Posts Tagged ‘distributors’

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.

 

 

Meet the Dell EMC Partner Program Leaders: Jim DeFoe

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).

Meet Jim DeFoe – Senior Vice President, Global Distribution

What is your current role/area of responsibility?

As the Senior Vice President of Global Distribution, I lead an incredibly talented team that is responsible for Distribution partnerships, sales and strategy.

How long have you worked with the channel partner community?

I’ve worked with the channel partner community for nearly 10 years. I’ve been with Dell/Dell EMC for nearly 20 years, serving in a number of different roles. Prior to my role in Distribution, I was Vice President of North America Channel Sales. In this role, I was responsible for creating and delivering sales across all partner types including national Solution Providers, regional Partners, System Integrators and Distributors.

I also have experience working on the partner side. Prior to joining Dell, I managed regional offices for Dell EMC partner CompuCom. The experience I gained in this role shaped the way I work with partners today.

What most excites you about Dell EMC opportunity?

In my nearly 20 years at Dell, I can’t remember a time when we’ve had the tremendous opportunity that we have today. We’ve got it all in one place: the best partners, the best team, the best portfolio… and the list goes on. It’s an amazing journey to be a part of.

I’m most excited about the way Dell Technologies solutions are benefiting so many areas of people’s lives for the better. It is fascinating to see how our solutions are being utilized to solve some of the world’s most complex problems. 

What most excites you about the Dell EMC Partner Program?

I’m most excited about the emphasis we’re placing on Distribution. While Distribution Partners have always been key to our success, we’re collaborating on an even stronger level today than ever before. Within the Dell EMC Partner Program, we have rolled out a comprehensive Distribution track that is simple, predictable, and profitable, and largely based on feedback from our Distributors. We’ve strategically chosen key Distribution Partners who we have full confidence in, both globally and at a local level, and we’re backing them up by designing tools, materials and programs specifically for them. Plus, with the expanded Dell EMC portfolio, Distributors have more options and greater opportunity. It really is an exciting time for Dell EMC Distributors.

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

The ability to offer the complete Dell Technologies portfolio to their customers. No other company offers the breadth of our solutions all wrapped around the best partner program in the industry.

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

Colorado is my favorite state to visit. I spend as much time as I can in the mountains, especially in the summer! Italy is my favorite country to visit because of the people, the beauty of the country and the food.

What do you do for fun outside of Dell EMC?

I love spending time with my wife, two daughters, friends and my dogs. My favorite hobbies are golf and hiking.

Distribution Jim DeFoe

Jim and his wife, Terri.

 

Follow Jim DeFoe on Twitter: @jimjdefoe.

EMC a “Rising Star” with Distribution

EMC_Bronze_Winner.jpg

Great news out of San Francisco:

 

EMC won Bronze at the 10th annual Global Technology Distribution Council (GTDC) U.S. “Rising Star” Awards event held Sept. 9.

 

One of three awards presented in the $500 Million+ company revenue category, this prestigious honor is another acknowledgement that EMC is on the right track with our distributors.

 

Distribution plays an important role in EMC’s overall partner strategy and is a key part of the new EMC Business Partner Program (BPP) rolled out earlier this year. As we go forward, EMC will continue to innovate in how we partner with distributors, while striving to maintain a partner program that is simple, predictable, and profitable.

 

The differentiated value that EMC and our distributors bring to the marketplace also plays a big part in our combined success, as evidenced in our leadership with Converged Infrastructure and Flash technologies, as well as the overall breadth of our product portfolio.

 

I look forward to continuing our deep and robust relationship with distributors and am ever grateful to the GTDC for the award and the acknowledgement of our distribution partnerships. We’re truly honored.

 

For more information about the GTDC and the 2015 “Rising Star” Awards, view the official GTDC press release.

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