportunities for you.
  • You can also benefit from upgrade rebates, with a 3% incentive on Enterprise Infrastructure (EI).

3.  Sell Services

  • Bundling services such as support, consultancy and/or deployment not only brings increased profitability opportunities for you, but added peace of mind for end user customers.
  • We also offer a special services rebates for support and deployment through the Dell EMC Partner Program.

To understand more about these opportunities, visit your portal page.

The bottom line is that we want to fuel growth and competitive differentiation in critical battlegrounds, and we recognize how important our distribution business is to capitalizing on these opportunities. We are continuing to refine our offerings to best meet the needs of our distributors to set you up for success. Check out the latest resources, and let’s get selling.

 

* Source: IDC declares a statistical tie in the worldwide server market when there is a difference of one percent or less in the share of revenues or shipments among two or more vendors. Based on Units.  Data from IDC Quarterly Server Tracker, 2017Q1.

** Channel Pro Reader’s Choice Award Gold Winner: Dell EMC for ‘Which vendor offers the best Server Hardware?’ and CRN Winner 2017 for Industry Standard Servers: Dell EMC.

Walking the Talk: Doubling Down with Dell EMC Distribution Partners

Earlier this year, as we were getting ready to launch our extraordinary Dell EMC Partner Program, I talked about how Distribution would be instrumental to our collective success. We’re just one quarter in to the new program, but we’ve already placed several big bets on our Distribution Partners, such as streamlining the process of providing Solution Provider leads to our Distribution Partners and relying on them to onboard net-new Partners. Distribution Partners reciprocated our trust and commitment, and the results have been phenomenal.

Today, I’m excited to share the next big bet that we’re placing on our Distribution Partners to help them be even more successful. I’ll also list some areas where I see significant Distribution opportunity in the near future. Let’s start with the news.

A Dell EMC First: A Distribution-Exclusive Product

Today we’re announcing a first for Dell EMC – a Dell EMC product to be available to customers exclusively through Distribution Partners.  Beginning this month in North America, EMEA and APJ, the Dell EMC Networking X-Series Products will only be available to customers and partners through our Distribution Partners. By the end of 2017, all regions will follow this Distribution-exclusive model for the Dell EMC Networking X-Series products. Additionally, as of today in North America, APJ and EMEA, all Dell EMC Networking X-Series business has shifted to the channel. By the end of 2017, X-Series products will only be available via Solution Providers worldwide.

By offering X-Series as a Distribution-exclusive product, we are demonstrating our commitment and investment in channel growth for the Dell EMC Infrastructure Solutions business. I expect this to be a big win for our Distributors and the Dell EMC Networking business, helping forge new relationships with partners who may have previously purchased directly from Dell EMC, and motivating others who may be looking for a door opener into our award winning and Gartner visionary product line.

 The Dell EMC Networking X-Series family of products.

 

The Dell EMC Networking X-Series is a family of smart, web-managed 1GbE and 10GbE switches designed for SMBs who crave enterprise-class network control fused with consumer-like ease. It offers:

  • Sleek, intuitive management with a revolutionary graphical user interface (GUI) for ease of setup and actionable monitoring.
  • Enterprise-class features including providing power to wireless access points, phones, cameras, compact switches and other network devices directly from the network with Power over Ethernet (PoE/PoE+) switches.
  • Models to fit a variety of needs, featuring compact eight-port models for flexible surface top, wall, or ceiling mounting choices.

The Dell EMC Infrastructure Solutions Group represents a huge growth area for our Solution Providers, especially as we continue to promote cross-selling across both the Client and Infrastructure portfolios. Plus, the X-Series lends itself well to stocking, one of the many value-added services our Distributors offer.

More details on the Dell EMC Networking X-Series can be found online and in the Partner Portal.

The Immense Distribution Opportunity

At Global Partner Summit and over the past few months, I’ve had a chance to sit down with many of our Distribution Partners. I’ve heard a lot of enthusiasm around the breadth of the Dell and Dell EMC portfolio, and collective opportunity before us. Dell and Dell EMC issued a whopping 15 press releases at Dell EMC World – a testament to the incredible innovation happening behind the scenes. In addition to our exciting X-Series news, there are several other announcements that present massive opportunity to our Distribution Partners, including Dell EMC PowerEdge 14th Generation Servers, Dell EMC XC430 Xpress, Infrastructure Solutions Group (ISG) and Commercial Solutions Group (CSG) Incumbency, and New Flexible Consumption Models.

