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

Creating a Community: Dell EMC Heroes

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

At a standing-room only session at the Dell EMC World Global Partner Summit, the Dell EMC Heroes program was launched by Mithu Bhargava, SVP, Global Commercial Presales and Vince Affatati, Director, Global Channel Presales. What is the Dell EMC Heroes program? Well, it connects Partner SEs with Dell EMC’s technology and creates a community for them.

The word “hero” can bring many different examples to mind – some referenced were fictional superheroes, sports heroes or more unassuming leaders like Mahatma Gandhi or Mother Teresa. There was also discussion around technology heroes who are changing the world with technology. With the world dependent on technology like never before, SEs have the opportunity to be technical heroes for customers – leading, enabling and accelerating their businesses.This program was created for our partners –  you are Dell EMC Heroes and we believe in the power of building this community for you to have access to the latest information on products, solutions and technology where you live and work. We’ve heard your feedback that you want something focused on technologists and focused on partners. The Dell EMC Heroes program has three key elements:

  • Heroes Exchange: Quarterly events for Partner SEs and Architects featuring Dell EMC technical products features, roadmaps, competitive positioning, solutions and use cases. These are 100% partner focused with the Partner SE in mind – consider it to be a Partner User Group community. They will be hosted at “cool” venues with scientific, historical or cultural significance. These focused technical training events are intended to be complementary to Partner Academy and other training offerings from Dell EMC. And, you’ll have the opportunity to hear more from the Dell EMC Heroes partners:  Cisco, Intel, VMware and Brocade.
  • Partner Technical Advisory Boards: Semi-annual invite-only events for Partner SMEs and Tech Directors designed for Dell EMC to receive Partner input and advice into programs, products and feature development.
  • Partner CTO Summit: An invite-only annual event for Partner CTOs for Partner Executive interaction with Dell EMC product executives.

To support the Dell EMC Heroes launch, one of Dell EMC’s well-known IT heroes was present: Chad Sakac, President, Dell EMC CPSD Division. While he had shed his super hero costume, he’s still a hero at the core who brings deep experience from his days as an SE to his approach to leadership and life. He encouraged the audience to always be curious as SEs and to remember that they practice the art of persuasion, convincing people that technology is cool. Then, a real world hero joined to discuss fearless leadership: Carey Lohrenz, the first fully qualified female naval aviator to fly the F-14 Tomcat in the United States Navy. She shared that operating with purpose, understanding what to focus on and executing with discipline is what enables the ability for a team to achieve extraordinary results. She also said that great teams always embody two qualities:  belief and trust. Her final takeaway was for the audience to be brave and take risks because nothing beats experience.

If you want to be extraordinary, be a part of Dell EMC Heroes by contacting us at DellEMCheroesprogram@dell.com.

Making Digital Marketing Real for Dell EMC Partners

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

The Dell Technologies’ Global Channel is a $35 billion business, bigger than industry heavyweights such as Nike, Facebook and Starbucks, and still has a relatively low share of wallet with customers and partners.  The opportunity is enormous, and given the ongoing interest in the Dell and EMC combination, customers want to hear more on the full range of products and services Dell EMC can bring to bear.

One of the consistent pieces of feedback we hear from our partner community is to help them with marketing and awareness of Dell EMC solutions, and their individual capabilities.  This year at the Global Partner Summit, Cheryl Cook, SVP, Global Channels Marketing, Dell EMC, led the “Making Digital Marketing Real for Dell EMC Partners” breakout session, where she was joined by Gaurav Chand, SVP of Marketing, Dell EMC; Laz Gonzalez, SCO, Zift Solutions, and Sonia St. Charles, CEO, Davenport Group and Mark Melvin, CTO, ePlus.

Chand gave attendees an overview of the Four Transformations Dell EMC has highlighted throughout the week – Digital Transformation, Workforce Transformation, Security Transformation and IT Transformation – and where the company will focus marketing efforts for the year so partners can align investments. “It’s a digital world,” Chand told the audience. “Digital transformation is very real; it’s not magic.”

He also discussed Dell Technologies’ latest Marketing and Advertising campaign, Making it Real, and the company’s goal to take digital transformation from concept to reality.  “Dell Technologies will focus on the how of digital transformation, and how you make it real,” Chand explained. “And ultimately, improve the customer experience.”

