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.

 

That’s a Wrap on an Extraordinary Global Partner Summit – GPS2017

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

GPS2017They say it takes a village to raise a child, and we couldn’t agree more. With the Dell EMC Partner Program in its exciting infancy, at just three months old, Global Partner Summit (GPS, GPS2017) at Dell EMC World 2017 made it clearer than ever that we have a village behind our partners and the programs designed to enable success.

From a surprise visit by Michael Dell, chairman and chief executive officer, Dell Technologies to executive support in the many breakouts, it’s clear that we’re poised to realize #extraordinary together.

Check out some of the highlights from GPS2017

GPS General SessionWith fantastic enthusiasm, the stage was set for an extraordinary GPS thanks to an energetic performance by the Red Hot Chilli Pipers, an update on the Dell EMC Partner Program and a few special guests including Michael Dell, Jay Snyder, senior vice president, Global Alliances, Service Providers and Industries and Joyce Mullen, senior vice president and general manager, OEM and Internet of Things (IoT) Solutions.

Regional Breakout Sessions – Partners from each region had the opportunity to gather together to learn more about key topics and priorities specific to each region.  Going deeper into topics such as sales engagement, collaboration, services, workforce transformation and IT transformation, Partners were able to hear first-hand Dell EMC’s vision.  The partner program was been built from Partner feedback and the regional breakouts were a great way to continue to conversation.

Celebrating SuccessGlobal Partner Summit just isn’t complete without recognizing our extraordinary partners that are enabling customers to realize their transformation journeys.

Digital Marketing RealizedAnswering one of our most common requests, Cheryl Cook, senior vice president, Global Channels Marketing, led a “Making Digital Marketing Real for Dell EMC Partners” breakout session to help partners drive marketing efforts, build awareness of Dell EMC solutions and their individual capabilities and leverage the four transformations highlighted throughout the week and the year to come – Digital, IT, Workforce and Security.

Creating HEROESLaunched at GPS2017, Dell EMC announced the Dell EMC Heroes Program, a program designed to connect partner SE’s with Dell EMC’s technology. With three key elements, the Heroes Exchange, Partner Advisory Boards and a Partner CTO Summit, Heroes will leverage the power of our extraordinary partner community and its technical expertise.

Global Alliances OpportunitiesJay Snyder set the stage for the incredible opportunities available to our Global Alliance, Service Provider and Industry partners. He highlighted the five key tenants critical to success including: Money, Resources, Solutions, Consumption Models and having a Partner Plan.

#1 in Everything, Including OEMJoyce Mullen welcomed OEM Partners to their first Global Partner Summit. In an exciting moment onstage, she revealed the Dell EMC is the #1 OEM Provider Worldwide*, and talked about the enormous opportunity that OEM Partners have ahead.

As John Byrne, President, Dell EMC Global Channels put it, “We have ambitions to be Number 1.” And with everything we saw at #GPS2017, it’s clear that we’re on the path to an extraordinary partner program and achieving that goal.

Follow and join the conversation on Twitter with #GPS2017.

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

 

The Opportunity Is Once In A Lifetime

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Customers are thinking differently about their business and IT strategies. They’re demanding more as they face a “transform or die” decision. But as Jay Snyder, Senior Vice President, Global Alliances, Service Providers and Industries, declared at Dell EMC World in Las Vegas last week, “together, with our partners, we’re more relevant than ever.” In fact, Snyder stated that, “in 2016 we were incredibly relevant and in 2017 we are required.”

Jay Snyder takes the stage at the GPS General Session

Expectations are high, and we have the commitment across the executive leadership team at Dell EMC to invest in our alliance, service provider and industry practices. Our time is now. The opportunity is ours for the taking. We have momentum.

What kind of momentum? Having just launched the Dell EMC Partner Program in February, we’re already seeing great traction. John Byrne highlighted this in his Global Partner Summit keynote. But what does it mean for us? For our Alliance, Service Provider and Industry partners?

Jay highlighted five key tenants that he believes are critical to success:

  • Money – Who isn’t interested in making more money? Well today, we can say that we have aligned compensation plans where everyone gets paid and core sales is armed to enable our partners. We now have rebates starting at the first dollar and both earned and proposal-based Business Development Funds.
  • Resources – A year ago we committed to providing more resources to help our partners be more successful. Well, we did just that, building our our portfolio sales team, expanding our global industries practices to address new markets and expand our capabilities and we added 5X the number of Global Architects for our Systems Integrators and Strategic Outsources.
  • Solutions – As you’ve heard from Dell EMC, we strive to have the best possible products and solutions in the industry. Our portfolio of product provides more opportunities for business outcomes and growth. And today, we now have a dedicated team focused on Telcos and Service Providers to enable the deliver of as-a-Service solutions.
  • Consumption Models – As partners, its critical to understand the Dell Financial Services (DFS) model. It’s a game changer and enables us to win more business, delivering better business outcomes. Customers are demanding change – to the ways they consume and purchase IT. DFS provides more flexibility, meeting the changing demands of the market.
  • Partner Plan – When it comes to plans, we’re eliminating barriers to both win and grow. When we build a plan together, we are truly better together. We must be clean, crisp, concise and actionable. With a shared vision, clear path to market, focus on differentiated capabilities and unified goals, we can win big.

