Archive for the ‘EMC Business Partner Program for Solution Providers’ Category

The wait is over! Start selling XtremIO X2

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog
Dell EMC Partner Post Blog

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Dell EMC XtremIO has enabled thousands of customers – from the Boston Red Sox to Tickets.com – to enhance their VDI capabilities. Now we’re thrilled to take customers to a whole new level of performance, offering the second generation of the all-flash storage system, Dell EMC XtremIO X2. First announced at Dell EMC World, Dell EMC XtremIO X2 is now available to sell.

Dell EMC XtremIO X2 amplifies the strengths of the previous generation by offering even greater performance at a lower cost per GB. This fully integrated solution provides even more agility and simplicity for your customer’s modern data center and business.

VDI isn’t always easy, but Dell EMC XtremIO X2 is here to help

Virtual Desktop Infrastructure (VDI) has been part of the End-User Computing strategy at many IT organizations for some time now. Yet we constantly hear about the storage concerns and challenges organizations face to deliver anytime, anywhere, any device access for their end users. The ability to scale VDI environments and meet performance requirements has proven difficult. The costs associated with speeding deployments and integrating flash storage systems can be prohibitive and/or unforeseen, causing delays and added expenses.

Dell EMC XtremIO X2 was designed for VDI workloads, and tackles each of these concerns. Offered as an integrated solution, its ease of use, scalability, in-memory metadata, and inline data services enable seamless operations. X2 builds in deduplication and compression, use of integrated copy data management (iCDM), and heavy VMware application integration to exceed customers’ expectations.

Dell EMC XtremIO X2 is a game-changer for EUC.

*Figures compared to previous edition

 

Dell EMC XtremIO X2 and VMware are Better Together

Together, Dell EMC XtremIO X2 and VMware offer your customers extraordinary efficiencies:

  • Scaling: At the core of Dell EMC XtremIO X2, there is the multi-dimensional scaling architecture, ability to solve the I/O storage degradation issues, VAAI (vStorage API for Array Integration) for XCopy and data reduction from deduplication and compression which are ideal for VMs.
  • Managing and monitoring: The vSphere plugin allows customers to view and manage their X2 all flash storage systems from vSphere with full root cause monitoring using the ESA plugin
  • Automation: Using the new vRealize Orchestrator which comes with X2 makes a customer’s infrastructure As-A-Service enabled
  • Protection: For protection and for iCDM, using the Appsync VMware integration protects and restores datastores, VM’s and files within the VM’s. In addition, from within vCenter customers can manage iCDM using VSI integration and facilitate point-in-time recovery using RecoverPoint and VMware SRM

*Figures compared to previous edition

Start Selling XtremIO X2

By the year 2020 it’s expected that there will be over 7B people with 30B devices creating up to 44ZB of data.[1] So how will organizations survive during this massive digital transformation? The answer is simple: you, our Partners, will offer them sound advice and the right solutions that enable them to thrive.

Get started today. Help your customers reduce capital and operating costs, minimize downtime, and increase IT productivity with Dell EMC XtremIO X2.

  • Visit the Dell EMC XtremIO Enablement Center to find:
    • Customizable customer-facing PowerPoint decks
    • Data sheets
    • Competitive guides
    • Sales training
    • Demo tools
    • And more!
  • Ask your customers key questions to learn where they are at in the virtualization process and help identify areas you can help.
  • Perform a #GetModern Assessment, create a #GetModern Proposal to show your customers and prospects the value of a Modernized Infrastructure

 

 

 

[1] IDC, The Digital Universe of Opportunities, April, 2016

 

Transform Your Server Marketing

Cheryl Cook

Cheryl Cook

Senior Vice President, Global Channel Marketing
Cheryl Cook
Cheryl Cook

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New PowerEdge server marketing campaign – customizable to your needs

When it comes to promoting and selling the new 14th Generation of Dell EMC PowerEdge servers, we are dedicated to giving our valued partners every advantage possible.

With that in mind, we created an exciting new server marketing campaign and effective, easy-to-use resources that provide everything you need for PowerEdge success.

New marketing assets designed to drive your server sales

Following the July launch of our PowerEdge 14G server portfolio, we updated the Dell EMC Server Refresh campaign to fully enable the ‘Refresh’ conversation you should have with your customers to identify server opportunities.