Laz Gonzalez, Chief Strategy Officer of Zift Solutions, spoke about “Best Practices for Effective Marketing” and how partners can and should build marketing campaigns to capitalize on the proliferation of channels available to them today, such as search and social, and drive customer retention.

Sonia St Charles and Mark Melvin then took the stage to share their success stories and marketing engagement with Dell EMC. Both St Charles and Melvin are embracing innovative marketing tools to reach their customers.

During the session, Dell EMC unveiled the new Marketing Campaign Center and Partner Academy, found on the Partner Portal, which are a set of tools and resources to help partners build their own marketing campaigns. Included in the Marketing Campaign Center are marketing content partners can use as pieces or wholesale to help drive awareness for their business and Dell EMC.  It includes helping partners with content syndication, social assets, and campaign playbooks.

Dell EMC also launched Partner Academy, a marketing institute, which includes curriculum and training modules that count towards a partners accreditation and tier eligibility.

Cook said, “We know partners are invaluable at helping tell the Dell EMC story and it’s a win-win for them and for Dell EMC.  We are investing in the capabilities and assets to help make it easier for partners to be successful and win new business.”

Enterprise Moves to the Cloud

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

During his Global Partner Summit keynote, John Byrne—Dell EMC President, Global Channels—announced the addition of Virtustream Enterprise Cloud to the Dell EMC Partner Program. This will provide Dell EMC channel partners with full Dell EMC Partner Program benefits when they sell Virtustream offerings, giving them the opportunity to accelerate their customers’ IT transformation with Virtustream Enterprise Cloud and Virtustream Storage Cloud.

John Byrne addresses the Global Partner Summit crowd.

Virtustream Delivers Cloud Performance at Enterprise Scale

Virtustream, the enterprise-class cloud company and a Dell Technologies business, is trusted by organizations worldwide to migrate and run their mission-critical applications in the cloud. “When you think Virtustream, think public cloud economics and agility— with private cloud performance, availability and security,” Byrne shared.

Many general purpose clouds are designed for cloud-native applications; but may struggle with the support, management and performance of mission critical applications like ERP for manufacturing and EMR for healthcare.

Virtustream Enterprise Cloud was designed to run complex business applications in a truly modern, multi-tenant hosting architecture, with guaranteed SLAs for performance and availability, defense in depth security and superior economics. This “application-first” approach—informed by years of enterprise application experience—inspired the creation of the Virtustream Enterprise Cloud platform.

In December 2016, Dell EMC made Virtustream Storage Cloud—Virtustream’s hyper-scale object storage platform— available to all of its Partners in an effort to respond to growing customer demand for enterprise-class cloud storage. The expanded Dell EMC portfolio enabled Partners to find great success engaging in new conversations with their Dell EMC storage and data protection customers. In fact, Dell EMC Partners have driven more than 50 new customer logos for Virtustream Storage Cloud since this launch.

Analysts agree that cloud adoption has reached a tipping point:  According to Gartner 88% of organizations have a “cloud first” strategy—and IDC estimates that 80% of organizations will have a hybrid architecture in place by 2020.

This means that your customers are having the cloud conversation. Consider Virtustream Enterprise Cloud for your customers’ and prospects’ cloud needs and mission-critical applications. And, introduce Virtustream Storage Cloud, which was built from the ground up for long term retention of data and co-engineered with Dell EMC solutions, to all Dell EMC customers who would benefit from an enterprise-class cloud platform for Archive and Long Term Retention.

Learn how to expand your revenue opportunities and bring more customers to the cloud with Virtustream. Visit the Virtustream Enablement Center and review the FAQ to learn more about partnering with Virtustream.

Celebrating Success

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

At the Dell EMC Global Partner Summit yesterday, there was discussion of the enormous opportunity in front of Dell Technologies and its partner community to help customers digitally transform their businesses.  There are many partners who have seen their businesses grow year-over-year and who are embracing the opportunity ahead.

John Byrne mentioned on stage Dell EMC has Big Dreams for the future and has a goal to be the #1 Channel in the industry.  The Opportunity is Real.  The Time is Now.  The team is Us.

