Posts Tagged ‘Dell EMC Partner Program’

Drive Workforce Transformation with Dell PCaaS to Reduce PC Lifecycle Management

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog
Dell EMC Partner Post Blog

Latest posts by Dell EMC Partner Post Blog (see all)

PCaaSWorkforce transformation is all the buzz in IT departments today, and driving significant business value. These initiatives often don’t include PC lifecycle management because traditional approaches are difficult, costly, and time consuming.

As Dell EMC’s John Byrne announced in May at Global Partner Summit 2017, we are making PC as a Service (PCaaS) available to partners—to enable their customers to free up IT resources from routine management so workforce transformation projects can have even greater impact.

Dell PCaaS helps free up IT from routine management and service over the PC lifecycle, and also frees up capital

Dell PCaaS offers a single solution that bundles PC procurement and services with a predictable price per seat per month. Flexible financing and upgrade options help assure your customers will always have everything they need, when they need it.

PCaaS combines the following options into a predictable payment solution for customers financed through Dell Financial Services (DFS):

  • The latest Dell commercial client PCs (OptiPlex, Latitude or Precision), attached peripherals, accessories and software (OS, DDPE, Absolute/Airwatch and other factory loaded titles)
  • Lifecycle services including deployment (including ProDeploy Suite), support (including ProSupport Suite) and asset recovery
  • Dell-exclusive technology and tools that are designed to automate, troubleshoot and resolve end-user issues faster
  • A new PCaaS Services Delivery Manager assigned as the single point of contact for the entire lifecycle of the offer

Dell EMC solution provider partners can receive additional benefits when they resell PCaaS

When you resell PCaaS, you are not only helping to optimize the PC lifecycle for your customers, you also have the potential opportunity to:

  • Receive direct compensation through the DFS referral fee program
  • Earn Dell EMC Partner Program rebates
  • Accelerate Dell EMC Partner Program tier attainment

Dell PCasS solutions help reduce the burden and cost of IT management over the complete lifecycle of the PC, allow IT departments to focus on more of the strategic priorities and gets end-users into new technology faster.

Learn more about Dell PC as a Service and applicable conditions.

 

 

Dell EMC Honored in 2017 ChannelPro Readers’ Choice Awards

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog
Dell EMC Partner Post Blog

Latest posts by Dell EMC Partner Post Blog (see all)

The wins keep coming for the Dell EMC Partner Program! Today, ChannelProNetwork announced the winners of its 2017 ChannelPro Readers’ Choice Awards. Dell EMC has been honored with seven awards, receiving top marks in servers, storage, desktop hardware and private cloud computing technology. See our full list of accolades – four Gold, two Silver and one Bronze – detailed below:

These awards are especially meaningful because winners were chosen by ChannelPro readers, who cast their votes for the vendors with the most SMB and partner-friendly products, technologies and solutions. The recently launched Dell EMC Partner Program is similarly based on partner feedback, with the focus being on delivering a simple, predictable and profitable partner program. Selecting Dell EMC as the vendor that best satisfies the unique business requirements, work styles and budgets of SMB clients, as well as those that best serve their own partner organizations, demonstrates the early success of the newly rolled out program.

In addition to the honors from ChannelPro readers, the Dell EMC Partner Program has enjoyed high marks from partners since its roll-out in February. Globally, the Dell EMC channel continues to show extraordinary market growth with total global partner revenue growth up double digits in our first quarter. Under the new program, partners can increase their profitability with the opportunity to earn 1.5X to 8X more than they did with the previous program.

We are thrilled by the early success partners are experiencing as they implement the new program and sell the portfolio. We are honored by today’s recognition from ChannelPro and look forward to continuing our investment in the partner community.

 

Dell EMC Digital Marketing Platform Puts the Power of Lead Generation at Your Fingertips

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog
Dell EMC Partner Post Blog

Latest posts by Dell EMC Partner Post Blog (see all)

According to recent Forrester research, “86% of marketing professionals agree that successfully integrating multiple channels under a single integrated marketing strategy is crucial to their long-term success.”

The Dell EMC Digital Marketing Platform  provides partners with content syndication, email marketing campaigns, social media syndication and analytics

Separately, these are all effective tools―but together they deliver a powerful integrated approach to multi-channel marketing.

Digital Marketing

Let’s dig into how each of these functions will help you to generate leads:

Content Syndication

Today’s buyers spend nearly 70%* of their research and consideration process online, making it critical for organizations to deliver engaging website content. And, we understand that the constant creation and maintenance of fresh web content that engages site visitors and also aligns with Dell EMC’s messaging can be a real drain on your time and resources.