The campaign provides a wealth of marketing communications assets, copy blocks, and supporting materials including Industry and Analyst white papers, social media kits, and a new event kit – all designed so you can execute an eye-catching, engaging, and, most importantly, profitable server demand generation campaign.

The choice is yours

The best plan of attack for your business? The choice is entirely yours, as we’ve provided numerous options for how you can use and leverage our marketing materials. Regardless of your marketing team’s size, bandwidth, or budget, we have a Server Refresh campaign solution for you. What does that mean in practice? Let’s look at some scenarios…

Planning a full funnel campaign or only want building blocks? If you have the ability to run an integrated, full funnel campaign, we can support you all the way with expert resources. Or, perhaps you only need campaign building blocks to add content to your existing campaign?

Either way, you can find everything you need in our comprehensive Dell EMC Server Refresh Campaign Playbook, which contains content for 1-to-1 and 1-to-many emails, web banners, videos, IDC and CIO white papers, social media content, an event kit, and even a call guide.

     > Visit the Dell EMC Campaign Playbook

Need online content? If you want to enhance your online presence, our new Dell EMC Marketing Platform provides a range of syndication content with supporting email and social content to help drive customers to your site.

     > Access the Dell EMC Marketing Platform    

Seeking structured support? If you have limited resources or need guidance on how to begin a server campaign, our new Dell EMC Server Activation Pack provides easy-to-use tools, such as AMPs (Approved Marketing Packs), which are ready-to-go, pre-packaged, MDF-approved bundles aligned to the marketing funnel to help you execute quickly and efficiently. You will also find a range of enablement and motivation activities to support your marketing plan.

     > Explore the Dell EMC Server Activation Pack

Prepare for PowerEdge

However you choose to market the PowerEdge 14G server portfolio, we’ll provide the materials you need to easily execute a custom campaign to drive maximum MDF ROI.

Are you 100% prepared for the excitement surrounding PowerEdge 14G? Get up-to-speed today, and get ready for server success!

 For more information, watch our Dell EMC Server Marketing webcast >>

An Extraordinary Year, An Extraordinary Journey: Celebrating Our First Anniversary

John Byrne

John Byrne

President, Dell EMC Global Channels
John Byrne

It’s been one year since Dell and EMC came together, creating the largest privately-controlled technology company on the planet. Many people questioned whether or not we’d be able to pull it off. They asked: how would we combine two portfolios, two teams, two Partner programs? They called us the Dark Horse of the Channel. Would we succeed?

Well, here we stand, winning big. Together. A $35B organization – larger than the likes of Nike, Facebook and Starbucks. $4.5B in R&D. Number 1 in just about everything, all in one place. We are far from slowing down though. We are gunning to be the number 1 Channel organization – the biggest and the best. And you know what? We’re going to get there.

Because of you.

You, our Partners, have been with us every step of the way. As we brought these Partner programs together, you went above and beyond. You acted as advisors and collaborators; critics and cheerleaders.  Your feedback is a gift. You consistently tell us what you need to be successful, and we’re listening. Because of you, the Dell EMC Partner Program is the industry’s most enviable, most innovative Partner Program.

Because of you, we will be the number 1 Channel organization.

Thank you. On today of all days, Dell EMC’s one year anniversary, thank you. It has been an extraordinary journey. Just consider our path together thus far:

September 2016:

  • Dell and EMC merge. Partners see the full potential of working with the newly combined company.

October 2016:

  • At our first ever Dell EMC Global Partner Summit, we announce our vision for the new extraordinary Dell EMC Partner Program.
  • Just 27 days after the merger closed, our supply chain shipped the company’s first integrated Dell and EMC product – ScaleIO Ready Node.

December 2016:

  • We introduce the Dell EMC Partner Program Tier Status Match Strategy, holding fast to our core tenets of Predictable. Profitable.TM

January 2017:

  • We announce our strategy to double down with Distribution Partners, and our vision for Distribution moving forward.

February 2017:

May 2017:

June 2017:

July 2017:

August 2017:

This is just the beginning. Together, we’re in a position to lead. There’s no doubt in my mind. We have the best Partner community on the planet; the most enviable Partner Program, the most innovative technology portfolio, from the edge to the core to the cloud; and the heart to win.

