“You are integral to our business and to our go-to-market,” Dell said. “When we think about the evolution of our solutions and the capabilities that we have, you all play an enormous role in bringing those solutions out and making them real for our customers. It is an incredibly exciting time in IT right now.”
We work with a lot of brilliant minds. And that creates a lot of media buzz. Take a look at our recent news stories and press releases.
Dell EMC Launches Historic New Integrated Partner Program
“The Dell EMC partner program is a win-win for partners and allows us to continue to focus on growing our business” said Sonia St. Charles, CEO, Davenport Group. “The transparency and accessibility to a host of products and services focused all around the data center allows us to address multiple customer challenges and increases our earning potential with multiple paths to achieve tier status.”
Dell EMC Partner Program Officially Launches with Aggressive Incentives
Sonia St. Charles, CEO of Davenport Group, told The VAR Guy the new program lives up to its marketing promises of being simple, predictable and profitable. A Dell partner since 2008, St. Charles said that while the previous Dell program was very robust and generously rewarded sales activity focused on their storage, server and network products, its level of complexity was frustrating. “It was difficult to accurately predict your rebate level,” she said. “Dell EMC did a great job of listening to their channel partners and designing a program that addressed all of our concerns.”
Dell EMC Channel Unification Effort Gets Under Way
Nevertheless, Dell EMC has included provisions in its program that make it easier for smaller partners to participate at higher levels of the channel program if they sell Dell EMC technologies exclusively.
“We were pleasantly surprised by that,” said Sonia St. Charles, CEO of the Davenport Group. “We think there is a huge opportunity for Dell EMC in the market.”
Partners: Dell EMC Program is a Channel Game-Changer, Puts Heat on Cisco, HPE
Sonia St. Charles, CEO of the Davenport Group, a St. Paul, Minn.-based solution provider that sits on the vendor’s partner advisory board, said she sees only upside to the new program even for smaller partners like Davenport Group.
“We hadn’t anticipated that the rebate program would be nearly this rich, and I hadn’t conceived that they’d be able to level the playing field between a company my size and a much larger EMC solution provider,” she said.
Dell EMC Set to Downrank Partners Behind on Revenue Goals, Training, and Certifications
Sonia St. Charles, CEO of Dell EMC solution provider Davenport Group, St. Paul, Minn., applauded the move to put partners on notice that are not making the grade. That said, she stressed, it must be done fairly. “One of the mistakes companies make is to set out a program and then they don’t stick to the rules,” St. Charles said.
“That’s where companies lose their credibility, but if they deem that these criteria are important and they’re going to measure partners against it, that’s a fair move. I do agree with that, as long as it’s fair and equitable. If there’s no way a partner can hit their revenue goal for the full year, that would be a safe measure.”
Dell Expands Hyper-Converged Infrastructure Prowess with New EMC, VMware, VCE Technology
Having a wide range of offerings is important for Dell’s partners as well, said Paul Clifford, president of Davenport Group, a St. Paul, Minn.-based solution provider and long-term Dell partner.
This is important as customers are increasingly attracted to the hyper-converged infrastructure solutions, Clifford told CRN.
“We have a lot of solutions for our customers,” he said. “One solution, however, is a one-size-fits-all solution. That’s how this business works. But while SMB, mid-size, and enterprise customers all need hyper-converged infrastructure solutions, they have different needs. This just gives us more tools to use to work with customers.”
Dell Partner Trades for Peer’s Client Base, Sees Service Opportunity
For Davenport, the expanded customer base provides a huge new opportunity, St. Charles said. DMS qualified as a premier Dell partner, but had that status because of all the servers it sold rather than services related to those servers.
“Dell needs a strong partner in that area,” she said. “DMS didn’t offer services. They just dropped boxes. They have Fortune 500 accounts and other high-end and mid-market customers. So we see the opportunity to go deeper with these customers.”
Dell On Its Networking Play: It’s All About Converged Infrastructure
“We think there’s a very significant play here with regard to Cisco,” St. Charles said. “Cisco has such a large portion of the market, and so many partners are Cisco partners. We think Dell is as good if not better than anything available in the market. Some large data centers are already running on it, and we’re thinking this is an opportunity to really push it.”
Dell Compellent vs. EMC VNX: History Shows Dell Can Manage Multiple Storage Platforms
“I think Dell will provide end-to-end solutions, and will build common IP [intellectual property] across all the product architectures,” St. Charles told CRN. Dell successfully sold both the EqualLogic and Compellent storage lines for years, and can do so with EMC VNX, St. Charles said.