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John Byrne

John Byrne

President, Dell EMC Global Channels
John Byrne

An Extraordinary Year, An Extraordinary Journey: Celebrating Our First Anniversary

It’s been one year since Dell and EMC came together, creating the largest privately-controlled technology company on the planet. Many people questioned whether or not we’d be able to pull it off. They asked: how would we combine two portfolios, two teams, two Partner programs? They called us the Dark Horse of the Channel. Would we succeed?

Well, here we stand, winning big. Together. A $35B organization – larger than the likes of Nike, Facebook and Starbucks. $4.5B in R&D. Number 1 in just about everything, all in one place. We are far from slowing down though. We are gunning to be the number 1 Channel organization – the biggest and the best. And you know what? We’re going to get there.

Because of you.

You, our Partners, have been with us every step of the way. As we brought these Partner programs together, you went above and beyond. You acted as advisors and collaborators; critics and cheerleaders.  Your feedback is a gift. You consistently tell us what you need to be successful, and we’re listening. Because of you, the Dell EMC Partner Program is the industry’s most enviable, most innovative Partner Program.

Because of you, we will be the number 1 Channel organization.

Thank you. On today of all days, Dell EMC’s one year anniversary, thank you. It has been an extraordinary journey. Just consider our path together thus far:

September 2016:

  • Dell and EMC merge. Partners see the full potential of working with the newly combined company.

October 2016:

  • At our first ever Dell EMC Global Partner Summit, we announce our vision for the new extraordinary Dell EMC Partner Program.
  • Just 27 days after the merger closed, our supply chain shipped the company’s first integrated Dell and EMC product – ScaleIO Ready Node.

December 2016:

  • We introduce the Dell EMC Partner Program Tier Status Match Strategy, holding fast to our core tenets of Predictable. Profitable.TM

January 2017:

  • We announce our strategy to double down with Distribution Partners, and our vision for Distribution moving forward.

February 2017:

May 2017:

June 2017:

July 2017:

August 2017:

This is just the beginning. Together, we’re in a position to lead. There’s no doubt in my mind. We have the best Partner community on the planet; the most enviable Partner Program, the most innovative technology portfolio, from the edge to the core to the cloud; and the heart to win.

There can be no confusion: this Dark Horse is taking the lead.

 

REALize Extraordinary at Global Partner Summit 2017

GPS

In just a few days, we’re lighting up Las Vegas at our second-ever Global Partner Summit (GPS) at Dell EMC World. This year, we are laser-focused on one mission: to REALize Extraordinary.

Back in October, we unveiled the new Global Channel sales team, our Channel vision, our strategy and the beginning of the Dell EMC Partner Program. Just a few short months later, and we are officially rocking and rolling. We formally combined into one program in February (hard to believe that was just one quarter ago!).We’ve welcomed thousands of Partner companies into Titanium, Platinum and Gold Tiers. We’ve collaborated on hundreds of phenomenal customer wins, helping businesses globally embrace Digital Transformation, and winning in the market with your expertise and our best-in-class products, solutions and services.

We’ve come a long way in a short amount of time, and your success has been incredible. But we are just getting started. We have more to do, and when I open up GPS on May 8, I’ll tell you more about how we’re responding to what you need, and continuing to make our Dell EMC Partner Program Simple. Predictable. Profitable.™

I’m looking forward to seeing many of you there, and the full event–GPS and Dell EMC World–promises to be electric.

Thousands of Partners from around the world, getting immersed in Dell EMC innovation, including product and solution announcements; getting trained and certified; engaging in strategy sessions designed to help you win, and  taking advantage of phenomenal networking opportunities with Dell EMC and customer executives.

Here’s just a taste of what the line-up includes:

  • Exclusive insight into the Dell EMC Global Channels vision, strategy and priorities
  • Front-row seats for Dell EMC launches and announcements
  • Regional-specific business breakouts with Dell EMC Global Channels leadership team focused on locally relevant and actionable programs
  • 450+ technical breakout sessions (take advantage of free and discounted certifications and exams!)
  • Networking opportunities with top Dell EMC executives and the brightest minds in the industry
  • Nightly events and entertainment

Can’t make the trip out to Vegas for GPS?

I assure you, we’ll miss you – but you can stay plugged into GPS wherever you are.

Let’s Go Bigger and Win Bigger. Together, let’s REALize Extraordinary. See you soon!

It All Comes Down to Profit

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

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.

Dell EMC Partner Program Debuts Today; Designed to be Simple. Predictable. Profitable.

 

Simple Predictable Profitable
Today is Extraordinary!  Today we officially launched the new Dell EMC Partner Program. I couldn’t be more excited for the opportunities this incredibly innovative Program affords our Partners and customers around the globe, or more proud of the work our teams have done to create something so spectacular.

Throughout this entire journey we have worked closely with our partners to design a program that meets their needs, building on the very best from each legacy program (EMC’s world-class training and predictability, Dell’s flexibility and incentives). We had the absolute luxury of creating a remarkable team of experienced Channel-centric leaders.  We had the complete backing of the full Dell EMC leadership team, from Michael to each one of his direct reports.   This has truly been a journey in every sense of the word. Many miles have been travelled, many challenges faced, many exhilarations along the way.