There can be no confusion: this Dark Horse is taking the lead.

 

Why Dell Precision Workstations?

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog
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Technology is always on the move, changing the way your customers work. It’s all too easy for them to fall behind the competition with ageing equipment that can seriously damage their bottom line. Your most successful customers work with devices built to stay on the cutting-edge for years after they’re implemented.

Twenty years ago Dell Inc. Vice-Chairman Jeff Clarke led the team that developed Dell Precision Workstations, determined to disrupt the market by taking on IBM’s mainframe business. This month, as we celebrate the 20th anniversary of Dell Precision, they have become the #1 workstation in the market*. They offer a platform that accommodates future innovations and the ever-evolving vision of users such as engineers, who make up over 50% of the workstation market, and creatives, who make up almost 25% of the market. Modular design and tool-less front access ensures that each upgrade is fast and painless, giving you more time to get to the task at hand.

Dell offers the most comprehensive workstation portfolio available today. But it doesn’t stop there; we have a phenomenal new set of features that will drive excitement and refreshes among your customers. Our latest range of tower and rack solutions boast:

  • New front access FlexBays provide maximum storage with SATA, SAS and PCIe M.2/U.2 NVMe solid state drives featuring hot swap access, so you never have to stop creating.
  • 6-channel memory architecture and LRIMM up to 3TB (with select CPUs in a dual CPU system)
  • Next-generation Ready for VR AMD Radeon ProÔ & NVIDIA QuadroÒ graphics
  • Dell Precision Optimizer 4.0 software that automatically tunes your workstation for maximum performance
  • Reliable Memory Technology (RMT) Pro to help detect, obviate and remediate hard errors and multi-bit soft errors in a DIMM
  • Multichannel thermal design delivers advanced cooling & acoustics
  • ISV certification and all backed by our co-deployable ProSupport Plus service
  • Intel Xeon processors offer scalable options with up to 28 cores per processor, including expandability withdual-socket performance

To further mark two decades of successful market disruption, we’ve released the stylish 20th Anniversary Edition of the Dell Precision 5520 in an exclusive brushed Abyss Anodized exterior design, as well as the incredible new Dell Canvas, creating the 21st century digital workspace for creators of all types. Last but not least, we’ve just presented the first 8k monitor to the world.

And did you know that with Dell you can test your end-to-end customer workloads in our Dell Technologies Solution Centers, providing your customers with complete peace of mind? It might all feel like going above and beyond, but when you’re #1 in the world, leading the market innovation comes with the territory.

But don’t just take it from us. Dell workstations are changing the game in sectors all over, with successful applications across manufacturing, media and entertainment, economics and finance, engineering and many more. Companies such as Nickelodeon (Creative), Cinesite (VFX) and Grimshaw (Architecture) have their infamously performance-intensive workflow on Dell workstations. With the ultimate solution in scalability and flexibility, they’re also guaranteed to stay ahead of the pack for years to come.

If you have great examples of what your customers have produced using Dell workstations, join in the conversation online with #doneonadell

Take advantage of the Dell Precision opportunity today with the great resources below:

  • Find out all the details of what’s changed for the Dell Precision tower, mobile and rack series workstations, as well as the complementary software, peripherals and services, by viewing the updated customer presentation and spec sheets available on SalesEdge here
  • We’ve created a set of 20th anniversary assets for you to use. All these are available for you to download on Campaign Builder
  • You can integrate the latest Dell Precision products into the updated Dell Workforce Transformation Product Persona templates to effectively communicate these great new products to your customers by downloading the assets here
  • Have you completed your workstation competency yet?  Remember the competency completion and rebate eligibility for FY19 is the 1st January.  Get trained now. Click here for Workstation Sales competency or here for Workstation Systems Engineers

 

 

 *IDC Worldwide Workstation Tracker Q2 2017

Opportunity knocks: Game-changing Dell EMC Data Protection solutions for VMware workloads

