The Dell EMC Partner Program is now known as the Dell Technologies Partner Program. The change was announced at this week’s Dell Global Partner Summit, held in Las Vegas.
But Dell is doing a lot more than just changing the program’s name.
“Our partners asked us to make it easier to do business across our full Dell Technologies portfolio,” says Joyce Mullen, Dell’s president of global channel, OEM and IoT, “so we made it a top priority.”
Joyce Mullen of Dell: ‘Make it easier’
As part of the change, Dell says, it will provide partners with a clear product roadmap. The company also intends to increase its investment in partner training and development.
Earlier this year, Dell told partners that their purchases of VMware solutions through Dell would count toward tier points.
Now that benefit is being expanded to include all sales from what Dell calls “strategically aligned businesses” transacted through the Dell Technologies Partner Program. These sales now include products and services from Dell, Boomi, Dell EMC, Pivotal, RSA, SecureWorks, Virtustream and VMware.
Dell’s senior VP of global partner marketing, Cheryl Cook, told CRN: “We’re simplifying the whole opportunity for partners to embrace and participate in the breadth of portfolio and solutions across the strategically aligned businesses.”
Dell also is adding 2 solution badges: Cloud Platform and Virtual Desktop Infrastructure. These badges aim to help partners validate their capabilities to support and deploy these solutions.
In addition, Dell has introduced a new cloud competency. The company plans to provide full details on this competency in Q3.
Tech providers seem to like the changes. Robert Keblusek, CTO of Sentinel Technologies in Downers Grove, Ill., told CRN, “This offers us opportunities to bring a more complete solution to our customers working closely with the Dell team. Dell investing in the partners to assure success is very meaningful and shows how committed they are.”
Dell has good reason for that commitment. By the company’s own accounting, partners in the last year helped drive $50 billion in orders to Dell, coming from 63,000 customers.
Dell made several other announcements at its Global Partner Summit this week. These include:
> Partner Preferred Program enhancements: Additional accounts were added to the Commercial segment as eligible for benefits. Also, Dell quoting tools were enabled for eligibility for the higher front-end discounts through Acquisition Deal Registration.
> Dell Technologies Cloud: This new, validated solution aims to give partners a simplified offer by pairing Dell EMC hyper-converged infrastructure with VMware Cloud Foundation.
> Dell Technologies Unified Workspace: This new solution enables partners to deploy, secure, manage and support client devices from the cloud.
If you're a Dell partner, the new name plus new benefits should equal some nice benefits for you.