To recognize some of the partners who are growing with Dell EMC, John Byrne, Jay Snyder and Joyce Mullen were joined on stage by Michael Dell to recognize the winners of the 2017 Dell EMC Partners of the Year.

Worldwide

  • Global Alliance Partner of the year – Atos
  • Global Services Partner of the Year, Solutions Provider– Systech
  • Global Distribution Partner of the Year – Ingram Micro
  • Net New Customer Partner of the Year – CDW
  • Global Growth Partner of the Year, Alliances – HCL
  • OEM Partner of the Year – Arrow Intelligent Systems
  • Service Provider of the Year – Atos

 EMEA

  • Regional Solution Provider of Year – SCC – France
  • Growing at a Premium to Market – Atea

North America

  • Regional Solution Provider of the Year – WWT

 APJ

  • Regional Solution Provider of the Year – Kolon Benit – Korea
  • Regional Distribution Partner of the Year – DIS

LatAm

  • Regional Solution Provider of the Year – Unitech – Brazil

Congratulations and Thank You to each of the Dell EMC Partners of the Year award winners!  We thank you for your commitment to Dell EMC and look forward to recognizing all the great work from our partner community at next year’s Global Partner Summit at Dell EMC World.

Arrow Intelligent Systems, OEM Partner of the Year

Atos, Global Alliance Partner of the Year

Systech, Global Services Partner of the Year, Solutions Provider

Ingram Micro, Global Distribution Partner of the Year

CDW, Net New Customer Partner of the Year

HCL, Global Growth Partner of the Year, Alliances

SCC – France, Regional Solution Provider of the Year, EMEA

Atea, Growing at a Premium to Market

Atos, Service Provider of the Year

WWT, Regional Solution Provider of the Year, North America

Kolon Benit – Korea, Regional Solution Provider of the Year, APJ

DIS, Regional Distribution Partner of the Year

Unitech – Brazil, Regional Solution Provider of the Year, LatAM

Let’s Realize Extraordinary Together

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

The Red Hot Chilli Pipers kicked off the Scottish-themed session with incredible energy.

Just three months after officially launching the Dell EMC Partner Program, this week at the 2017 Dell EMC Global Partner Summit in Las Vegas, John Byrne, President, Dell EMC Global Channels, unveiled his vision for the Global Channels organization.

“Make no mistake: we have ambitions to be Number 1. We want to be the best and the biggest Channel player in our industry,” Byrne revealed. “And you want to know a secret? I know we’re going to do it.”

The Dell EMC Partner community is already putting points on the board and seeing impressive wins in its short time as a combined community, as evident in part from the multi-million dollar Partner wins Byrne spotlighted on the main stage.

“We promised you Simple. Predictable. And Profitable,” he reminded the audience. “But talk is cheap. Let’s see how we’re doing.”

Since February, the Dell EMC Partner Program has rolled out one, unified program, one Partner Portal, Rules of Engagement, simplified rebates, deal registration, and made an incremental $150 million investment in incentives, among other initiatives.

See how the Dell EMC Partner Program is structured to deliver Simple. Predictable. Profitable.™

The Dell EMC Partner Program team continues to listen to and work with Partners, and new updates were announced on today’s GPS main stage – all designed to take cost and friction out of Partners’ selling motions, and make them even more successful.

  • Infrastructure Incumbency Expansion to include Server and Networking in addition to Storage
    • Based on historical look-back for revenue and deal registration
    • Goes live May 22
    • For Commercial Segment
  • Client Incumbency
    • Forward-looking on net-new business (new customers or new business on inactive accounts)
    • Goes live May 22
    • For Commercial Segment
  • Virtustream Joins the Partner Program
    • Partners now can sell Dell Technologies’ enterprise-class public cloud consumption with private cloud performance, availability and security… at scale
    • Front-end margin, Tier credits, top rebate eligibility
    • Effective immediately
  • Flexible Consumption Models
    • Cloud Flex for VxRail and XC Series
    • Flex On Demand for all storage platforms
    • Both models profit-share, give Tier credit, and are subject to Incumbency on commercial accounts
  •  Client as a Service
    • Latest Dell PC hardware, peripherals, software
    • Single price per seat, per month
    • Coming soon

Dell also reminded Partners of Working Capital Solutions, the company’s offer of extended payment terms and increased credit capacity to enable Partners to grow their business faster. “Partners using Working Capital Solutions are growing at 24% premium versus Partners who aren’t,” Byrne revealed.