Richa Dhanda

Richa Dhanda

Director, Product Marketing at Dell EMC

Business and technology landscapes continue to evolve rapidly. As a result, businesses today face many challenges. Data growth and democratization have resulted in more and powerful next gen applications. Shrinking business cycles exert a constant pressure to improve time to value for IT investments. The result? Businesses are increasingly transitioning to the software defined data center (SDDC) model and leveraging cloud for flexibility, agility and economics. While the shift towards SDDC and cloud has enabled unprecedented agility and flexibility, it has led to challenges for data protection, especially as it concerns virtualized workloads:

  • Virtual Machine (VM) and media server sprawl as a result of the growth of virtualization and the ease of spinning up new VMs
  • Increasingly stringent protection requirements due to government regulations and organizations increasingly virtualizing more business critical applications
  • Shrinking backup windows due to the need to protect more applications and more data

Data protection needs to modernize to keep up with demands of today’s VMware virtualized workloads, and transform to seamlessly protect tomorrow’s mission critical applications and support hybrid cloud initiatives.

 

Are other data protection alternatives ready?

Legacy SAN and network-based data protection solutions are not made for the modern data center (i.e the SDDC) and do not provide holistic protection for VMware environments.  These alternatives provide limited automation – primarily automate VM backup policy management. Due to architectural shortcomings, they are complex and expensive to scale, and provide slower backups and recoveries, especially as the numbers of virtual machines goes up.

Architecture matters – Dell EMC provides modern, transformative VMware data protection

Dell EMC data protection is architected for the modern and software defined data center. It supports a comprehensive application ecosystem. Our solutions provide modern, transformative and automated data protection for today’s and tomorrow’s workloads:

  • Automation across the entire VMware protection stack (VM backup policy, data movers/proxies and backup storage)
  • Simple and elegant scalability with VM growth without media server sprawl. Less than 5 minutes to deploy and configure a virtual proxy.
  • Best in class performance and data efficiency with less capacity and bandwidth required – 72x deduplication rate and 98% reduction in network usage*
  • Transformational management functionality that is designed to enable self-service to vAdmins, including native leading integration with vSphere UI and vRA, with oversight by backup/infrastructure admins
  • Faster backups and restores – backup times reduced by up to 50 percent and up to 20 times faster recovery for VMs with flash enabled backup storage. **

Keeping pace with IT transformation demands – VMworld announcements

Dell EMC is committed to bringing innovative solutions to meet rapidly evolving customer needs. At VMworld this week, we made two new announcements that will make it even easier for you, our channel partners, to boost your strategic value to customers who are looking for modern, simpler and more efficient VMware virtualized workloads protection:

  • Data Protection Suite for Applications Enhancements: Hypervisor and application direct backups for high IO/change rate, mission-critical workloads
  • Data Protection for VMware Cloud workloads on AWS: Data protection for workloads on VMware Cloud on Amazon Web Services (AWS).

Data Protection Suite for Applications Enhancements

Businesses increasingly face technical and organizational challenges in protecting virtualized mission critical and high change rate applications.  From a technical standpoint, traditional VMware vStorage API (VDAP) and agent based backup approaches simply can’t keep up from a recovery window perspective for these large rapidly changing virtualized applications and databases.  From an organizational standpoint, there is a proliferation of backups from a variety of different roles (Backup Admin., VM Admin., App Admin, even Cloud Admin), which makes it very difficult to have backups that are in sync, coordinated and compliant. Dell EMC introduced a new hypervisor-direct data path with application consistency that resolves both issues, providing an express data path that is 5x faster and delivering data protection capability to application owners within the governance and oversight of IT.

Data Protection for VMware Cloud on AWS

VMware announced at VMworld 2017 that they will be offering VMware Cloud on AWS – the ability to run VMware virtual machines on AWS. Dell EMC has partnered with VMware to deliver the first data protection solution for these VMware Cloud workloads on AWS. Providing protection for VMware Cloud on AWS furthers Dell’s leadership in supporting customers in all the phases of their cloud journey:

  • Long term retention to the cloud
  • Disaster recovery in the cloud (AWS)
  • Protect workloads in the cloud, including VMware Cloud workloads on AWS (New)

These next-gen data protection solutions are architected for the modern SDDC and cloud enabling data protection modernization, automation and transformation.

Ideal VMware data protection for your customers

Dell EMC also provides your customers more financial flexibility with a new flexible consumption model, including subscription pricing for our software and pay per use pricing for our backup storage, that lets them pay for their data protection in a way that makes the most financial sense.

