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

Dell EMC Honored in 2017 ChannelPro Readers’ Choice Awards

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

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.

Dell EMC Digital Marketing Platform Puts the Power of Lead Generation at Your Fingertips

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

According to recent Forrester research, “86% of marketing professionals agree that successfully integrating multiple channels under a single integrated marketing strategy is crucial to their long-term success.”

The Dell EMC Digital Marketing Platform  provides partners with content syndication, email marketing campaigns, social media syndication and analytics

Separately, these are all effective tools―but together they deliver a powerful integrated approach to multi-channel marketing.

Digital Marketing

Let’s dig into how each of these functions will help you to generate leads:

Content Syndication

Today’s buyers spend nearly 70%* of their research and consideration process online, making it critical for organizations to deliver engaging website content. And, we understand that the constant creation and maintenance of fresh web content that engages site visitors and also aligns with Dell EMC’s messaging can be a real drain on your time and resources.

Content syndication enables you to:

  • Deliver targeted, relevant content to website visitors
  • Lift the burden of constant content development
  • Boost conversion rates and generate new qualified leads
  • Easily personalize and customize content to support your value proposition

Multi-Tactic Campaigns

The Dell EMC Digital Marketing Platform makes it easy to coordinate multi-tactic marketing campaigns that build your pipeline and accelerate revenue growth.

With Email Marketing Campaigns, you get:

  • Turn-key execution of coordinated co-branded campaigns that leverage a wide array of marketing tactics and activities
  • Access to valuable Dell EMC Digital Marketing Platform assets to support marketing and sales efforts
  • Detailed lead scoring across multiple prospect touch points
  • Closed-loop reporting to share results with Dell EMC Digital Marketing Platform
  • Full-service campaign support and strategic insight

Social Media Syndication

Social media is more than just an extension of your marketing plan. Social media is a proven way to capture leads, expand your client base and nurture customers before, during and after sales.

Today, nearly 70% of your buyer’s journey happens before the sales organization is engaged.* And, 74% of IT buyers find social media useful during the buying cycle.**

The number of marketing leads that social media produces is nearly double that of trade shows, telemarketing, direct mail or pay-per-click (PPC) marketing. Yet, social media management is time consuming and resource intensive.

With Social Media Syndication on the Dell EMC Digital Marketing Platform, you can bypass the costs and complexities of social media curation and management.

In addition, Social Media Syndication on the Dell EMC Digital Marketing Platform enables to you:

  • Turn up the volume on social media and connect with key targets without any extra time, effort or cost
  • Increase the frequency and relevance of your social media outreach by customizing content and posting schedules
  • Amplify your online reputation as thought leader in your industry
  • Measure engagement and see who’s visiting your website with analytics
  • Collect leads with social media forms

Get started with the Dell EMC Digital Marketing Platform

Access to the Dell EMC Digital Marketing Platform is available at no cost to Dell EMC partners.

Take advantage of simplified lead generation and social outreach. Log into the Dell EMC Partner Portal and visit the Campaign Center to learn more about the Dell EMC Digital Marketing Platform and to create your partner company account.

Put the power of the Dell EMC Digital Marketing Platform to work for you. Simply register, and start seeing results!

 

* IT Services Marketing Association (ITSMA)

** HubSpot

 

 

Modernize Your Customer’s Data Center With the Simple Choice

Kristine Cornwall

Kristine Cornwall

Director of Channel Marketing
Kristine Cornwall

If you’ve sold your customer a system to better manage their business-critical database data, you’ve gone only partway to helping them modernize their data center. 

In today’s digital age, industry consensus reports that 80% of all new data being created is unstructured—stored primarily in the form of files and objects. Unstructured data is far more than just wedding photos or a dozen versions of a PowerPoint presentation stored in a home directory. In the modern economy, unstructured data includes important application and IT data such as sensor data, log files from servers and networking devices, email, surveillance videos, CAD or medical images, metadata and much more. Every organization of every size has unstructured data, which needs to be stored, managed, analyzed and protected.Unstructured Data

How can a vendor who offers a single solution for all their customers’ unstructured data requirements help their customers fully transform their data centers?