Some special guests joined the GPS stage, including Michael Dell, chairman and chief executive officer, Dell Technologies;  Joyce Mullen, senior vice president and general manager, OEM and IoT Solutions, and Jay Snyder, senior vice president of Global Alliances, Service Providers and Industries.

Michael Dell: “The Channel Matters to Me Personally”

Dell Technologies’ chairman Michael Dell’s commitment to the Channel is well-documented. Dell joined Byrne on the GPS main stage, and spoke about the opportunity he sees for Partners.

“We have the strongest and broadest Partner community in the world,” Dell said. “There are enormous cross-selling opportunities across the full portfolio – those are opportunities to make meaningful impacts for our customers.”

Michael Dell and John Byrne stress the importance of the Dell EMC Partners.

Joyce Mullen: “Dell EMC is the #1 OEM Provider Worldwide”

Mullen shared the news with the standing-room-only crowd that Dell EMC is now the number one OEM provider worldwide.* “We didn’t get here alone,” Mullen said. “Dell EMC OEM Partners were critical in this accomplishment, and will play an enormous role in extending this lead in the future.”

Jay Snyder: Global Alliances Seizes the Opportunity with Alignment

Global Alliances and their Partners have already touched 20% of the Core Enterprise Dell EMC deals to-date, representing 50% of the Fortune 500 companies. Snyder said they’re just getting started.

With commitment from the highest levels of the company; alignment across the selling teams and rich incentives for service providers and strategic outsourcers, and the confidence to aggressively attack the market, Snyder said, “We’re poised to do phenomenal things in FY18 and beyond.”

“This opportunity that’s at our doorstep is once-in-a-lifetime. This Program is being built for you and with you,” Byrne said. “Your success matters. You matter. We’re a team. Let’s realize extraordinary together.”

For more:

 

* Merchant Embedded OEM Global Share based on 2016 Dollar Volume Shipments, VDC Research

 

IT Transformation: The Rocket Fuel for Digital Transformation

Mike Wing

Mike Wing

Senior Vice President, Modern Infrastructure Team
Mike Wing

“Digital transformation is destroying my business!” This is what I imagine New York taxi medallion owners saying right now.  In just three years, ride sharing services like Uber and Lyft have overturned an entire industry. In 2014, taxi medallions were worth $1 million each; today they are worth half that. According to a recent presentation prepared for Capital One Financial Corp. investors*, more than 80 percent of its $690 million in loans for taxi medallions are at risk of default. Taxi medallion owners are not alone in their fears of the new digital economy. 

For every company that takes advantage of the opportunity digital transformation presents, there is likely another company that was disrupted dramatically. So the philosophical question that needs to be asked is this:

Is Digital Transformation a Risk or an Opportunity?

Last month, Dell EMC announced the results of a new study conducted by Enterprise Strategy Group (ESG), which revealed that a majority of senior IT leaders and decision-making managers of large companies surveyed around the world indicate their organizations have yet to fully embrace the aspects of IT Transformation needed to remain competitive. We were amazed to find that only 5% of large companies are prepared to meet the IT requirements of the new digital business

Likewise, our Digital Transformation Index sponsored by Dell Technologies found that almost half the 4,000 respondents had no idea what their industry would look like in three years. Others feared their company would be obsolete in 3-5 years.

How Dell EMC and Our Partner Community Can Help Enable IT Transformation

Together, Dell EMC and our partner community are in a unique position to help established companies and startups develop strategies that will allow them to be successful as their industries undergo rapid change.

We believe IT Transformation is the Rocket Fuel for Digital Transformation and we are doubling down on the future.

We are #1 in Everything All in One Place with the most innovative technology portfolio in the industry, but we aren’t stopping here. We’ve also built an impressive set of storage assessment tools you can use in customer conversations in conjunction with the recently published IT Transformation Maturity Curve Study.  Use these tools—along with the IT Transformation Maturity Self-Assessment—to help customers measure where they are in their own IT Transformation journey.

This research provides new data and language to help you drive meaningful conversations and partnerships with your current and soon-to-be customers.  When they know how they stack up against their peers, customers are in a better position to build long-term strategies and you are in a better position to help drive this activity.

