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

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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

 

Celebrating Success

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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

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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

 

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!

Recognizing Extraordinary: Dell EMC 2016 Partner Awards

Jen Hoye

Jen Hoye

Senior Communications Specialist

partner awards

In his Dell EMC World Global Partner Summit keynote yesterday, John Byrne praised the “powerful and amazing” partner community of Dell EMC.

“You are everything to us.  You are the reason why the channel business exists. My team and I will continue to work our hardest to earn your continued trust and business.  That is job #1.”

Byrne reinforced the message of one team, of Dell EMC actively seeking input from our channel partners to help build a world-class partner program. A program based on the collective voice of this one extraordinary team.

Separately, both Dell and EMC have made “huge progress in the channel,” with the channel representing more than 60% of EMC’s business and 40% of Dell’s. And today, we stand on the brink of an extraordinary opportunity … An opportunity for both Dell EMC and our channel partners to attack the market, and to win.

“Your strengths are our strengths, and our strengths are your strengths.”

In support of the great strength of the Dell EMC channel, the Global Partner Summit keynote session concluded with a celebration of the extraordinary achievements of our global partners:  the Dell EMC 2016 Partner Awards.

Congratulations to all of the extraordinary Dell EMC 2016 Partner Award winners!

NA Regional Partners of the Year:

  • Southwest Partner of the Year – Groupware Technology
  • Desert Mountain Partner of the Year – Sanity Solutions
  • Mid-Atlantic Partner of the Year – Candoris
  • South Central Partner of the Year – EST Group
  • Great Lakes Partner of the Year – Business IT Source
  • Northeast Partner of the Year – Future Tech Enterprise, Inc.
  • Southeast Partner of the Year – Tiber Creek Consulting
  • Canadian Partner of the Year – Softchoice Canada

NA Business Partners of the Year:

  • Federal Partner of the Year – Government Acquisitions, Inc.
  • Healthcare Partner of the Year – MoreDirect Enterprise Solutions
  • Mid-Market Partner of the Year – Mojo Systems
  • SIM Partner of the Year – Paragon Micro
  • Security Partner of the Year – Lanair Group LLC
  • Enterprise Solution Provider of the Year – FusionStorm

NA Program Partners of the Year:

  • US Distributor Partner of the Year – Ingram Micro
  • Canadian Distributor Partner of the Year – Tech Data Canada
  • National Solution Providers Partner of the Year – CDW
  • Large VAR Partner of the Year – WWT
  • Premier Plus Partner of the Year – Insight
  • Global Systems Integrator Partner of the Year – HCL Technologies
  • OEM Partner of the Year – Arrow OCS

Global Partners of the Year:

  • LatAm Partner of the Year – Centro Especializado de Computacion S.A – CECOMSA
  • LatAm Distributor of the Year – Ingram Micro
  • LatAM Solution partner of the year – LTA-RH COMERCIO E REPRESENTAÇÕES LTDA
  • APJ Partner of the Year – Beijing Kang’s Communication Equipment Co., LTD.
  • APJ Distributors of the Year – Daiwabo Information Systems; SoftBank Commerce & Service Copp.
  • APJ Solution Partner of the Year – Logicalis

Partner Nominated Awards:

  • Philanthropic Partner of the Year – Insight
  • Social Media Partner of the Year – Winslow Technology Group

Again, congratulations to the winners of the Dell EMC 2016 Partner Awards.

As John Byrne said, we are on the verge of something truly spectacular; and together, Dell EMC and our channel partners, “will become the benchmark in the industry … The channel to watch … The channel to beat.”

Together, We Are Primed to Be EXTRAORDINARY

Jen Hoye

Jen Hoye

Senior Communications Specialist

Extraordinary

From the main stage of the first-ever Dell EMC Global Partner Summit, John Byrne announced the new Dell EMC Partner Program and shared his vision for the Dell EMC Global Channel … And, in his words, it’s nothing short of extraordinary.

“… being extraordinary is all about you … It’s about true partnership—coming together as a team to achieve greatness.”

Marking an extraordinary moment for Dell EMC and our channel partners

The historic merger of Dell and EMC was indeed a significant milestone on the Dell and EMC journey. As Dell Technologies, we are a “$74 billion global powerhouse” and the largest privately held IT company in the world.

Global Partner Summit marks another important moment along this journey—for Dell EMC, and for our channel Partners.

Of Dell Technologies, Byrne stated, “Our purpose is to create technologies that drive human progress, and we’re committed to making a real difference.” And, making a real difference in the businesses of Dell EMC channel partners is paramount to the vision shared onstage.

“People are saying we are the dark-horse of the Channel … $35 billion and we are the dark-horse? You know what? They are RIGHT!”

Byrne spoke to Dell EMC’s low share of wallet … And to the every advantage we—and our channel partners—have to GO BIG and WIN BIG.

In fact, in channel partner growth, Dell EMC outpaces the market by three to four times.

We stand on the brink of a spectacular opportunity—during “an extraordinary moment in time.”

Announcing the Dell EMC Partner Program

Set to formally become effective in February 2017, the Dell EMC Partner Program was designed in collaboration with partners and combines the “best of legacy Dell and EMC partner programs into one extraordinary program.”

The Dell EMC Partner Program will encompass the entire Dell EMC partner ecosystem: Solution Providers, Cloud Service Providers, Global Alliances, OEM Solutions partners and distribution. In addition, this full ecosystem will include the “Powered by Dell EMC” brand program for those businesses that embed Dell EMC technologies into the marketplace.

“This is your program,” Byrne stated, citing partner feedback received during meetings held around the globe during our first six weeks as Dell EMC … Feedback on what partners need and want in order to be successful.

“We are building a WORLD-CLASS PARTNER PROGRAM that is based on YOUR voice … and OUR voice … As ONE TEAM.”

The key Dell EMC Partner Program is built on three key tenets: Simple, Predictable, Profitable®.

Simple

  • Easy-to-understand tiers: Gold, Platinum and Titanium, as well as the exclusive, Titanium Black partner status for the highest performing partners
  • One partner portal with single sign-on and one deal registration process
  • Automated rebates
  • Simplified training and MDF policies

Predictable

  • Clearly defined tier thresholds and distribution strategy, both of which will be announced in December
  • Annual program requirements which will not change quarter to quarter Line of business incumbency for storage
  • Enforced deal registration and clear rules of engagement

Profitable

  • Rewards for profitable behaviors focused on new business, services and selling the full portfolio
  • Competitive MDF

“You are everything to us.  You are the reason why the channel business exists … Together, as one team, we are primed to fight. Primed to win. Primed to be EXTRAORDINARY!”

For more:

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

John Byrne

John Byrne

President, Dell EMC Global Channels
John Byrne

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?

 

Do More, Sell More, Make More: Becoming a Truly Unstoppable Force in the Industry

Gregg Ambulos

Gregg Ambulos

Senior Vice President, Global Channel Sales

Peyton Manning… EMC… Dell… What do they have in common?

They’re UNSTOPPABLE.

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.

UNSTOPPABLE

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.

 

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.

Making Choices

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!

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