Well here we are. Today’s the day. The Program is live. Partners are already getting trained, enabled,  and yes, very excited. We’re right there with you. For Dell EMC, for Partners, it’s time to execute on behalf of our customers. Time to deliver on our promise to each other to seize every sale by being aggressive, creative and passionate.

As excited as we are, we know today is only the starting line.  A lot of energy and effort has gone into getting us this far, but it’s not time to relax.  Anything but.  Now the focus turns to execution and ensuring each and every one of our partners understand the new program and how they can be successful in it.

Dell EMC Partner Program

Time to go big and win big.

The Dell EMC Partner Program has three core tenets: Simple. Predictable. Profitable.TM These tenets are our commitment to Partners, and you better believe we’ll deliver. Today, I’m going to go a bit deeper on Simple – why it’s important and how we’re bringing it forward in our Program design. I’ll talk about Predictable and Profitable in later posts. So stay with us.

Simple.

Bringing together two well-established Channel organizations can be daunting. Teams, systems and cultures need to come together and mesh. And in the case of gearing up for this Program launch, quickly.

Since Dell and EMC came together in September – a mere five months ago – our Channel organization has done a great job of not just bringing together two strong Partner Programs, but more amazingly, creating something really incredible as a result.

We heard you, our Partners and customers, loud and clear.  You want a program that removes the cost and friction from the selling motion.  One that’s simple to understand and easy to do business with.  We have kept this feedback front and center as we built the program.

Here are a few key examples of how we have made the Dell EMC program simple:

  • We have one unified partner program – The Dell EMC Partner Program
  • The program operates on an annual calendar and won’t change quarterly. Partners can plan their investments and business knowing the rules for the next 12-months.
  • We automated the rebate process – this is huge – so partners will know every week what they have earned.
  • We have one Deal Registration site for the full Dell EMC Partner Program.
  • We created a single partner portal (with single sign on) where partners can find all the details on the new program, training, certification….. and access to automated rebates and Deal registration. We’ll have a separate post on the unified partner portal when it launches in the coming weeks.

The Dell EMC Partner Program delivers all of this. And more.

We need to be easy to work with, so you’ll do more business with us. The Program needs to be clear and transparent, so you know what’s expected and how you can earn rewards. The brand needs to make sense for our newly combined company, so you can leverage our brand cache to your advantage.

We get it. We listened. I hope you agree: this new Program is simple so you can get on with your business and know exactly where you stand. Simple… simply matters.

Simple is one part of our commitment to Partners. Stay tuned on this blog for my upcoming posts on Predictable … and my personal favorite, Profitable.

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

Thinking VIP? Think Dell EMC Titanium Black.

Titanium Black

There are loyalty programs, and then there are loyalty programs. The ones that stand apart do more than reward repeat purchases; they engender deep-rooted brand allegiance and create powerful feelings of inclusion amongst their members. They recognize the special or continued effort made by customers to do business with those companies.

Think American Express Centurion. Think American Airlines ConciergeKey, or Emirates Invitation Only. Think Neiman Marcus InCircle. These are a handful of the pinnacle of customer rewards experiences, offering dedicated concierge services, exclusive access to incredible experiences, highly customized opportunities … The sky’s the limit when it comes to ensuring members feel valued as true VIPs.

And soon, when you think of the channel industry’s best loyalty program, you’ll think Dell EMC’s Titanium Black.

Titanium Black

This new, highly exclusive status is an extension of the already-extraordinary Titanium Tier within the Dell EMC Partner Program. Throughout this week, I had the immense pleasure of personally inviting solution provider partners to join Titanium Black, and share with them the benefits of membership. It’s our plan to ensure Titanium Black partners are rewarded with “white glove” treatment for their commitment to Dell EMC and our customers.

Titanium Black exclusive advantages include:

  • Personalized service and support
  • Early access to our technology and product roadmaps
  • Expanded access to Dell EMC’s senior executives

Our Titanium partners have already achieved incredible success, and their place in the Titanium Tier reflects their innovation, dedication and commitment to enabling their customers’ digital transformations with Dell EMC’s best-of-breed portfolio. It’s hard to imagine being more spectacular than Titanium.

So why Titanium Black?

Simple: we are Partner First. Partners with Titanium Black status have placed a big bet on Dell EMC. They’re going above and beyond. They’re investing heavily in us and we are returning the investment in them so they can continue to achieve the extraordinary. The Dell EMC Partner Program will be Simple. Predictable. Profitable.TM for all partners. Titanium Black provides a rare and distinctive opportunity far and above what partners have experienced anywhere in the industry.

Together, through the Dell EMC Partner Program, Dell EMC and our partners will attack the market—with our Titanium Black partners leading the way. We’ll deliver incredible transformation for our customers. We’ll be the channel to watch.

 

The Countdown Is On: Launching the Dell EMC Partner Program

Dell EMC Partner Program

The countdown is on … We are just T-minus six weeks from launching the most exciting channel program in the industry—the one to watch, the one to beat: the Dell EMC Partner Program.