This study is the foundation of our refreshed Modern Infrastructure story and lends even greater support to the IT transformation message driving our customers to Modernize, Automate and Transform their infrastructure.

As an example of how well this message resonates with customers, just last week I shared the study results in a presentation to a large financial institution.

After reviewing the four stages of IT Maturity, the head of infrastructure graded his company as a stage 1.5 organization, adding “If there is a way to get to stage 4 by skipping stages 2 and 3, I am very interested!” This was liberating!

Now we can partner with them to build a roadmap to becoming a stage 4 organization. The ideas began bouncing around the room on how to get started. This is exactly what we hope for with our message.

Inspire Your Customers on Their IT Transformation Journeys

We have geared up to help you inspire your own customers on their IT transformation journeys:

STEP 1: Become familiar with the ESG study and use it to initiate IT transformation conversations with your customers.    Download the full report here and share it.  If your customer is not as quick to grade their organization as my financial services infrastructure boss was, have them take this quick, 10 question assessment.  If you have an internet connection when you meet with them you can fire it up on your laptop and walk through it together.

STEP 2: Learn the Modern Infrastructure pitch and how to utilize the new assessment and proposal tools. My team of Modern Infrastructure channel specialists is singularly focused on helping you become proficient at having these conversations with your customers.  We’re kicking off a #GetModern Factory roadshow right after Dell EMC World—we’ll be visiting more than 40 cities in the US and expanding globally very soon.  Alternatively, our innovative #GetModern Live Virtual Workshops will help you get up to speed from the comfort of your office. Contact your Partner Account Manager or MIT Specialist for a #GetModern Factory invitation or details on the Live Virtual Workshops.

STEP 3: Take advantage of all of the product training, hands-on labs, demos, and opportunities to meet with subject matter experts at Dell EMC World.  It’s not too late to register and join us (be sure to select “Partner” during the registration process). If you’ve already booked your trip, be sure to reference our Partner Guide to Dell EMC World before you go; we’ve identified the most helpful Modern Infrastructure activities for you.

If you leverage your training and the power of this messaging, you are guaranteed to deliver strong results for your customer, for Dell EMC, and for yourself.  Together we will continue to inspire our customers on their IT transformation journeys!

*Source: Bloomberg.com Taxi Medallion Prices Are Plummeting, Endangering Loans January 30, 2017   

REALize Extraordinary at Global Partner Summit 2017

John Byrne

John Byrne

President, Dell EMC Global Channels
John Byrne
John Byrne

Latest posts by John Byrne (see all)

GPS

In just a few days, we’re lighting up Las Vegas at our second-ever Global Partner Summit (GPS) at Dell EMC World. This year, we are laser-focused on one mission: to REALize Extraordinary.

Back in October, we unveiled the new Global Channel sales team, our Channel vision, our strategy and the beginning of the Dell EMC Partner Program. Just a few short months later, and we are officially rocking and rolling. We formally combined into one program in February (hard to believe that was just one quarter ago!).We’ve welcomed thousands of Partner companies into Titanium, Platinum and Gold Tiers. We’ve collaborated on hundreds of phenomenal customer wins, helping businesses globally embrace Digital Transformation, and winning in the market with your expertise and our best-in-class products, solutions and services.

We’ve come a long way in a short amount of time, and your success has been incredible. But we are just getting started. We have more to do, and when I open up GPS on May 8, I’ll tell you more about how we’re responding to what you need, and continuing to make our Dell EMC Partner Program Simple. Predictable. Profitable.™

I’m looking forward to seeing many of you there, and the full event–GPS and Dell EMC World–promises to be electric.

Thousands of Partners from around the world, getting immersed in Dell EMC innovation, including product and solution announcements; getting trained and certified; engaging in strategy sessions designed to help you win, and  taking advantage of phenomenal networking opportunities with Dell EMC and customer executives.

Here’s just a taste of what the line-up includes:

  • Exclusive insight into the Dell EMC Global Channels vision, strategy and priorities
  • Front-row seats for Dell EMC launches and announcements
  • Regional-specific business breakouts with Dell EMC Global Channels leadership team focused on locally relevant and actionable programs
  • 450+ technical breakout sessions (take advantage of free and discounted certifications and exams!)
  • Networking opportunities with top Dell EMC executives and the brightest minds in the industry
  • Nightly events and entertainment

Can’t make the trip out to Vegas for GPS?

