Posts Tagged ‘OEM’

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

 

Meet the Dell EMC Partner Program Leaders: Joyce Mullen

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Meet the Program Leaders

This is the third post in our Meet the Leaders series, which provides insight into what drives Dell EMC channel executives. Missed the first two posts? 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).

Meet Joyce Mullen – Senior Vice President and General Manager, Global OEM and IoT Solutions

What is your current role/area of responsibility?

As the Senior Vice President and General Manager of Global OEM & IoT Solutions, I lead an amazing team that delivers best-in-class technology, a world-class supply chain, global support capabilities and vertical expertise to OEM and IoT partners and customers, allowing them to focus on their intellectual property and grow their business. The best part of my job is that I get to help customers solve the world’s most vexing problems – from improving cancer treatments to launching satellites – faster and more efficiently.

We offer a faster way to turn our customers’ ideas into market-ready solutions and take them to the world. With the right set of OEM Partners by our side, we enable our customers to excel in three key areas:

  1. Innovate Faster: Shorten time to market
  2. Build Bolder: Create better customer experiences
  3. Scale Smarter: Reduce costs and complexity

It’s a really exciting time to be in this role as customers and partners are seeing the opportunity and taking advantage of our offerings now more than ever. In fact, last year we more than tripled the number of OEM partners that we work with.

How long have you worked with the channel partner community?

I’ve had the privilege of leading the OEM channel partner program since its conception five years ago. It’s been exciting to see the program grow, especially recently as OEM became a specialized track within the industry’s most enviable, most innovative and most desirable Partner Program.

What most excites you about Dell EMC opportunity?

The combination of Dell and EMC is so exciting. We’ve truly never seen a greater opportunity than we see right now. The market and economy look good, our product portfolio has never looked better, and we have the best team and partners in place to help our customers design and build the right solutions for their environments.

I guess I have to say that the most exciting factor is that we have such a diverse set of products, solutions and services. With this unique set of offerings, we can enable our customers no matter where they’re at on their Digital Transformation journey. Combining the Dell and EMC portfolios meant that we could leverage that many more solutions to expertly bring our partners’ and customers’ intellectual property to market. For our engineers, I would compare this to being a kid in a candy store.

Oh, and I can’t help but mention that we’re #1 in so many areas. That’s pretty exciting, too.

What most excites you about the Dell EMC Partner Program?

I’m most excited for the way that we’ve brought all of our partner tracks into one simple, predictable, profitable program. As part of our one cohesive program, OEM partners will receive the same great benefits that other partner types receive – from a single portal sign-on to automated rebates. This also means bigger opportunity and more lucrative earnings for OEM partners.

We keep hearing that our partners are excited about these expanded opportunities, and we’re proud to be able to offer them. It’s going to be a really great year.

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

GROWTH!!! The market is huge and growing faster than GDP. Our customers are turning to technology as they transform their businesses and solutions…. And no one has better technology than we do.

What could be more fun than that?

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

I’m not sure if I could name just one! Now that our four children are grown, they’ve dispersed across the country; so to see them means travelling. We also love visiting family in New England and Southern California, and skiing in Utah.

We’ve been incredibly fortunate to have had some really great, adventurous and educational family trips over the years. One of our favorite trips was to Vietnam and Cambodia when the kids were younger; it was really an eye-opening experience for them. We’ve been on a couple of safaris which were unbelievable, too. To see animals in their habitat and learn about how they communicate and warn each other of impending danger was absolutely fascinating.

I always love Rome and Paris, too. Every trip we take, we realize there are so many more places to see.

What do you do for fun outside of Dell EMC?

My husband and I love to spend time with our four kids – we’re incredibly proud of the people they’ve grown up to be. We also have two dogs who are a big part of our lives, and who love to hike with us in Austin.

OEM IoT Leader Joyce Mullen

Joyce Mullen enjoys hiking in Austin with her husband, four children and furbabies.

We love to travel, ski, scuba dive. We love learning about wine.

Giving back to the community has always been important to us as well. I am the vice chair of the Capital Area Food Bank and sit on the Brown School of Engineering Corporate Affiliates Board.

Follow Joyce Mullen on Twitter: @JoyceatDell.

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