I’ve also been hearing a lot of excitement around the Distribution Program benefits, structure, and rollout. We’re proud of that, but we’re not slowing down. There is still work to be done. Our Distribution Partners are crucial to our continued growth and market leadership. We will continue to place big bets on our Distribution Partners in the future, and look forward to continuing the momentum that we’ve built so far.

 

 

Five Reasons to Get Excited for Dell EMC Distribution

Distribution

Happy 2017 … What a year we expect it will be! As you know, we’re getting ready to launch the extraordinary Dell EMC Partner Program in just a few short weeks. Our Distribution partners will continue to be instrumental to our collective success, so we’ve built a new, global Distribution program that we’re incredibly excited about.

The new Dell EMC Partner Program will have a Distribution-specific set of requirements and benefits, including:

  • Minimum annual revenue and growth requirements
  • Competency and training requirements
  • A comprehensive set of benefits, including base rebates and growth accelerators

We’ll share more specific details around each of these items in the coming weeks.

In the meantime, check out this countdown of the top five reasons that Dell EMC Distributors should get excited about the new program.

#5: The Same Great Reseller Coverage Strategy

You know what they say, “If it ain’t broke, don’t fix it.” We pride our new program on being Simple. Predictable. Profitable. ™ With that in mind, we’re keeping most Solution Providers’ current procurement models intact. In the new program, a Solution Provider’s procurement model will be based on their legacy Dell or EMC buying relationships, the product lines they carry, regional/country needs, and Dell EMC’s ability to support the Solution Provider directly. This means the vast majority of legacy Dell and EMC Solution Providers will maintain their existing procurement model, and all net new Solution Providers who are onboarded into the new Dell EMC Program will procure exclusively through Distribution.

#4: Distribution Incumbency Plans

We get it – when you’ve built the relationships, you should get to maintain them. To protect our Distributors’ investment in the Solution Providers they recruit and engage in the Dell EMC Partner Program, Solution Providers will continue their buying relationship with their preferred Dell EMC Authorized Distributor as they progress through the program, other than by a Dell EMC-approved exception. Solution Providers reserve the right, regardless of their Dell EMC Partner Program Tier, to continue to procure through Dell EMC Authorized Distributors.

#3: Distribution-Specific Tools and Resources

That’s right, within the new Dell EMC Partner Portal, we will introduce a Distributor-specific view for exclusive access to program resources, quoting tools, and the Deal Registration program. Distributors will receive additional information on how to access the portal in February.

We’ll also roll out distribution-specific training competencies, minimum annual revenue and growth requirements determined by country, and minimum annual services requirements. Yes, these are required, but they’re intended to provide you with all the information you need to be as profitable as possible.

#2: New Solution Provider Leads

More qualified leads = more opportunity! Dell EMC will begin actively feeding Solution Provider leads to Authorized Distributors. As Solution Providers apply on the Dell EMC website, Dell EMC will complete an initial review to verify the partner’s validity, and then send the application to the Solution Provider’s named preferred Distributor.

#1: Distribution Rebate Program

$$$! Distribution partners will receive a comprehensive set of benefits, including base rebates, services rebates, growth accelerators, and MDF.

  • Base Rebates: Predictable earned dollars based on qualified sell through revenue
  • Services Rebates: Additional rebate payouts based on total Services revenue generated by the Distribution partner, which in FY18 will include both Support and Deployment Services revenue.
  • Growth Accelerators: Additional incentives based on growing targeted Resellers by Line of Business/Product Category.
  • MDF: Distributors will have access to both Earned and Proposal-Based MDF, which they will be able to manage in the new Dell EMC MDF tool.

Over the past few months, the Dell EMC partner team has delivered an extensive effort to evaluate the legacy Dell and legacy EMC Distribution Partner coverage strategy. Based on this work, we have determined we will consolidate the list of go-forward Distribution partners in FY18. We will partner more closely with key global Distribution partners who are placing bets on Dell EMC and maintain a smaller set of local Distribution partners by country.  Specific details on program requirements and benefits will be provided in early February, at the time of the Dell EMC Partner Program launch.

As we march towards the February launch of the Dell EMC Partner Program, we’ll continue to provide our partners with further information.

Together, we will attack the market and become the channel to beat. Our opportunity is truly extraordinary.

 

 

*Please note: EMEA will not transition to this new incentives structure until Q2 of FY18

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