Peyton Manning… EMC… Dell… What do they have in common?
Football icon Peyton Manning kicked off EMC’s 2016 Global Partner Summit (GPS) General Session with his inspiring story of determination. A football Hall of Fame legend, during his career he was unstoppable when it came to beating the competition.
With the EMC and Dell merger, we too—together with our partners—will be unstoppable. We are going to break down walls, break barriers, and break records in a way the industry has never seen.
Dell and EMC both began as direct selling companies, but we have each transformed to partner-based models. Today the channel is not just important, but absolutely essential to both Dell’s and EMC’s business models. A full 60 percent of EMC’s revenues come from the channel, and in five short years, Dell has taken their channel business to over 40 percent. Today, both our partner programs have five-star partner-program designations from CRN.
Building from this critical foundation, during GPS on May 2 I shared with partners the immense opportunities the Dell and EMC merger will bring to them and what they can expect when the deal closes—beginning with Day One.
To level-set everyone, there will be minimal changes and minimal disruption out of the gate.
Partners will have access to the entire expanded portfolio, as long as they are authorized to sell by both companies. This gives partners the ability to cross-sell and upsell like never before—to the tune of over $4 billion dollars.
We will continue to have two separate partner programs. And along those lines, we’ll also maintain separate deal registration programs. We will cross-check all existing registrations and address any conflicts, as well as put a process in place to ensure integrity for all new registrations.
Beginning in 2017
Obviously, this deal hasn’t closed yet, so there are lots of things to work through. But generally speaking, partners can expect that our partner programs will come together into one unified program next year.
We will also have one common approach for deal registration to ensure that partners are protected.
Additionally, we’ll offer robust incentives to drive cross selling opportunities, incremental business and net-new accounts.
Finally, we will have a central global channel structure that will ensure consistency across the globe, and we’ll have field based channel resources that will be aligned with our sales organization, similar to the way EMC goes to market today within the channel.
There’s much more work to do, but this should give you and our channel partners a sense of what’s to come.
We all know that there are unstoppable forces in the industry—like never ending rain coming down—creating an urgent and persistent need for our customers to transform and modernize their data centers.
Our job is to help them get there.
It’s not just about selling; it’s about changing our approach to the customer, learning new ways of positioning solutions and technologies, and understanding our customer’s customer.
All of our partners have choices to make. The industry is moving fast, and in order for you to stay current, you have to place some bets. You have to pick the company you feel is in the best position to help you succeed. The combination of Dell and EMC is that company.
There is huge opportunity before us and our partners—to do more, sell more, and make more.
Here’s to being unstoppable!