When you partner with Dell EMC, you can offer your customers choice ─ one that is not complicated, it’s simple. Choice takes into account the customer’s IT infrastructure today and in the future. It also takes into account the amount of unstructured data and the speed at which it’s growing. And, it considers the ecosystem required to get the most from the organization’s unstructured data.

Provide your customers with solutions from Dell EMC’s best-of-breed portfolio:

Dell EMC Isilon

The leader in scale-out NAS as recognized by industry analysts*, Isilon was designed for unstructured workloads and delivers

    • Exceptional performance
    • Easy capacity scalability
    • Multi-protocol access
    • Cloud tiering

Isilon is the ideal solution for customers who are looking at file-only, general purpose NAS or unstructured NAS (audio, video or large graphic files) workloads, or who are looking to do Hadoop data analytics or require integration with ISVs in specialties such as video surveillance or life sciences.

Dell EMC Unity

The Dell EMC Unity product is a consolidated SAN and NAS array that is optimized for flash and simplicity. Dell EMC Unity supports file system scalability to 256TB (usable) with efficiency features such as inline compression, flexible snapshots, and VMDK cloning.

Unity is the ideal solution for customers who want their block and file storage on a single system or who want to deploy applications such as databases and VMware over NAS (i.e. Transactional NAS).

Dell EMC SC + FS8600

This easy add-on Gateway provides enterprise-class transactional NAS, based on the FluidFS scale-out file system, for SC Series storage systems.

Dell EMC SC + FS8600 are ideal for customers with SC Series deployments who are looking to add enterprise file sharing.

We’ve made it easy for you to get started in helping your customers manage unstructured data and transform their data centers

  1.   Familiarize yourself with the comprehensive portfolio of Dell EMC NAS solutions

 

 

 

  1. Identify your target customers

Many organizations haven’t had a plan for managing their unstructured data growth; and, consequently their file data is stored in silos that are inefficient and difficult to manage. This is a good opportunity for you to introduce a consolidated NAS solution with Dell EMC. Other organizations have maintained their storage on a competitive NAS platform for years and as those systems reach the end of their service life, there’s no simple migration strategy. Why not introduce them to solutions from the industry’s leading provider of NAS systems?

  1. Learn about Dell EMC programs to help facilitate competitive displacement

With customer incentives for swapping out competitive systems and local and remote migration services, we’re making it easier for you to establish a Dell EMC footprint in your customers’ data centers.

Contact your local Dell EMC partner business manager to get started, or visit the Dell EMC Partner Portal for more information on our programs.

* Source: IDC Worldwide Quarterly Enterprise Storage Systems Tracker, March 3, 2017.

 

Dell EMC PowerEdge 14G: Designed to Deliver the Difference

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Why should customers choose the 14th Generation of Dell EMC PowerEdge servers? It’s simple: The scalable, streamlined and secure PowerEdge servers offer a platform that enables the IT transformation your customers must undergo in order to remain relevant today and into the future.

PowerEdge

New Dell EMC 14th Generation PowerEdge servers are now shipping and the excitement surrounding their launch is tangible. This advanced server technology is expressly designed to help accelerate business … A design informed by the input from you, our valued channel partners.

 

We believe that this latest generation of PowerEdge servers continues its predecessors’ trend-setting heritage, and will continue to set the standards for others to follow.

But what gives these server solutions the ‘best-in-class’ badge and why should your customers choose the Dell EMC 14th Generation PowerEdge servers over other available options?

Transformation Without Compromise

Dell EMC 14th Generation PowerEdge servers are the bedrock of the modern data center. They are built from the ground up with a no-compromise approach to deliver an end-to-end, fully flexible and innovative solution that customers can rely on.

These pioneering servers feature the next generation Intel® Xeon® scalable processors, and combine enhanced compute + network + storage capabilities to deliver the biggest set of platform advancements available in a decade.

We’ve specifically designed PowerEdge 14G to help your customers realize their vision of a worry-free infrastructure that allows them to maximize performance and optimize efficiency with no compromises.