Combined with our architectural advantages and new announcements, you can rest assured that you are providing your customers with data protection that will modernize their environment, simplify management tasks, reduce costs, and enable them to transform to a software-defined and cloud-centric data center through automation, innovation and native integration with VMware.

For more information, visit the Data Protection Solutions for VMware webpage as well as the Sales Resource Center/Partner Portal Product Enablement Center.

 

*Based on Dell EMC internal analysis, July 2017.

**Based on internal Dell EMC analysis, September 2016.

Dell EMC Wins Big in CRN’s 2017 Annual Report Card Survey

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog
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“What’s extraordinary today… is table stakes tomorrow,” John Byrne, president of Dell EMC Global Channels, said at Global Partner Summit this past May.

That phrase has become a bit of mantra around our offices these days. And with a laser-focus on forward momentum and excellence, we find it all the more important to pause and celebrate our current success. In that vein, we are ecstatic to share some recent recognition of Dell EMC technology and programming.

Dell EMC was recently recognized as a Best-in-Class Channel Provider in CRN’s 2017 Annual Report Card (ARC) awards program, which is based on results from a comprehensive survey Solution Providers. Vendors with the highest ratings are named to this prestigious Annual Report Card list. This is 32nd year of the ARC program.

Dell EMC team accepts ARC awards.

Dell EMC was named the Overall Winner in five categories as well as one sub-category for product innovation. In addition, Dell Technologies’ VMware and RSA both were also recognized with awards. Specific details on the Dell EMC, VMware and RSA awards are below:

Dell EMC

  • Overall Winner: Enterprise Network Storage [Overall, Support, and Product Innovation Winner]
  • Overall Winner: Industry Standard Servers [Swept Category]
  • Overall Winner: Notebooks/Tablets [Swept Category]
  • Overall Winner: SMB Networking [Swept Category]
  • Overall Winner: Tablets [Overall, Support, and Partnership Winner]
  • Sub-Category Winner: Converged/Hyperconverged [Product Innovation]

VMware

  • Overall Winner: Desktop And Server Virtualization [Swept Category]

RSA

  • Overall Winner: Security Management [Overall, Product Innovation and Partnership Winner]

We humbly thank our Partners for this recognition, and for all your feedback along the way. Together, we are doing great things. You can be sure Dell EMC is not slowing down. We’ll continue innovating both our products and solutions, as well as our Channels Strategy and Partner Program, on our collective journey to extraordinary.

Cheryl Cook (center, seated) represents Dell EMC at the CRN 2017 ARC Awards

Are you 100% PowerEdge ready?

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Get trained to get ahead of the game and ensure you’re PowerEdge ready for autumn…

Did you know that the better trained that Dell EMC partners are, the better (and more) they sell? It’s a fact we’re well aware of when it comes to building our channel business – and it results in a win:win situation for everyone.

There’s no denying that the right knowledge and skills can propel your sales potential to the next level – transforming your business performance and putting clear space between you and your competitors at the same time.

To help support your success, we’ve given you everything you need to get ahead of the game and ensure you’re 100% PowerEdge ready…

Step up your game this summer

While we’ve still got some of the summer left and are all catching our breath before the next sales push, why not use this traditionally quieter trading period as a time to get trained up and fully prepared to drive your business into autumn?

We’ve created a whole suite of sales enablement and training resources to help you get off to a flying start as your customers start turning their attention to business transformation once more.

Explore our in-depth sales tools

Have you discovered all the fantastic tools that are available to support your Dell EMC PowerEdge 14G sales efforts yet?

In addition to Product Spec Sheets and Battlecards for each server in the PowerEdge 14G portfolio, we’ve provided a wide range of other useful sales assets for you. These include a Customer Presentation, a Quick Reference Guide: Rack and C Series, the PowerEdge Brochure and even a Call Guide.

Combine the impact of these sales enablement tools with the efficient-yet-comprehensive training that’s also on offer, and you’ll be well on your way to increased sales potential.