Content syndication enables you to:

  • Deliver targeted, relevant content to website visitors
  • Lift the burden of constant content development
  • Boost conversion rates and generate new qualified leads
  • Easily personalize and customize content to support your value proposition

Multi-Tactic Campaigns

The Dell EMC Digital Marketing Platform makes it easy to coordinate multi-tactic marketing campaigns that build your pipeline and accelerate revenue growth.

With Email Marketing Campaigns, you get:

  • Turn-key execution of coordinated co-branded campaigns that leverage a wide array of marketing tactics and activities
  • Access to valuable Dell EMC Digital Marketing Platform assets to support marketing and sales efforts
  • Detailed lead scoring across multiple prospect touch points
  • Closed-loop reporting to share results with Dell EMC Digital Marketing Platform
  • Full-service campaign support and strategic insight

Social Media Syndication

Social media is more than just an extension of your marketing plan. Social media is a proven way to capture leads, expand your client base and nurture customers before, during and after sales.

Today, nearly 70% of your buyer’s journey happens before the sales organization is engaged.* And, 74% of IT buyers find social media useful during the buying cycle.**

The number of marketing leads that social media produces is nearly double that of trade shows, telemarketing, direct mail or pay-per-click (PPC) marketing. Yet, social media management is time consuming and resource intensive.

With Social Media Syndication on the Dell EMC Digital Marketing Platform, you can bypass the costs and complexities of social media curation and management.

In addition, Social Media Syndication on the Dell EMC Digital Marketing Platform enables to you:

  • Turn up the volume on social media and connect with key targets without any extra time, effort or cost
  • Increase the frequency and relevance of your social media outreach by customizing content and posting schedules
  • Amplify your online reputation as thought leader in your industry
  • Measure engagement and see who’s visiting your website with analytics
  • Collect leads with social media forms

Get started with the Dell EMC Digital Marketing Platform

Access to the Dell EMC Digital Marketing Platform is available at no cost to Dell EMC partners.

Take advantage of simplified lead generation and social outreach. Log into the Dell EMC Partner Portal and visit the Campaign Center to learn more about the Dell EMC Digital Marketing Platform and to create your partner company account.

Put the power of the Dell EMC Digital Marketing Platform to work for you. Simply register, and start seeing results!

 

* IT Services Marketing Association (ITSMA)

** HubSpot

 

 

Protecting Partners’ Relationships: Expanded Incumbency

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog
Dell EMC Partner Post Blog

Latest posts by Dell EMC Partner Post Blog (see all)

Incumbency

On May 22, 2017, Dell EMC launched the Infrastructure (ISG) and Client (CSG) Incumbency Program for its Commercial segment, effectively extending its previous Storage Incumbency program to cover the breadth of the Dell EMC portfolio. According to industry analyst Patrick Moorhead, Incumbency bolsters Partners’ earning potential with Dell EMC:

The expansion of incumbency beyond storage is only going to make Dell EMC a more desirable partner—in terms of predictable profit, it’s hard to think of many other companies who would be a safer bet.

-Patrick Moorhead

Pilar Schenk, Vice President of Global Channel Sales Planning & Operations, Stephanie Mims, Vice President of Global Business Operations – Channel, and Regina Connaughton, Director of Global Deal Registration sat down with Partner Post to share more details around how Incumbency will impact Partners.

Incumbency Q&A

Question: Infrastructure and Client Incumbency were formally announced at this year’s Global Partner Summit. Can you tell us more about this initiative?

Pilar: Simply put, Infrastructure and Client Incumbency establish a more predictable sales engagement model for our Partners.

Within both our Infrastructure Solutions (ISG) portfolio of Server, Storage, and Networking, and our Client Solutions (CSG) portfolio, we have identified a pool of customers in our Commercial space in which our direct sales teams must work with one of our Partners to close business. Ultimately, our reps have the ability to choose which Partner they want to work with, but they will work closely with our Partner Account Managers to determine the right fit. What we are hoping to accomplish is ultimately minimizing any potential conflict between our direct teams and Partners, enabling all of our Partners to grow their business in these accounts and with Dell EMC.

Stephanie: Incumbency is just another way we’re proving our commitment to our Partners. And as we communicated to Partners last week via email, as well as Global Partner Summit, Infrastructure Incumbency includes both a historic look-back based on channel activity, as well as earned Incumbency based on net new business. For our Client solutions, Incumbency can be earned on net-new business.

