This week, Dell EMC’s channel program, in partnership with the Dell EMC enterprise sales organization, announced the Enterprise Preferred Channel Program.
The program is leveraging joint sales and partner planning to provide a joint approach to the market, simplifying sales engagement and specifying how sales teams and partners work tougher.
The program includes:
Dedicated channel team members to support sales engagement in Enterprise Preferred accounts
Collaboration between teams to create joint account plans, leveraging strategic partner relationships
Competitive pricing as part of a new acquisition deal registration
Compensation uplift for Dell EMC sales teams – protecting their commission
Partner protection through an ‘earned partner or record’ model
Speaking about this development, Tian Beng Ng, Senior Vice-President and General Manager – Channels, APJ, Dell EMC, said, “There is a powerful combined expertise of Dell EMC’s enterprise sales organization and the channel partners working with the top enterprise accounts in APJ. By creating this platform for collaboration, both Dell EMC and its partners have vast potential to successfully grow their businesses with the next tier “Enterprise Preferred” accounts. There is a significant opportunity for expanding market coverage, joint account planning, more competitive pricing and compensation uplift. By enabling customers on their digital and IT transformation journey for these preferred accounts, both Dell EMC and its channel partners will be able to leverage this simplified and profitable relationship, and grow together in successfully creating a combined offering for customers.”
Enterprise Preferred Channel Program – all About Maximizing Growth
The Dell Technologies Global Channel is a $43 billion business, accounting for over half of the Dell Technologies’ annual revenue. Primarily driven by the incredible support of coming from its channel partners, Dell Technologies continues to achieve immense success, expanding its leadership footprint in the storage, data protection, server, and hyper-converged infrastructure markets, among others.
Expanded Coverage
As part of this program, Dell EMC is investing in dedicated channel team members that will support sales engagement in Enterprise Preferred accounts – this is creating a win-win situation for the overall channel ecosystem and addressing the market opportunity in a unique manner.
Dell EMC will also collaborate on joint account plans, leveraging on its strategic partner relationships and providing clarity to everyone involved, and creating a smooth, positive experience for the customer.
Dell EMC is also offering more formal protection for partners through an earned partner of record model, available in certain whitespace accounts within the Enterprise Preferred segment for either Storage or across our Infrastructure Solutions (ISG) lines of business (Storage, Server, and Networking). For partners who earn partner of record status for all of ISG, this means they will truly own the datacenter in that account.