Reap the rewards of dedicated PowerEdge 14G training

All of the time-optimized training content in our dedicated Partner Academy is designed to help you acquire all the PowerEdge 14G knowledge and skills you need to start reaping the sales rewards. It will help you better understand the commercial and technical innovations of the PowerEdge 14G portfolio while also increasing your knowledge about Dell EMC technology advancements – in a way that’s sure to impress your customers.

We’ve made it easy for you to access all the latest mandatory server competency courses plus the ‘deep dive’ elective training you’ll need to get 100% PowerEdge ready for autumn trading. And all of the Dell EMC PowerEdge 14G specific training modules available to you are exactly the same as those completed by our own sales and technical teams, so you’re in good company.

The available courses range from 15 minutes to 90 minutes, covering both compliance modules and elective training with a specific sales and/or technical focus. Each learning path is carefully designed to lead you to proficiency based on your specific role, providing a fast and easy route to increased sales potential at both an individual and partner company level.

Take 10 minutes to take a closer look today…

Now’s the time to get 100% PowerEdge ready – and fully prepared to embrace the potential of increased sales success. So why not take 10 minutes today to take a closer look at the suite of sales enablement we’ve created for you and the range of training courses on offer?

Access our sales enablement tools and training through the PowerEdge 14G Portal Page or go directly to the training courses via our Partner Academy.

Get ahead of the game – get PowerEdge ready!

 

 

 

#GetModern: 4 Steps to Guide Your Customers’ IT Transformation

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Last month we wrote about the four transformations that pose significant opportunities for technologists – Digital, IT, Security and Workforce Transformation. Each speaks to a specific and business-critical area where customers and end-users alike require both hardware and software—and also the highly-trained and knowledgeable guidance of a Dell EMC Partner—in order to successfully drive transformation.

Today we’re going more in-depth on IT Transformation, and how to move your customers and prospects from outdated, ill-performing, costly, difficult to manage IT Infrastructure to a Dell EMC Modernized Infrastructure. How to #GetModern.

Get Familiar:

The Dell EMC #GetModern campaign is based on an ESG study of 1,000+ IT leaders. The study discovered that companies with a more mature level of IT Transformation are better equipped to compete and win in today’s digital economy.

Watch this video to learn how Mike Wing, SVP of Dell EMC Modern Infrastructure tells the #GetModern story. >

Once you’re familiar with the #GetModern story, start by creating Modern Infrastructure Assessment and Modern Infrastructure Proposal for your customer. These assets clearly show the key performance indicators (KPIs) of before and after Modernization.  The resulting KPIs should include increased performance, reduced latency, reduced power and cooling, reduced footprint, data reduction benefits and much more.

Get Involved:

There are a number of reasons why #GetModern will benefit both you and your customers. #GetModern:

  • Demonstrates your knowledge of IT transformation and presents a suite of Dell EMC solutions that enables data center modernization.
  • Documents why a specific Dell EMC solution can help your customer drive data center modernization and reduce TCO.
  • Drives greater success by increasing your win rate, driving higher margins per deal and increasing the average selling price.
  • Is both free and easy to use. The tools to perform the Modern Infrastructure Assessment and Proposal are being provided at no cost.

Get Modern Benefits:

A customer in England was shown they could save approximately 27.5K £ in annual power & cooling costs, reduce latency by 99%, reduce rack space by 86% and see a 13X improvement in performance for a Total Cost Of Ownership Savings of £6,439,403 over a 5 year period.

A customer in the US  was shown the could save approximately $36K in annual power & cooling costs, reduce latency by 90%, reduce rack space by 67% and see a 5X improvement in performance for a Total Cost Of Ownership Savings of $590,408 over 5 year period.*

Your customer can also see improved business impacts by moving to a Modernized Infrastructure.

Get Started:

  1. Learn our #GetModern Story – A powerful lead-in that leverages the Modernize, Automate, Transform messaging and ESG Transformation Maturity Study Index.
  2. Review the assets in the “Dell EMC Partners” tab on the #GetModern Landing Page. Download a variety of content including a How to Guide, Samples, Inside Sales Call Guides, Marketing material and more.
  3. Reach out to your customers and prospects and share the powerful #GetModern story.
  4. Perform a #GetModern Assessment and Deliver a #GetModern Proposal, which are both detailed in the how-to guide on #GetModern Landing Page

 

 

 

*These are provided for example purposes only and Dell does not guarantee that you will have the same results