Question: Dell EMC had previously rolled out Line of Business Incumbency for Storage last October. How is this different?

Pilar: The model we rolled out in October covered just Storage. Now, we are thrilled to extend Incumbency to all of our Infrastructure lines of business (LOBs): Storage, Server and Networking. In our assessment of past channel activity in these accounts, if there was significant Partner-driven revenue in either of these LOBs, those accounts earned Incumbency for all three lines of business. This really is a game changer, and will allow our Partners to cross-sell across the entire datacenter solution.

Stephanie: And, to follow on that, we’ve introduced Incumbency for the first time to our Client portfolio. Incumbency can be earned on new logos or expansion into inactive client LOBs, so we are now also protecting our more client-focused Partners’ investments. It also further encourages cross-selling across both our Infrastructure and Client portfolios.

Question: We know governance is top-of-mind for Dell EMC Partners. How are you going to ensure that Dell EMC’s direct sales teams are adhering to the Incumbency program?

Pilar: Governance is top-of-mind for us as well. We want to be sure we’re doing what we say we would do. We are not operating in a vacuum. We are building this with our Partners for our mutual success. That’s why one of the first things we did as the Dell EMC Partner Program launched in February was to roll out Rules of Engagement. We take these rules very seriously, and have a ‘two-strike’ policy in place with our reps. After two breaches of the rules, our reps are subject to termination.

In the case of Incumbency, we’ve worked in lockstep with Bill Scannell (President, Global Enterprise Sales & Customer Operations, Dell EMC) and Marius Haas (President and Chief Commercial Officer, Dell EMC) and their organizations. Across the company, it’s very clear that we need to ensure a predictable selling motion for our Partners.

Stephanie: I couldn’t agree more with Pilar. It is imperative that we don’t just say that we have a ‘two-strike’ policy, but that we actually enforce it – and we have been. I’d also like to add that with Infrastructure and Client Incumbency, all of our end-user accounts are clearly marked in our internal Salesforce instances so that our teams know their marching orders and can appropriately engage a Partner. To ensure our teams understand the program, we have mandated training on Incumbency, and have also rolled out extensive materials including program guides, FAQs, and a series of internal webcasts and team meetings. We know that governing this program is essential for it to be successful.

Question: How can Partners protect their deals through this new Incumbency program?

Regina: First off, Partners should continue to register deals through our Deal Registration program – now ONE unified process to register deals. This remains the best way to protect themselves from any direct or channel conflict, and also ensures they can earn the lucrative benefits within the Partner Program. Upon registering the deal, they are now protecting future deals within this newly launched Incumbency program across the full Dell EMC portfolio. Deal Registration will govern the Partner of record and ensure that the Dell EMC sales teams are working with the appropriate Partner on these opportunities.

Question: Any other important take-aways our Partners should know about Incumbency?

Pilar: I think for me, I would echo what John Byrne has been driving over the last few months, which is predictability. We understand that our Partners are engaged with other vendors, so we need to make doing business with us as easy as possible – but also continue to offer clear incentives to encourage further investments with Dell EMC. I truly feel that this program accomplishes both.

Regina: We want our Partners to grow. And with our Deal Registration team and process, we are working with our Partners to grow their business profitably through mutual commitment.

Stephanie: I agree. Making it easier is certainly our number one goal. Having a predictable sales engagement model is critically important but it does take operational efficiency to support it. We work with and support all aspects of the business internally, from Services to IT, in order to provide that ease to our Partners so they can aggressively grow their business and gain new customers. We are in lockstep with the sales teams to make sure all of our activities are in line to support them and the new program. We are here for our Partners…we are here to WIN together as ONE.

Partners can learn more about the Infrastructure and Client Incumbency Program here.

 

That’s a Wrap on an Extraordinary Global Partner Summit – GPS2017

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog
Dell EMC Partner Post Blog

Latest posts by Dell EMC Partner Post Blog (see all)

GPS2017They say it takes a village to raise a child, and we couldn’t agree more. With the Dell EMC Partner Program in its exciting infancy, at just three months old, Global Partner Summit (GPS, GPS2017) at Dell EMC World 2017 made it clearer than ever that we have a village behind our partners and the programs designed to enable success.

From a surprise visit by Michael Dell, chairman and chief executive officer, Dell Technologies to executive support in the many breakouts, it’s clear that we’re poised to realize #extraordinary together.