I assure you, we’ll miss you – but you can stay plugged into GPS wherever you are.

Let’s Go Bigger and Win Bigger. Together, let’s REALize Extraordinary. See you soon!

Meet the Dell EMC Partner Program Leaders: Álvaro Camarena

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Meet the Program Leaders

This series provides insight into what drives Dell EMC channel executives. Missed the other posts in the series? Get to know them now: John Byrne (Dell EMC President of Global Channels);  Michael Collins (Dell EMC Senior Vice President, Channel, EMEA); Ng Tian Beng (Dell EMC Senior Vice President, APJ Channels); Joyce Mullen (Dell EMC Senior Vice President and General Manager, Global OEM and IoT Solutions); Jim DeFoe (Dell EMC Senior Vice President, Global Distribution); Gregg Ambulos (Dell EMC Senior Vice President, North American Channels); Jay Snyder (Dell EMC Senior Vice President, Global Alliances, Service Providers and Industries); Cheryl Cook (Dell EMC Senior Vice President, Global Channel Marketing).

Meet Álvaro Camarena – Vice President, Latin America Channel Sales

What is your current role/area of responsibility?

I have the privilege of leading the Dell EMC channel business in Latin America. I love interacting with the partner ecosystem—from VARs to Distributors, to Systems Integrators, etc.

How long have you worked with the channel partner community?

I’ve worked with the channel partner community at Dell EMC for eight years. I joined Dell in 1998; but in my previous role, I was also responsible for leading Sales & Marketing in a software start-up—in which 100% of the business was driven by channel partners.

What most excites you about the Dell EMC opportunity?

That we will make history. Michael Dell has broken paradigms several times, and the combination of Dell EMC is one more. This is a unique opportunity and therefore a unique experience. The Dell EMC portfolio offers everything our partners and customers need in order to achieve digital transformation—in one company. To think about the growth we can drive is exciting.

What most excites you about the Dell EMC Partner Program?

Several things: The global team, led by John Byrne, is outstanding. We have come together as a true team in a few months. We worked in creating the new Program and I love the result. I believe that the Dell EMC Partner Program is the best in the industry, and it is designed to be Simple. Predictable. Profitable.TM Feedback from partners has been very encouraging; and we will keep listening to them. I love the Program—from the look of the logo, materials and tier names, to the way incentives and requirements are structured.

What do you see as the biggest opportunity for Dell EMC partners in 2017?

I think that this is a great time to be a Dell EMC channel partner. At least in the last 10-15 years, I had not seen so many opportunities for a channel partner. Customers need to embrace the digital transformation, and they need a trusted adviser. Technology has become the competitive advantage, and enables big opportunity. With the Dell EMC Partner Program, partners have all they need in one single company. Our portfolio is the broadest in the industry. Its breadth requires the best partners in the industry as well … And, we have them..

Do you have a favorite country, place or city to visit; and why?

I love traveling and appreciate different places, from small towns, nature, to large cities. London is one of my favorites. And I love Latin American small towns and their people, food, landscapes …

What do you do for fun outside of Dell EMC?

I love sports … Golf has become a recent passion; but I truly enjoy participating in all types of sports activities. I also attend professional sports whenever possible.

Spending time with friends is also important to me—I try to stay in touch with them as much as possible, and I am active in organizing activities with friends.

And, the activity that I enjoy the most is spending time with my wife Selene and our four children (Pablo, Diego, Alvaro and Sofia). Whether it’s just being together at dinner, traveling as a family, or enjoying activities like water skiing … Seeing our kids grow is simply amazing.

Leader Alvaro Camarena

Álvaro, his wife Selene and their 4 children’s Pablo, Álvaro, Diego and Sofia practicing archery and enjoying and an afternoon at Tapalpa, place of mountains near Guadalajara, México.