 

Dell EMC Honored in 2017 ChannelPro Readers’ Choice Awards

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Dell EMC Partner Post Blog

Dell EMC Partner Post Blog
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The wins keep coming for the Dell EMC Partner Program! Today, ChannelProNetwork announced the winners of its 2017 ChannelPro Readers’ Choice Awards. Dell EMC has been honored with seven awards, receiving top marks in servers, storage, desktop hardware and private cloud computing technology. See our full list of accolades – four Gold, two Silver and one Bronze – detailed below:

These awards are especially meaningful because winners were chosen by ChannelPro readers, who cast their votes for the vendors with the most SMB and partner-friendly products, technologies and solutions. The recently launched Dell EMC Partner Program is similarly based on partner feedback, with the focus being on delivering a simple, predictable and profitable partner program. Selecting Dell EMC as the vendor that best satisfies the unique business requirements, work styles and budgets of SMB clients, as well as those that best serve their own partner organizations, demonstrates the early success of the newly rolled out program.

In addition to the honors from ChannelPro readers, the Dell EMC Partner Program has enjoyed high marks from partners since its roll-out in February. Globally, the Dell EMC channel continues to show extraordinary market growth with total global partner revenue growth up double digits in our first quarter. Under the new program, partners can increase their profitability with the opportunity to earn 1.5X to 8X more than they did with the previous program.

We are thrilled by the early success partners are experiencing as they implement the new program and sell the portfolio. We are honored by today’s recognition from ChannelPro and look forward to continuing our investment in the partner community.

 

Business Development Funds – Another Way to Help Accelerate Your Earning Potential

David Anthony

David Anthony

Program Manager CSP/SO and SI Partner Tracks at Dell EMC

Launched in February 2017, we designed the Dell EMC Partner Program to encompass our entire partner ecosphere, including Global Alliance partners—Cloud Service Providers (CSP), Strategic Outsourcers (SO) and System Integrators (SI).

Gold, Platinum and Titanium partners within the CSP/SO and the SI tracks are eligible to receive proposal-based Business Development Funds (BDF). In addition, Platinum and Titanium partners within the CSP/SO track are eligible to receive earned BDF and rebates. These lucrative incentives help our Global Alliance partners support and grow demand for their businesses through activities including marketing, sales enablement and solution development.

What’s new with BDF in fiscal year 2018 (FY’18)?

For FY’18, we’ve introduced a number of enhancements to BDF to help CSP, SO and SI partners maximize their opportunities within the Dell EMC Partner Program.

Some of these enhancements include:

  • Earned BDF for the CSP/SO track—which enables Platinum and Titanium partners to accrue funds based on sales, not solely on a discretionary basis
  • Rebates for Platinum and Titanium partners within the CSP/SO track
  • Our new, simplified BDF claim process
  • Simplified spend categories to help make it easier to classify activities

What is the difference between Earned and Proposal-Based BDF?

While both earned and proposal-based BDF are guided by spend policies, there are a number of differences between the two.

Let’s take a look at those.

As mentioned above, we have simplified spend categories into just six buckets, five of which are eligible for BOTH earned and proposal-based BDF and one of which is eligible for earned BDF.

  • Awareness – Digital and print: brand/marketing related, merchandise
  • Demand Generation – Digital & print: demand generation, customer and prospect seminars, Dell EMC hosted or sponsored events, event sponsorship at non-Dell EMC hosted events, multi-touch campaigns and telesales
  • Enablement – Partner sales meetings, Dell EMC visits, partner facing seminars, Dell EMC led trainings, floor days, demos/solution center, business intelligence and recruitment events
  • Solutions Development – Demo and lab hosting, demo equipment, enablement and marketing tools and project management
  • Dell EMC World – sponsorship
  • Incentives and Head Count – (Earned BDF Only) Sales incentives (SPIFFs) and headcount/on-site vendor reps

Ready to learn more about your potential BDF opportunities as a CSP/SO or SI partner? 

It’s easy to get started—simply connect with your Partner Marketing Manager and Dell EMC Sales Team. They are fully committed to helping you reach your goals.

Not yet a CSP, SO or SI who’s eligible for BDF? Contact us today and learn how, together, we can achieve the extraordinary.

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