Check out some of the highlights from GPS2017

GPS General SessionWith fantastic enthusiasm, the stage was set for an extraordinary GPS thanks to an energetic performance by the Red Hot Chilli Pipers, an update on the Dell EMC Partner Program and a few special guests including Michael Dell, Jay Snyder, senior vice president, Global Alliances, Service Providers and Industries and Joyce Mullen, senior vice president and general manager, OEM and Internet of Things (IoT) Solutions.

Regional Breakout Sessions – Partners from each region had the opportunity to gather together to learn more about key topics and priorities specific to each region.  Going deeper into topics such as sales engagement, collaboration, services, workforce transformation and IT transformation, Partners were able to hear first-hand Dell EMC’s vision.  The partner program was been built from Partner feedback and the regional breakouts were a great way to continue to conversation.

Celebrating SuccessGlobal Partner Summit just isn’t complete without recognizing our extraordinary partners that are enabling customers to realize their transformation journeys.

Digital Marketing RealizedAnswering one of our most common requests, Cheryl Cook, senior vice president, Global Channels Marketing, led a “Making Digital Marketing Real for Dell EMC Partners” breakout session to help partners drive marketing efforts, build awareness of Dell EMC solutions and their individual capabilities and leverage the four transformations highlighted throughout the week and the year to come – Digital, IT, Workforce and Security.

Creating HEROESLaunched at GPS2017, Dell EMC announced the Dell EMC Heroes Program, a program designed to connect partner SE’s with Dell EMC’s technology. With three key elements, the Heroes Exchange, Partner Advisory Boards and a Partner CTO Summit, Heroes will leverage the power of our extraordinary partner community and its technical expertise.

Global Alliances OpportunitiesJay Snyder set the stage for the incredible opportunities available to our Global Alliance, Service Provider and Industry partners. He highlighted the five key tenants critical to success including: Money, Resources, Solutions, Consumption Models and having a Partner Plan.

#1 in Everything, Including OEMJoyce Mullen welcomed OEM Partners to their first Global Partner Summit. In an exciting moment onstage, she revealed the Dell EMC is the #1 OEM Provider Worldwide*, and talked about the enormous opportunity that OEM Partners have ahead.

As John Byrne, President, Dell EMC Global Channels put it, “We have ambitions to be Number 1.” And with everything we saw at #GPS2017, it’s clear that we’re on the path to an extraordinary partner program and achieving that goal.

Follow and join the conversation on Twitter with #GPS2017.

* OEM Global Share based on 2016 Dollar Volume Shipments, VDC Research

 

Enterprise Moves to the Cloud

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog
Dell EMC Partner Post Blog

Latest posts by Dell EMC Partner Post Blog (see all)

During his Global Partner Summit keynote, John Byrne—Dell EMC President, Global Channels—announced the addition of Virtustream Enterprise Cloud to the Dell EMC Partner Program. This will provide Dell EMC channel partners with full Dell EMC Partner Program benefits when they sell Virtustream offerings, giving them the opportunity to accelerate their customers’ IT transformation with Virtustream Enterprise Cloud and Virtustream Storage Cloud.

John Byrne addresses the Global Partner Summit crowd.

Virtustream Delivers Cloud Performance at Enterprise Scale

Virtustream, the enterprise-class cloud company and a Dell Technologies business, is trusted by organizations worldwide to migrate and run their mission-critical applications in the cloud. “When you think Virtustream, think public cloud economics and agility— with private cloud performance, availability and security,” Byrne shared.

Many general purpose clouds are designed for cloud-native applications; but may struggle with the support, management and performance of mission critical applications like ERP for manufacturing and EMR for healthcare.

Virtustream Enterprise Cloud was designed to run complex business applications in a truly modern, multi-tenant hosting architecture, with guaranteed SLAs for performance and availability, defense in depth security and superior economics. This “application-first” approach—informed by years of enterprise application experience—inspired the creation of the Virtustream Enterprise Cloud platform.

In December 2016, Dell EMC made Virtustream Storage Cloud—Virtustream’s hyper-scale object storage platform— available to all of its Partners in an effort to respond to growing customer demand for enterprise-class cloud storage. The expanded Dell EMC portfolio enabled Partners to find great success engaging in new conversations with their Dell EMC storage and data protection customers. In fact, Dell EMC Partners have driven more than 50 new customer logos for Virtustream Storage Cloud since this launch.

Analysts agree that cloud adoption has reached a tipping point:  According to Gartner 88% of organizations have a “cloud first” strategy—and IDC estimates that 80% of organizations will have a hybrid architecture in place by 2020.