“We don’t prioritize partners, we prioritize plans,” said Snyder. “This is about building a business, not just doing business. The opportunity truly is once in a lifetime.”

Dell EMC Leaders Recognized as CRN “Women of the Channel”

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

A company is only as good as its people; and great leaders inspire others to greatness. That’s why we’re extremely proud to share that eighteen Dell and Dell EMC leaders have recently been named to CRN’s prestigious Women of the Channel list. This list highlights “women whose channel expertise and vision are deserving of recognition.”

This year marks the first time that Dell EMC, as a combined company, participated in the nominations – and we’re so pleased with the results.

The 2017 Dell and Dell EMC Women of the Channel are…

  • Jennifer Axt, General Manager, North America, Stat & Local Government and Education Sales, Dell EMC
  • Amy Belcher, Director, Global Partner Program, Dell EMC
  • Diane Brode, Director, Global Channel Marketing, Dell EMC
  • Julie Christiansen, Senior Director, Global Partner Marketing and Engagement, Dell EMC
  • Cheryl Cook, Senior Vice President of Global Channel Marketing, Dell EMC
  • Kimberley DeLeon, Vice President, Global Channel Programs, Dell EMC
  • Maureen Gaumer, Senior Director, North America Channel Marketing, Dell EMC
  • Sheri Hedlund, Vice President, US Channel Sales, Dell EMC
  • Erica Lambert, Vice President, Global Channel Services Sales, Dell EMC
  • Joyce Mullen, Senior Vice President and General Manager, Global OEM & IoT Solutions, Dell EMC
  • Pilar Schenk, VP, Global Channel Sales Planning and Operations, Dell EMC
  • Patty Scire, Senior Director, North America Channel Sales Strategy, Dell EMC
  • Sarah Shields, Vice President and General Manager, UK & Ireland, Dell EMC
  • Deanna Thomson, National Sales Director, Channel, Canada, Dell EMC
  • Shawn Trotter, Vice President, Dell EMC
  • Beth Villalpando, Director, North America Distribution Marketing, Dell EMC
  • Heather Wilcox, Client Solutions Channel Field Marketing Director, Dell
  • Mary Catherine Wilson, Senior Director, Global Channel Marketing, Dell EMC

Power 100: The Most Powerful Women of the Channel

Additionally, four of these leaders – Cheryl Cook, Julie Christiansen, Sheri Hedlund, and Mary Catherine Wilson – were also named on the Power 100. The Power 100 is a subset of the Women of the Channel representing, “the most powerful women leaders across IT channel organizations.”

These women’s hard work and dedication enables Dell EMC to be an industry leader and exceptional partner. We are proud of this group’s vision and leadership, and this recognition is well-deserved.

Congratulations to each of these extraordinary women!

Are you ready for the new revolution?

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

The latest generation of Dell EMC PowerEdge servers has arrived – and we’re really excited! This is a massive opportunity with the potential to power your business to another level.

Why all the buzz? Because the 14th generation of Dell EMC’s best-in-class PowerEdge servers has been built from the ground up with a no-compromise approach – to deliver a real difference. For you, our valued partners, and your customers.

Our exciting new PowerEdge servers, featuring the Intel® Xeon® Processor Scalable Family, are the bedrock of the modern data center, with loads of business-boosting features to help you win new orders and help your customers bridge the IT resources gap.

Welcome to a world without compromise

Now you can help your customers to realize their vision of a worry-free infrastructure that allows them to maximize performance and optimize efficiency – with no compromises.

Together, we believe this is the most secure server range ever – delivering optimum flexibility and freedom from the server room. There are plenty of benefits for your business too, including leveraging our industry-leading expertise and unparalleled technology leadership to boost your own ‘trusted advisor’ status.

Placing all their business with you, your customers can now take advantage of a single supplier for best-in-class solutions, backed by expert unified support throughout the IT lifecycle. Plus, you benefit from being able to provide essential support across the entire system lifecycle with Dell EMC Parts.

It’s a great market opportunity

Now you can build your business on the back of the best server platform and the best Partner Program in the industry.

Combine the new no-compromise PowerEdge server range with our extraordinary new Partner Program (the most rewarding to date, reflecting your value to our business) and you’re onto a winning opportunity.

The question is: Are you ready to exploit it? If so, you could soon be taking advantage of channel server business that’s increasing at a rate of 10% per annum. Global server sales are expected to grow by a massive $20 billion over the next three years – so get PowerEdge ready today.

Register for our early-insight webinar now and get PowerEdge ready >>

 

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.

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