The 14th Generation of PowerEdge Delivers

This is the most cutting-edge range of PowerEdge server solutions yet; and it’s certainly going all out to impress. In fact, the new Dell EMC PowerEdge server portfolio has already won a prestigious international Red Dot design award for user-experience, with a completely re-imagined portfolio identity that mirrors how customers interact with servers.

PowerEdge delivers in three key areas:

Scalable business architecture

  • Our approach here is all about the emergence of NVMe and how Dell EMC’s flexible system design addresses differing types of workloads to maximize performance.
  • Key customer message: Dell EMC PowerEdge servers come with dynamic server technology optimized for all workloads so you can adapt quickly to address ever-evolving business and workload needs.

Intelligent automation

  • Our automation proposition is all about how iDRAC and Open Manage Enterprise significantly lower TCO thanks to agent-free system deployment aligned to automated tasks.
  • Key customer message: With the PowerEdge 14G servers, you can handle more routine tasks more efficiently … And, free up valuable skilled resources for business-critical tasks─so you can focus on activities that help sustain and grow your business.

Integrated security

  • Our integrated security stance is rooted in cradle-to-grave protection and Dell EMC’s unique position to leverage all parts of the process and emerging standards, like Redfish.
  • Key customer message: The 14th Generation Dell EMC PowerEdge servers offer sophisticated, built-in protection at every step—to help safeguard organizations and their customers, so you can work on fortifying your operations and your profitability.

For these reasons and more, Dell EMC PowerEdge 14G technology is designed to deliver the difference. Share the transformative power of the Dell EMC PowerEdge server portfolio with your customers.

Realizing 2030: Building the Next Era of Human-Machine Partnerships

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Earlier this week, we wrote about the four transformations – Digital Transformation, Security Transformation, Workplace Transformation and IT Transformation – and the immense opportunity these present for our partners. It’s our partners who are on the front-lines of enabling our customers to shift the status quo and embrace a digital future, and it’s up to us, Dell EMC and our partners, to embrace these changes and help our customers stay ahead of the curve.

The Dell Technologies Digital Transformation Index, released in October, shows us that forty-five percent of business leaders believe there is a possibility their business will become obsolete within the next 3-5 years.[1] Forty-eight percent of business leaders do not know what their industry will look like in three years.[2] So we know disruption is rife, it’s inevitable, and there’s a lot of uncertainty today.

With this in mind, Dell Technologies recently partnered with the Institute for the Future (IFTF) and more than 20 global experts to forecast what the year 2030 will be like, so that we can better prepare today. We asked IFTF to explore how emerging technologies such as IOT, Cloud Computing, VR, AR and Robotics – capabilities underpinned by the full spectrum of the Dell Technologies portfolio – will shape the future.

When reading the report released today, called, ‘The Next Era of Human Machine Partnerships,’ we couldn’t help but think about how these changes in IT will impact our partnerships. With so much change on the horizon, our partnerships will inevitably evolve too. And while the way we do business together and the common themes will progress, one thing that won’t change is the importance we place on strong partnerships.

As Jeremy Burton reflected on the report today, our world is brimming with possibility and market disruptions today – thanks to emerging technologies, underpinned by developments in software, analytics and processing power. By 2030, our customers will rely even more heavily on technology to manage their personal and professional lives. Their partnerships with machines will become deeper, richer and more immersive than ever before as a result. They’ll in essence become digital conductors, with technology working as an extension of themselves.  All of this will be done in a predictive and automated way, giving them access to what they need before they even need it.

And as our customers rely more on specialized technology, we’ll rely on you, our partners, more than ever. As the next era of Human-Machine partnerships unfolds, your expertise will be invaluable. We’ll turn to you for your knowledge and specialization, and will grow our partnerships even further.

By 2030, technology will be ingrained in all we do. Every organization will need to be a technology organization. I encourage you to read the recent IFTF report and step into the future with us. Take action in the areas that most interest you; take new training courses, expand your areas of expertise, make bold decisions, and start preparing for 2030. Together we can help our customers #Realize2030 and succeed in the digital era. We want to continue partnering with the best, brightest and boldest in the industry, so let’s Go Big and Win Big together, for years to come.