This means that your customers are having the cloud conversation. Consider Virtustream Enterprise Cloud for your customers’ and prospects’ cloud needs and mission-critical applications. And, introduce Virtustream Storage Cloud, which was built from the ground up for long term retention of data and co-engineered with Dell EMC solutions, to all Dell EMC customers who would benefit from an enterprise-class cloud platform for Archive and Long Term Retention.

Learn how to expand your revenue opportunities and bring more customers to the cloud with Virtustream. Visit the Virtustream Enablement Center and review the FAQ to learn more about partnering with Virtustream.

Celebrating Success

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog
Dell EMC Partner Post Blog

Latest posts by Dell EMC Partner Post Blog (see all)

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

REALize Extraordinary at Global Partner Summit 2017

John Byrne

John Byrne

President, Dell EMC Global Channels
John Byrne

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!

Meet the Dell EMC Partner Program Leaders: Álvaro Camarena

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog
Dell EMC Partner Post Blog

Latest posts by Dell EMC Partner Post Blog (see all)

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); Jim DeFoe (Dell EMC Senior Vice President, Global Distribution); Gregg Ambulos (Dell EMC Senior Vice President, North American Channels); Jay Snyder (Dell EMC Senior Vice President, Global Alliances, Service Providers and Industries); Cheryl Cook (Dell EMC Senior Vice President, Global Channel Marketing).

Meet Álvaro Camarena – Vice President, Latin America Channel Sales

What is your current role/area of responsibility?

I have the privilege of leading the Dell EMC channel business in Latin America. I love interacting with the partner ecosystem—from VARs to Distributors, to Systems Integrators, etc.

How long have you worked with the channel partner community?

I’ve worked with the channel partner community at Dell EMC for eight years. I joined Dell in 1998; but in my previous role, I was also responsible for leading Sales & Marketing in a software start-up—in which 100% of the business was driven by channel partners.

What most excites you about the Dell EMC opportunity?

That we will make history. Michael Dell has broken paradigms several times, and the combination of Dell EMC is one more. This is a unique opportunity and therefore a unique experience. The Dell EMC portfolio offers everything our partners and customers need in order to achieve digital transformation—in one company. To think about the growth we can drive is exciting.

What most excites you about the Dell EMC Partner Program?

Several things: The global team, led by John Byrne, is outstanding. We have come together as a true team in a few months. We worked in creating the new Program and I love the result. I believe that the Dell EMC Partner Program is the best in the industry, and it is designed to be Simple. Predictable. Profitable.TM Feedback from partners has been very encouraging; and we will keep listening to them. I love the Program—from the look of the logo, materials and tier names, to the way incentives and requirements are structured.

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

I think that this is a great time to be a Dell EMC channel partner. At least in the last 10-15 years, I had not seen so many opportunities for a channel partner. Customers need to embrace the digital transformation, and they need a trusted adviser. Technology has become the competitive advantage, and enables big opportunity. With the Dell EMC Partner Program, partners have all they need in one single company. Our portfolio is the broadest in the industry. Its breadth requires the best partners in the industry as well … And, we have them..

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

I love traveling and appreciate different places, from small towns, nature, to large cities. London is one of my favorites. And I love Latin American small towns and their people, food, landscapes …

What do you do for fun outside of Dell EMC?

I love sports … Golf has become a recent passion; but I truly enjoy participating in all types of sports activities. I also attend professional sports whenever possible.

Spending time with friends is also important to me—I try to stay in touch with them as much as possible, and I am active in organizing activities with friends.

And, the activity that I enjoy the most is spending time with my wife Selene and our four children (Pablo, Diego, Alvaro and Sofia). Whether it’s just being together at dinner, traveling as a family, or enjoying activities like water skiing … Seeing our kids grow is simply amazing.

Leader Alvaro Camarena

Álvaro, his wife Selene and their 4 children’s Pablo, Álvaro, Diego and Sofia practicing archery and enjoying and an afternoon at Tapalpa, place of mountains near Guadalajara, México.

Meet the Dell EMC Partner Program Leaders: Cheryl Cook

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog

Dell EMC Partner Post Blog
Dell EMC Partner Post Blog

Latest posts by Dell EMC Partner Post Blog (see all)

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); Jim DeFoe (Dell EMC Senior Vice President, Global Distribution); Gregg Ambulos (Dell EMC Senior Vice President, North American Channels); Jay Snyder (Dell EMC Senior Vice President, Global Alliances, Service Providers and Industries).