Meet the Dell EMC Partner Program Leaders: Cheryl Cook

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Meet the Program Leaders

This series provides insight into what drives Dell EMC channel executives. Missed the other posts in the series? Get to know them now: John Byrne (Dell EMC President of Global Channels);  Michael Collins (Dell EMC Senior Vice President, Channel, EMEA); Ng Tian Beng (Dell EMC Senior Vice President, APJ Channels); Joyce Mullen (Dell EMC Senior Vice President and General Manager, Global OEM and IoT Solutions); Jim DeFoe (Dell EMC Senior Vice President, Global Distribution); Gregg Ambulos (Dell EMC Senior Vice President, North American Channels); Jay Snyder (Dell EMC Senior Vice President, Global Alliances, Service Providers and Industries).

Meet Cheryl Cook – Senior Vice President, Global Channel Marketing

What is your current role/area of responsibility?

As Senior Vice President, Global Channel Marketing, I am responsible for Dell/EMC global partner marketing programs and engagement, including:

  • Channel events and promotions
  • Branding and communications
  • Partner marketing tools and enablement
  • MDF program strategy and execution

In addition, I am responsible for collaborating with regional Commercial and Enterprise sales teams on partner planning and partner experience.

How long have you worked with the channel partner community?

I have been working in the channel for 20+ years, holding various sales and marketing leadership positions that covered nearly all partner typessolution providers, distributors, global systems integratorsacross multiple companies in the industry.

What most excites you about the Dell EMC opportunity?

We have the right team, the right products, the right partners, and excellent timing- we’re in a great place! We have a bold vision, a clear strategy, the industry’s broadest portfolio of essential infrastructure solutions, with an incredibly talented and strong leadership team, focused on delighting our customers and partners, and winning in the market place.  The entire industry is in a transition, and transforming.  We’re a part of history in the making, and I believe, a once-in-a-career opportunity to significantly deliver unique value to our customers, and a growth opportunity for our partners.

As the industry consolidates, and customers and partners look to narrow the number of vendors they do business with, we’re in an enviable position.  We have great positive momentum in our business right now, with huge upside opportunity.  Our partners are energized about our new partner program, and the growth opportunity with Dell EMC.

We have to stay focused on our customers and partners, and delight them.  We’re winning!  People like playing and cheering for winning teams!

What most excites you about the Dell EMC Partner Program?

We tried to bring the best of both programs together in our new unified partner program.  Our commitment is Simple, Predictable, and Profitable.TM

  • It is simple in that it takes the best of both the Dell and EMC Partner Programs and provides all partner tracks with simplified, common structure and tiers.
  • It’s predictable in the clarity of the programs, transparency in sales engagement and enhanced visibility into the business, in terms of the scorecard, for example.
  • And with the incremental investments we’ve made in the industry’s most lucrative program, the Dell EMC Partner Program is profitable—with rewards that are focused on growth, new business and services and incentives to partners that actively sell the full Dell EMC portfolio.

We’ve also created excitement and tier envy, with innovations in partner tiering with Titanium Black.  It’s an exciting time to be a Dell EMC Partner.

What do you see as the biggest opportunity for Dell EMC partners in 2017?

We’re a market leader in the essential infrastructure categories, and we have great growth opportunity in channel share.  We have the broadest end-to-end product portfolio in the industry, and a significant R&D investment at $4.5B per year, to ensure we drive innovation to bring advances and technology to help our partners and customers navigate this digital transformation.

Our partners have choices, and they need to bet on vendors they can win with.  We’re a company to bet on! Lean in!

We’re growing faster in the channel than others, gaining market share. We’ve just launched an extraordinary partner program, and we’re still listening.  We will continue to be transparent, and collaborate, and deliver on our promise of Simple, Predictable, and Profitable.  The market is moving fast, and we’re all on an extraordinary journey.

No one vendor can do what we can do, and partners can make a lot of money with Dell EMC. We’re having fun!  Come join the team, and have fun, and make money.

Do you have a favorite country, place or city to visit; and why?

Of all the places I have traveled in this world, one of my favorite places is Rome.  I love the history, the culture, the food, the weather, the fashion and shopping- the shoes, and handbags.  Did I mention shoes?

I have been many times, but my fondest memories are spending the Millennium, the turn of the century on New Year’s Eve in Rome, one of the most ancient places, and the first trip with both of my sons, Garrett and Logan.  It was wonderful to experience it all through their eyes.  They really appreciated the history, and the food, and the language.   I think their favorite stop along the tour was the Colosseum, typical boysthey had swords and were reciting lines from the movie, Gladiator. It was amazing to see them soak all the sights and experiences in.  They still say it’s one of their favorite places, too.