[1] Dell Digital Transformation Index Study

[2] Dell Digital Transformation Index Study

 

The Digital Transformation Opportunity for Partners

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell Technologies has pinpointed Four Transformations that pose significant opportunities for technologists, and for Partners in particular.

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.

Why?

The answer is simple: If an organization fails to undertake these transformations, the likelihood that it will be relevant and competitive is slim to none. Consider this: according to the Pierre Nanterme, chairman and CEO of Accenture, “new digital business models are the principal reason why just over half of the names of companies on the Fortune 500 have disappeared since the year 2000.” Organizations need both the technology solutions as well as trusted advisors to guide them through their digital transformations. Therein lays the opportunity for Partners.

#1: Digital Transformation

Digital Transformation is about connected people and connected devices. It’s about new apps, integrated platforms and creating a more seamless customer experience. It’s about Big Data and the Internet of Things.

The Partner Opportunity

Partners are on the front-lines of enabling customers to shift the status quo and embrace a digital future. By adopting technology at the heart of their business, customers are able to accelerate the cycle of innovation, create competitive differentiation and maximize the end-user experience. Ultimately, this enables them to deliver the best possible customer experience to their customers.

#2: Workforce Transformation

When’s the last time anyone really clocked an eight-hour day in the office? People are working differently than ever before. 60% of employees work outside “standard” business hours, and many work in nontraditional environments. They’re working from home, their local coffee shop, on a plane.

As such, it’s no surprise that today’s workers have the highest expectations for technology, from laptops to support. Two-in-five (42%) of employees say they would quit a job with substandard technology.

The Partner Opportunity

The right technology can help workers become more productive. And conversely, outdated technology can drain not just efficiency but dollars too. Partners can work with their customers to empower their teams to work in the ways that best suit their schedules, needs and aptitudes.

#3: Security Transformation

Who isn’t worried about security in this day and age? And with good reason. According to ZDNet, “nearly 1.4 billion data records were stolen by hackers or lost during 2016 – almost double the number which were comprised the previous year.” The majority (95%) of data breaches originate at the endpoint. It’s not a question of when the next digital security attack will happen; it’s not even a question of when. Today, it’s a question of whether organizations are best equipped to detect and respond to threats quickly, and to minimize damage.

The Partner Opportunity

Partners can help guide customers on security strategy, and how to surface, attack and mitigate exposure.  Security is an evolving topic, not a deploy-and-forget instance, so Partners should work with customers to make sure they are prepared for the new threat landscape. It is imperative that customers employ an end-to-end data protection strategy to prevent, address and recover from security breaches.

#4: IT Transformation

IT Transformation is foundational to a Digital Transformation journey. This is all about building a Modern Data Center, modernizing infrastructure, automating data services, and transformation people and processes.

The Partner Opportunity

Partners can help customers see IT in a whole new light: the companies leapfrogging their competition are those who view IT as an innovation hub, not a cost center. Because the right IT infrastructure is what underpins and allows is invention, evolution and even revolution of how, where and why organizations operate and exist.

Digital Transformation is not just possible; it’s essential. Organizations will build or crumble depending on how or if they pursue their own evolution. Dell Technologies has the portfolio to make Digital Transformation real. And, you, our Dell EMC Partners are the experts to make it happen.

Incredible File Power: Our Commitment to FS Series Products and NAS Choices

Craig Bernero

Craig Bernero

SVP & GM, Midrange and Entry Storage Solutions
Craig Bernero is the Senior Vice President and General Manager for the Midrange and Entry Storage Solutions Product Group responsible for delivering next generation, current generation, and legacy storage technologies. He manages a global organization of 2000+ strong globally accountable for Dell EMC’s Midrange and Entry Storage technologies that are the #1 in the market. These technologies and brands include Unity, Compellent (SC), VNX, VNXe, Equalogic, CloudIQ. DSM. Unisphere, and Cloud Tiering Appliance. Craig has over 20+ years of experience in high technology, the last 15+ with Dell EMC Corporation in a variety of leadership roles including pre-sales, operations, business development, services, and manufacturing. Craig has experience working in startups, small/medium rapid growth and Global 500 companies across a wide range of industries (Aerospace, Manufacturing, Services, Software, etc.). He also has global experience and is multi-lingual based on living in 10+ countries prior to settling in the US. Craig graduated with an MBA with dual specialization in International Management and Entrepreneurship & Innovation from Northeastern University, and a Bachelor in Science, in Manufacturing Engineering from Boston University.
Craig Bernero