We’ve hit some impressive milestones already, and in a short amount of time.

Thus far, we have:

  • Unveiled the new program brand, core tenets and Tiers at our first-ever Global Partner Summit in October.
  • Fast Tracked partners into Dell PartnerDirect and the EMC Business Partner Program.
  • Established critical partner protection measures, such as Line of Business Incumbency for Storage and Deal Registration.
  • Travelled the globe, meeting with and listening deeply to partners—from Partner Advisory Boards (PABs) and Councils (PACs) and one-on-one meetings, to Canalys events in Europe, Latin America and APJ.

Today, We Are Thrilled to Hit Another Milestone: Announcing the Dell EMC Partner Program Tier Status Match Strategy.

When we unveiled the Dell EMC Partner Program during Global Partner Summit at Dell EMC World, we announced the program’s Tier brand levels: Titanium, Platinum and Gold, and within Titanium there is a highly exclusive status of Titanium Black. Now, we are sharing the methodology being used to determine a partner’s Tier in the new Dell EMC Partner Program.

I recently chatted with CRN about our Tier status match strategy; read the transcript here.

Dell EMC Partner Program Tiers and Status Match

In designing this program, we are holding fast to two things: our “Partner First” commitment, and our core tenets, Simple. Predictable. Profitable.TM

Tier matching is no different. Our approach is clear:

  • New partner status (Titanium, Platinum, Gold) will be determined by legacy program rules.
  • In order to be matched into the Dell EMC Partner Program, partners must meet the revenue and training requirements and annual criteria of either the current Dell or EMC partner programs.

Here’s a closer look at Solution Provider Tiers:

In Either Legacy Program, If You Meet the FY16/17 Requirements for This Tier: Under the New Dell EMC Partner Program, Your New FY18 Tier Will Be:
Dell PartnerDirect Premier+ / EMC BPP Platinum Titanium
Dell PartnerDirect Premier / EMC BPP  Gold Platinum
Dell PartnerDirect Preferred / EMC BPP Silver Gold
 

 

In Either Legacy Program, If Your Status Is: Under the New Dell EMC Partner Program Your Status Will Be:
Dell PartnerDirect Registered/ EMC BPP Authorized Authorized

 

Partners who are members of both legacy programs and meet the requirements of each will be awarded the higher status of the two. For example, if a partner is Preferred in Dell PartnerDirect and Gold in the EMC Business Partner Program, that partner’s new Dell EMC Partner Program Tier will be Platinum. It’s just the right thing to do. It’s “Partner First.”

It’s hard to believe it’s only been three short months since our companies came together, and our Global Channels team began the exhilarating work of architecting the Dell EMC Partner Program. The Voice of the Partner has been absolutely critical, and we will continue to have “big ears” and listen closely and constantly to what they need and want from our program.

Another Milestone down, Six Weeks to Go … Dell EMC Partner Program, Here We Come!

Get Ready for Extraordinary at the Dell EMC World Global Partner Summit

GPS

We’re about to kick off the first-ever Dell EMC Global Partner Summit (GPS). This event is no small thing. Becoming Dell EMC has been an extraordinary journey, for our company and for you, our partners.

Today, our Channel business represents $35 billion. Yet some call us the “dark horse” of the channel. You know what? They’re right. Our opportunity to win big is nothing short of tremendous—we have the most compelling portfolio, with outstanding talent, and a Channel business that’s growing faster than the market.

I think you’ll agree and it bears repeating: our opportunity is nothing short of tremendous.

We know to realize that incredible opportunity, we need incredibly strong partners and a partner program that rewards and incentivizes you to go big with Dell EMC. We’ve been listening to you. Your input has been invaluable. When I take the GPS main stage on Tuesday, October 18, I’ll reveal some incredibly exciting details about our new partner program. I hope you’ll be as fired up as I am about what we have built so far.

Dell EMC GPS doesn’t end with my keynote though. There are plethora opportunities for you to learn about the Dell + EMC value proposition, grow your business and transform your customers’ businesses.

At Dell EMC GPS, you can expect:

  • Two days of channel-specific breakout sessions designed to help you learn and grow your business
  • Presentations and panel discussions from Michael Dell, Marius Haas, Bill Scannell and more
  • Enlightening discussion about the new world order of marketing and selling from noted author and thought leader, Scott Stratten
  • Killer entertainment … It is Austin, after all!

For those of you planning on attending, I can’t wait to see you. Travel safe. And for those of you unable to attend in-person, we have lots of ways for you to stay connected:

  • Subscribe right here, to the Partner Post blog, for daily recaps of GPS events, including channel-focused breakout sessions and overall Dell EMC World need-to-know news
  • Check out and download the Partner News app to receive up-to-the-minute news and real-time notifications
  • Join the #DellEMCWorld #GlobalPartnerSummit conversation with @DellEMCPartners and me, @JohnByrneCSO

Stay close and stay tuned. Lots of great stuff ahead. This is an extraordinary moment in time.

I’m ready to win big. Are you?

 

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