What do you do for fun outside of Dell EMC?

When I’m not running from airport to Dell EMC office or partner sites, I enjoy working out, shopping, and spending time with friends and family.  Although I live in Texas, I do enjoy the water and being outdoors.  I’m a Florida girl who is very happy in Texas, but am an avid Florida Gator fan (there’s nothing passive about being a Gator).  I am also a University of Florida alumna and a board member of the University of Florida Foundation.

Partner Leader Cheryl Cook

(From L to R) Logan, Cheryl and Garret Cook at recent family reunion in Southern Florida, December, 2016.

Follow Cheryl Cook on Twitter: @CookCherylS

How to Grow Your Business and Increase Profitability with Dell EMC Services

Erica Lambert

Erica Lambert

Dell EMC Vice President, Global Channel Services Sales
Erica Lambert

Services

John Byrne, Dell EMC President, Global Channels, has spoken of services as being the real pot of gold in the Dell EMC Partner Program. As the VP, Global Channel Services Sales, I of course love this, as it shines a spotlight on a critical component of our business.

Why Dell EMC Services?

Services is important to our collective business for a number of reasons, but most notably for:

  • Driving long-term customer relationships
  • Increasing account control
  • Accelerating technology adoption
  • Ensuring customer satisfaction

In short, including services (yours or Dell EMC’s) delivers more value to customers, and often drives the purchase of more Dell EMC products.

Understanding the Dell EMC Services Portfolio

Along with our expanded product portfolio, we also have a services portfolio that drives the rapid adoption and optimization of digital technologies.

It includes:

  • Consulting – Experts with proven strategies, planning, tools, and execution to modernize your customers’ data centers, ensure their business resiliency, and power their strategy with big data and the Internet of Things
  • Deployment – Onsite and remote teams design, plan, install, configure, image and migrate data for new systems to better serve your customers
  • Support – Award-winning proactive, predictive and personalized monitoring and maintenance help prevent downtime and maximize productivity
  • Training – Optimize your internal teams through continuous learning and certifications that empower users with knowledge to successfully manage technology

Together, We Deliver Value to Customers

You have the power to help us expand customer reach and build deeper relationships.

Many of you have deep benches of skilled professionals, often with skills that span different vendors. As well, you also maintain close relationships with customers that we can’t engage every day. These factors help us expand reach and build deep relationships.

At Dell EMC, we have more than 30,000 services professionals across the globe with deep expertise, knowledge and best practices who are ready to work with you and your customers to ensure our technologies drive positive business outcomes.

In the Dell EMC Partner Program, You Choose How to Maximize Services Profitability

These complementary capabilities are the reason why we give you the choice on how to profit from services. You can resell anything in our Dell EMC Services portfolio and it counts towards your services rebate goals. Or, you can obtain Service Competencies in those areas where you have expertise and deliver services yourself. It’s up to you.

It’s exciting to see how you take advantage of this flexibility to grow your services business and likewise improve your status in the Dell EMC Partner Program.

For example, one partner in North America realized that by attaching Dell EMC Support with every product deal, (either ProSupport or Enhanced/Premium Support – depending on the product they are selling) they would reach their services revenue targets and receive the services rebate.

At the same time, a partner in EMEA with a strong enterprise storage business was struggling to take advantage of the rising demand for data protection. The partner maintained Services Competencies for Unity and XtremIO Deployment, and delivered those services themselves. However, by reselling Dell EMC Services for Data Domain, they were able to meet customer needs and stay on top of the changes in their market. And yes, those Data Domain Deployment services, along with Enhanced Support for Unity and XtremIO, count towards their rebates.

The examples are endless.

Yet, what is clear is that this flexibility allows us all to grow our services business and be more profitable working together.

As we continue forward together, we are taking steps to make it easier for you to understand our services offerings and where and when to best use them. We continue to work on integrating our services portfolio and look forward to providing an update during the upcoming, Global Partner Summit at Dell EMC World 2017.

Win Big with Services … Together!

Email Subscription

Enter your email address to subscribe to this blog and receive notifications of new posts by email.

Connect with us on Twitter

Archives

Categories