In a recent blog post, I wrote about Dell EMC’s continued investment in two strong midrange storage products (Dell EMC Unity and Dell EMC SC Series), as well as our commitment to providing customers of all sizes a “choice in price, performance and features.” We stand by these commitments and today I want to provide some context for our channel partner community.

Continued Network-attached Storage (NAS) Support Based on Partner & Customer Feedback

One of the benefits of being privately-controlled is Dell EMC can prioritize customer and partner needs and invest accordingly. We have a first listen mindset, and a bias to continually improve.

On our Storage portfolio, Dell EMC considers its NAS support a key area of strength. And, through recent discussions, partners and customers expressed the desire for Dell EMC to refresh its Dell EMC FS8600 gateway storage array. This product in an enterprise-class scale-out NAS solution with a FluidFS scale-out file system.

Given this feedback, we are pleased to communicate Dell EMC will refresh the Dell EMC FS8600 with the FS8700 NAS array within the next 12 months. We will continue to offer the FS8600 through 2018; and, as with all Dell EMC products, will provide continued support for a period of five years from end of sale.

Deliver a Considerable Set of Dell EMC Solutions for Your Customers’ Diverse NAS Workloads

Together, Dell EMC and you—our valued partners—can provide customers with best-of-breed NAS solutions that are supported through our collective knowledge and experience. We’re seeing a lot of great, transformational conversations happen after customers take our simple 12-question IT Transformation assessment.

The breadth of the Dell EMC portfolio enables our partners to compete in NAS opportunities with small-to-medium businesses to large enterprise customers.

  • Dell EMC SC + FS8600: An easy add-on Gateway that delivers transactional, scale-out NAS for SC Series storage
  • Dell EMC Unity: Unified File and Block & Transactional NAS (VMware & databases)
  • Dell EMC Isilon: File-only Workloads, General Purpose / Unstructured NAS (audio, video, large graphics files)

Our team is committed to showing you how to help your customers transform their datacenters and #GetModern

Let’s Go Big and Win Big.

Walking the Talk: Doubling Down with Dell EMC Distribution Partners

Jim DeFoe

Jim DeFoe

Senior Vice President, Global Distribution

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.

 

 

Protecting Partners’ Relationships: Expanded Incumbency

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Incumbency

On May 22, 2017, Dell EMC launched the Infrastructure (ISG) and Client (CSG) Incumbency Program for its Commercial segment, effectively extending its previous Storage Incumbency program to cover the breadth of the Dell EMC portfolio. According to industry analyst Patrick Moorhead, Incumbency bolsters Partners’ earning potential with Dell EMC:

The expansion of incumbency beyond storage is only going to make Dell EMC a more desirable partner—in terms of predictable profit, it’s hard to think of many other companies who would be a safer bet.

-Patrick Moorhead

Pilar Schenk, Vice President of Global Channel Sales Planning & Operations, Stephanie Mims, Vice President of Global Business Operations – Channel, and Regina Connaughton, Director of Global Deal Registration sat down with Partner Post to share more details around how Incumbency will impact Partners.

Incumbency Q&A

Question: Infrastructure and Client Incumbency were formally announced at this year’s Global Partner Summit. Can you tell us more about this initiative?

Pilar: Simply put, Infrastructure and Client Incumbency establish a more predictable sales engagement model for our Partners.

Within both our Infrastructure Solutions (ISG) portfolio of Server, Storage, and Networking, and our Client Solutions (CSG) portfolio, we have identified a pool of customers in our Commercial space in which our direct sales teams must work with one of our Partners to close business. Ultimately, our reps have the ability to choose which Partner they want to work with, but they will work closely with our Partner Account Managers to determine the right fit. What we are hoping to accomplish is ultimately minimizing any potential conflict between our direct teams and Partners, enabling all of our Partners to grow their business in these accounts and with Dell EMC.

