The Dell Technologies Partner Program is defined as follows.
As a global channel partner program, Dell Technologies’ Partner Program equips its partners with tools for expanding their businesses and increasing their sales and visibility.
The Dell EMC Partner Program rebranded as the Dell Technologies Partner Program in February 2017 after Dell completed its $67 billion acquisition of EMC.
In its own words, Dell Technologies is “a family of businesses” that offers channel partners various upsell and cross-sell options. The program allows partners to sell Dell EMC products and services and those of other Dell Technologies subsidiaries. RSA Security, a provider of network security solutions, and Virtustream, a public cloud infrastructure provider, are two examples.
Partnering with Dell Technologies and How to Do It
If a company wants to become a Dell partner, it must first submit a partner application, which Dell must approve. The only stated requirement for consideration is the completion of the application. Before beginning the online application, candidates should reset their browser’s language and history to English.
Candidates can select from one of four alternative pathways within the application itself:
OEM (Original Equipment Manufacturer) Cloud Service Provider (CSP) Original Equipment Manufacturer (OEM)
Dell’s Partner Program Guides are available for prospective applicants before applying. Each pathway has its selection guide to make it easier for prospective students to make the right decision.
Any prospective business must name a sponsoring distributor with whom it already has a cooperative relationship.
The candidate receives authorized partner status from Dell only if Dell approves their application. Dell Technologies Partner Portal is where approved partners can access the partner programs and perks.
Why should I become a Dell Technologies partner, and what do I get out of it?
Among the many advantages of collaborating with Dell Technologies, here are a few:
Training. It focuses on helping partner organizations improve their technical, sales, and marketing abilities. Trainees at Dell Technologies can choose to focus on either sales or pre-sales technology and services as their area of expertise.
Tools. Dell provides its partners with sales and demand generation tools such as product configuration, pricing, and ordering systems. Dell Financial Services is also available to partners, allowing them to assist customers in financing the acquisition of necessary IT resources.
Incentives in monetary form. Partners are eligible for marketing bonuses and rebates when they generate a profit.
Flexibility. Partners can efficiently cross-sell and purchase Dell Technologies products and services through the streamlined engagement provided by the program. Partners can take advantage of many different options made available by Dell, such as reselling Dell services, delivering their services, or co-delivering products and services with Dell. Dell offers various services, including consultation, rollout, support, management, and training and development.
Partners who reach higher levels of partnership receive even more perks.
When and how do different levels of partnership become available?
Dell’s partner program is divided into four levels. They offer discounts and perks such as these:
- Authorized. In exchange for sales and other efforts, partners at this tier can participate in the MyRewards program and earn points toward rewards. As a bonus, Dell’s Cloud Partner Connect program helps them network with cloud service providers.
- Gold. When partners reach this tier, they gain access to benefits like an online demo centre and training in service delivery skills.
- Platinum. In addition to selling VMware licenses, these partners can take part in advisory boards and enjoy other benefits.
- Titanium. This tier of Dell’s partners is eligible for the company’s highest rebates and receives Dell’s top-level assistance.
A partner’s revenue, with a minimum tier revenue requirement, determines which tier the partner is eligible for. Training and certification milestones are also taken into account when determining eligibility. For example, a partner who focuses on selling storage products can quickly rise through the program’s ranks. They can advance in the program by cross-selling across the Dell EMC portfolio and becoming certified in multiple product areas.
The Dell Technologies program offers earned and proposal-based marketing development funds (MDF). MDF rewards are available to Platinum and Titanium partners and are earned at a consistent, revenue-based rate. There is a price differential between tiers.
To expand regional sales and marketing initiatives, Dell provides MDFs to partners based on submitted proposals. Top-tier participants in the program are eligible for rebates on business sales and new customer acquisition.
Since Dell and EMC merged, what software changes have occurred?
The Dell-EMC merger implemented new partner paths and a tiered structure. Partners can take different paths within the program that cater to various business structures. The following are some of them:
Those who provide answers
- Suppliers of services via the Internet’s “cloud.”
- companies with a strategic focus on outsourcing
- Distributors and system integrators
The direct sales teams at Dell EMC are no longer allowed to compete with partners on deals registered as a partnership. Partner-led accounts were shielded from competition thanks to Dell EMC’s program.
Cloud Platform and Virtual Desktop Infrastructure are the newest additions to Dell’s solution badges program in 2019. This helps partners prove they have the resources to maintain and implement the solutions.
Hear from Dell’s global channel chief how the company’s channel program is helping customers transition to digital.