Dell Technologies has overhauled its partner program in a move designed to streamline its incentive structure for channel partners.
The refresh for the fiscal year 2023 combines the vendor’s traditional channel ecosystem with OEM and cloud. The new initiative will feature a single incentive structure, as well as a single-tier structure and a sole set of tier requirements for Dell solution providers, cloud services providers and OEM partners.
“These changes will enable partners to focus on positioning the best solution for their customer, while earning consistent, lucrative incentives, regardless of route to market,” said Dell Technologies’ global channel chief Rola Dagher in a blog post.
To further simplify its engagement model and fuel partner growth, Dell also announced enhancements in other key areas.
The vendor revealed it is continuing to double down on storage, with the 5X tier accelerator for mid-range storage and a new 2% incremental rebate kicker for acquisition and Tech Refresh opportunities.
The tech giant said it has simplified the competitive swap and tech refresh processes, and has extended tech refresh to include server leads.
Dagher also revealed further investment into OSC updates with added dedicated team members to assist with quoting – ultimately making the process quicker for partners and their customers.
Elsewhere, all eligible metal tiered partners now have access to license resell and rebate via ‘Access for VMware’, while Dell is also expanding the new business incentive for Client to include Dell displays and Client Peripherals.
“Together these enhancements will help our partners grow, expand their customer base and increase their profit potential with Dell Technologies,” Dagher added.
The partner programme changes follow a strong period for Dell, with Q3 year-to-date figures showing that partners grew orders revenue by 31% year-over-year and delivered more than 50% of the vendor’s orders revenue.
“As we set out to capture the $1.3 trillion market opportunity ahead, we remain committed to our partner promise,” Dagher said.
-
Cyber resilience in the UK: learning to take the punchesColumn UK law now puts resilience at the centre of cybersecurity strategies – but is legislation simply catching up with enterprise understanding that resilience is more than just an IT issue?
-
CISPE claims European Commission gave Broadcom a ‘blank cheque to raise prices, lock-in, and squeeze customers’ with VMware dealNews Cloud providers have issued a formal response to the General Court of the European Union after the Commission defended its approval of the deal
-
HPE says unified channel strategy won't force Juniper partners to generalizeNews Does the company embrace specialists or want a full portfolio push? The answer, it seems, is both
-
Salesforce opens up Agentforce 360 for partners to drive agent developmentNews Salesforce has opened up its Agentforce 360 platform to allow partners to build and sell AI agents and applications.
-
HPE launches first phase of new-look Partner Ready Vantage programNews The IT giant’s freshly unified channel initiative combines its legacy programs into a single framework
-
Monday.com expands partner program with new AI and Service specializationsNews The software provider has refreshed its channel ecosystem to recognize and reward top-performing AI and Service partners
-
‘We are helping organizations strengthen their overall security postures’: Fortinet hits major milestone as partner program surpasses 400 partnersNews Fortinet's Fabric-Ready Technology Alliance Partner Program now boasts more than 3,000 integrations
-
Red Hat targets greater partner autonomy with latest channel updatesThe open source giant has cut the ribbon on the Red Hat Specialized Partner Program and a new Partner Demand Center
-
Insight strikes new Microsoft agreement to drive cloud growthNews The new agreement builds on the organizations' existing AI-focused relationship
-
Let it snow: The cloud never bothered partners anywayIn-depth Snowflake has set its sights high in terms of revenue growth and customer success, with channel partners set to play starring roles