Stephanie: Incumbency is just another way we’re proving our commitment to our Partners. And as we communicated to Partners last week via email, as well as Global Partner Summit, Infrastructure Incumbency includes both a historic look-back based on channel activity, as well as earned Incumbency based on net new business. For our Client solutions, Incumbency can be earned on net-new business.

Question: Dell EMC had previously rolled out Line of Business Incumbency for Storage last October. How is this different?

Pilar: The model we rolled out in October covered just Storage. Now, we are thrilled to extend Incumbency to all of our Infrastructure lines of business (LOBs): Storage, Server and Networking. In our assessment of past channel activity in these accounts, if there was significant Partner-driven revenue in either of these LOBs, those accounts earned Incumbency for all three lines of business. This really is a game changer, and will allow our Partners to cross-sell across the entire datacenter solution.

Stephanie: And, to follow on that, we’ve introduced Incumbency for the first time to our Client portfolio. Incumbency can be earned on new logos or expansion into inactive client LOBs, so we are now also protecting our more client-focused Partners’ investments. It also further encourages cross-selling across both our Infrastructure and Client portfolios.

Question: We know governance is top-of-mind for Dell EMC Partners. How are you going to ensure that Dell EMC’s direct sales teams are adhering to the Incumbency program?

Pilar: Governance is top-of-mind for us as well. We want to be sure we’re doing what we say we would do. We are not operating in a vacuum. We are building this with our Partners for our mutual success. That’s why one of the first things we did as the Dell EMC Partner Program launched in February was to roll out Rules of Engagement. We take these rules very seriously, and have a ‘two-strike’ policy in place with our reps. After two breaches of the rules, our reps are subject to termination.

In the case of Incumbency, we’ve worked in lockstep with Bill Scannell (President, Global Enterprise Sales & Customer Operations, Dell EMC) and Marius Haas (President and Chief Commercial Officer, Dell EMC) and their organizations. Across the company, it’s very clear that we need to ensure a predictable selling motion for our Partners.

Stephanie: I couldn’t agree more with Pilar. It is imperative that we don’t just say that we have a ‘two-strike’ policy, but that we actually enforce it – and we have been. I’d also like to add that with Infrastructure and Client Incumbency, all of our end-user accounts are clearly marked in our internal Salesforce instances so that our teams know their marching orders and can appropriately engage a Partner. To ensure our teams understand the program, we have mandated training on Incumbency, and have also rolled out extensive materials including program guides, FAQs, and a series of internal webcasts and team meetings. We know that governing this program is essential for it to be successful.

Question: How can Partners protect their deals through this new Incumbency program?

Regina: First off, Partners should continue to register deals through our Deal Registration program – now ONE unified process to register deals. This remains the best way to protect themselves from any direct or channel conflict, and also ensures they can earn the lucrative benefits within the Partner Program. Upon registering the deal, they are now protecting future deals within this newly launched Incumbency program across the full Dell EMC portfolio. Deal Registration will govern the Partner of record and ensure that the Dell EMC sales teams are working with the appropriate Partner on these opportunities.

Question: Any other important take-aways our Partners should know about Incumbency?

Pilar: I think for me, I would echo what John Byrne has been driving over the last few months, which is predictability. We understand that our Partners are engaged with other vendors, so we need to make doing business with us as easy as possible – but also continue to offer clear incentives to encourage further investments with Dell EMC. I truly feel that this program accomplishes both.

Regina: We want our Partners to grow. And with our Deal Registration team and process, we are working with our Partners to grow their business profitably through mutual commitment.

Stephanie: I agree. Making it easier is certainly our number one goal. Having a predictable sales engagement model is critically important but it does take operational efficiency to support it. We work with and support all aspects of the business internally, from Services to IT, in order to provide that ease to our Partners so they can aggressively grow their business and gain new customers. We are in lockstep with the sales teams to make sure all of our activities are in line to support them and the new program. We are here for our Partners…we are here to WIN together as ONE.

Partners can learn more about the Infrastructure and Client Incumbency Program here.

 

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