Meet Cheryl Cook – Senior Vice President, Global Channel Marketing

What is your current role/area of responsibility?

As Senior Vice President, Global Channel Marketing, I am responsible for Dell/EMC global partner marketing programs and engagement, including:

  • Channel events and promotions
  • Branding and communications
  • Partner marketing tools and enablement
  • MDF program strategy and execution

In addition, I am responsible for collaborating with regional Commercial and Enterprise sales teams on partner planning and partner experience.

How long have you worked with the channel partner community?

I have been working in the channel for 20+ years, holding various sales and marketing leadership positions that covered nearly all partner typessolution providers, distributors, global systems integratorsacross multiple companies in the industry.

What most excites you about the Dell EMC opportunity?

We have the right team, the right products, the right partners, and excellent timing- we’re in a great place! We have a bold vision, a clear strategy, the industry’s broadest portfolio of essential infrastructure solutions, with an incredibly talented and strong leadership team, focused on delighting our customers and partners, and winning in the market place.  The entire industry is in a transition, and transforming.  We’re a part of history in the making, and I believe, a once-in-a-career opportunity to significantly deliver unique value to our customers, and a growth opportunity for our partners.

As the industry consolidates, and customers and partners look to narrow the number of vendors they do business with, we’re in an enviable position.  We have great positive momentum in our business right now, with huge upside opportunity.  Our partners are energized about our new partner program, and the growth opportunity with Dell EMC.

We have to stay focused on our customers and partners, and delight them.  We’re winning!  People like playing and cheering for winning teams!

What most excites you about the Dell EMC Partner Program?

We tried to bring the best of both programs together in our new unified partner program.  Our commitment is Simple, Predictable, and Profitable.TM

  • It is simple in that it takes the best of both the Dell and EMC Partner Programs and provides all partner tracks with simplified, common structure and tiers.
  • It’s predictable in the clarity of the programs, transparency in sales engagement and enhanced visibility into the business, in terms of the scorecard, for example.
  • And with the incremental investments we’ve made in the industry’s most lucrative program, the Dell EMC Partner Program is profitable—with rewards that are focused on growth, new business and services and incentives to partners that actively sell the full Dell EMC portfolio.

We’ve also created excitement and tier envy, with innovations in partner tiering with Titanium Black.  It’s an exciting time to be a Dell EMC Partner.

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

We’re a market leader in the essential infrastructure categories, and we have great growth opportunity in channel share.  We have the broadest end-to-end product portfolio in the industry, and a significant R&D investment at $4.5B per year, to ensure we drive innovation to bring advances and technology to help our partners and customers navigate this digital transformation.

Our partners have choices, and they need to bet on vendors they can win with.  We’re a company to bet on! Lean in!

We’re growing faster in the channel than others, gaining market share. We’ve just launched an extraordinary partner program, and we’re still listening.  We will continue to be transparent, and collaborate, and deliver on our promise of Simple, Predictable, and Profitable.  The market is moving fast, and we’re all on an extraordinary journey.

No one vendor can do what we can do, and partners can make a lot of money with Dell EMC. We’re having fun!  Come join the team, and have fun, and make money.

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

Of all the places I have traveled in this world, one of my favorite places is Rome.  I love the history, the culture, the food, the weather, the fashion and shopping- the shoes, and handbags.  Did I mention shoes?

I have been many times, but my fondest memories are spending the Millennium, the turn of the century on New Year’s Eve in Rome, one of the most ancient places, and the first trip with both of my sons, Garrett and Logan.  It was wonderful to experience it all through their eyes.  They really appreciated the history, and the food, and the language.   I think their favorite stop along the tour was the Colosseum, typical boysthey had swords and were reciting lines from the movie, Gladiator. It was amazing to see them soak all the sights and experiences in.  They still say it’s one of their favorite places, too.

What do you do for fun outside of Dell EMC?

When I’m not running from airport to Dell EMC office or partner sites, I enjoy working out, shopping, and spending time with friends and family.  Although I live in Texas, I do enjoy the water and being outdoors.  I’m a Florida girl who is very happy in Texas, but am an avid Florida Gator fan (there’s nothing passive about being a Gator).  I am also a University of Florida alumna and a board member of the University of Florida Foundation.

Partner Leader Cheryl Cook

(From L to R) Logan, Cheryl and Garret Cook at recent family reunion in Southern Florida, December, 2016.

Follow Cheryl Cook on Twitter: @CookCherylS

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