Posts Tagged ‘Partner Post Blog Dell EMC Partner Program’

It All Comes Down to Profit

John Byrne

John Byrne

President, Dell EMC Global Channels
John Byrne

Dell EMC Partner Program

I’m so excited to write this post on the third tenet of the Dell EMC Partner Program: Profitable. (I talked about Simple and Predictable earlier.)

It’s the most basic of principles: the purpose of a business is to make money. Of course we all want a healthy top- and bottom-line, but turning a good profit isn’t just about numbers on a spreadsheet. I often joke about being a Scotsman and loving money. OK, that’s true – but let me explain. I take very seriously my responsibility to our Partners, and to my team, to operate a sound business.

Because profit means opportunity.

Profit means we can pay people well, and have the opportunity to continue working with the best and brightest minds in the industry. It means we can continue to innovate and invest in new capabilities so we can offer our customers the most cutting-edge solutions. It means we can pay our bills, save something for the inevitable lean times, and plan for our families’ future.

I said it on our Dell EMC Partner Program Launch Broadcast, and it bears repeating: profit matters on every level.

The Dell EMC Partner Program must, above all, help our Partners be profitable.

Having run my own Channel businesses, I realize very well that when you have a dollar to spend, you want to maximize that Return On Investment. We want you to invest that dollar with Dell EMC, so we’ve structured our Program to give you tremendous value. We must deliver value, both monetarily and strategically. That’s how you’ll keep doing business with us, and do more business with us. That’s a win-win.

And the great news? I’ll be blunt here: Partners can make a ton of money with Dell EMC. Every opportunity is there, with incredible benefits each step of the way:

  • Stackable rebates with base starting at Dollar 1
  • Aggressive rebates when you grow your business above target
  • Incentives for driving services
  • Incentives for winning net new business
  • Competitive MDF

All in, Partners can earn 1.5 times up to eight times what they were earning with us previously based on driving the desired behaviors. I can barely believe it myself – up to eight times.

Getting these benefits requires hustle on the part of Partners to ramp up extremely quickly; but because our Program is Simple and Predictable, and we’ve created world-class training, it is my whole-hearted expectation that Partners will be able to seize every sale.

So that’s it. You know how the Dell EMC Partner Program is Simple. You’ve read how it’s Predictable. And now you understand why Profitable is so important to us.

The only thing left to do? Get selling the full Dell EMC portfolio. Attach services. Get after net-new business and logos. Let us know what we can do to support you. Let’s attack the market, together.

We live in exciting times… some might even say Extraordinary.

Delivering on Our Promises with Predictability

John Byrne

John Byrne

President, Dell EMC Global Channels
John Byrne

Predictable

At our first-ever Dell EMC Global Partner Summit in October I introduced the Dell EMC Partner Program as truly extraordinary. At our official Program launch on February 8, we showed you how the Program has been purpose-built for Partners, and with Partners, to be Simple. Predictable. Profitable. TM

Those are huge expectations to set. It’s important to me, to my entire team and to our company that whatever we say we will do, we go and do it. Having a high “say:do” ratio is vital. Your feedback so far tells us that we are, in fact, delivering. Let me tell you: nothing makes me happier. We know we’re on a journey, too, and we still have work to do.

Last week, we talked about how we’ve made the Program Simple. Simple is critical. You told us that time and again as we travelled the globe, when we asked what you needed in a world-class Partner Program.

Today, let’s talk about our second tenet, Predictable.

You told us you need to be able to plan your business with us – plan your investments, make your strategies and place your bets. You need to know we have your back. Here’s how the Dell EMC Partner Program brings you predictability.

  • The Dell EMC Partner Program runs on an annual basis. We’re not changing the rules quarter to quarter. You can plan your business for the year, and know that the Program will be with you for the full year.
  • We have defined Tiers and status requirements—The Dell EMC Partner Program Tiers (Titanium, Platinum and Gold) clearly define revenue and training requirements; and provide Partners with a clear path to achieve the next Tier level. In addition, Partners can expect an annual compliance review to provide visibility into where they stand against their current Tier’s requirements.
  • We have clear rules of engagement and transparent deal registration—The Dell EMC Partner Program includes a globally enforced Partner Code of Conduct and Deal Registration program to protect those Partners who actively promote Dell EMC’s products and solutions to their customers. Partners with registered and approved opportunities receive both advantaged pricing as well as protection from any possible direct sales conflict.
  • We are bringing you ISG Incumbency for Commercial—We started with ISG Incumbency for Storage, because it’s just the right thing to do. Protect our Partners’ business. We will be extending incumbency for Commercial over the next couple of quarters. Partners will be able to aggressively grow their business with Dell EMC, with protection via Deal Registration across ALL ISG lines of business: Server, Networking, Storage, Backup, Converged/Hyperconverged and Solutions. We’re training our full salesforce on these new Rules of Engagement and Deal Registration protocols as we speak. There may be a learning curve, and we have our conflict resolution plans in place. We’ll get there. Because protecting Partners just makes sense.

We designed the Dell EMC Partner Program to be the most desirable program in the industry, bar none.

We understand that a key to helping you achieve success is providing you with a Program that is clear and transparent so you know what’s expected—so you can focus on selling the world’s most innovative portfolio and growing your top- and bottom-lines.

Like Simple, Predictable is just one part of our commitment to Partners. Watch the Partner Post Blog for the next post on my favorite tenet: Profitable.

Let us know how we’re doing in the comments section below.

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