"This opens the floodgates"
Dell Technologies has launched its Partner First Strategy for Storage initiative, designating more than 99 per cent of its customers and potential customers as partner-led for storage sales.
The new go-to-market strategy will see Dell Technologies' partner sellers see more compensation when transacting storage through a partner, while also quadrupling the number of storage partner of record-eligible resale accounts for more predictability of engagement.
Speaking to CRN, Bill Scannell, president of global sales and customer operations with Dell Technologies said;
"With this new strategy around partner-first, every one of our reps is going to look at their comp plan and see, ‘I make X if I sell it directly. I make X-plus if I sell it through a partner'",
"This opens the floodgates. They're going to be calling up their favourite partners and saying, ‘Hey, let's work together on this.'"
Michael Dell - "Dell’s investment in partnership runs deep"
“Dell is the market leader in Enterprise Storage and best positioned to serve our customers in today's data-centric world," Dell global channel chief Rola Dagher said.
"We can win more often – and faster – when we work side-by-side with our global partner ecosystem. With 99 per cent of our customers and potential customers deemed as partner first for storage, we’re very clear about our intentions to embrace the channel.”
“Dell’s investment in partnership runs deep. We have decades of experience working with our partner community to accelerate transformation for our customers," Dell chief executive Michael Dell said.
“The Partner First Strategy for Storage extends our partner commitment and unites the strengths of our partners with the advantages of our world-class team and solutions.”
PowerMax, PowerFlex, PowerStore, PowerScale
Included in the new programme, called the 'partner-first strategy for storage' are PowerMax, PowerFlex, PowerStore, PowerScale as well as hyperconverged and converged products, security storage products.
Dell holds the No. 1 spot in external enterprise storage with 31.5 per cent of the market and the No. 1 spot with software storage with 11.5 per cent, according to June numbers from IDC.
"It gives predictability and strength to the channel"
Computacenter's North American president Neil Hall said he loves it because the channel now has more confidence when doing business with Dell.
"It gives predictability and strength to the channel," he said.
"This is the biggest step I've seen from a vendor to place much greater significance on the channel in one sweeping move.
"We want to be there. We want to be a strong partner for Dell and build great success stories for our customers."
Read Dell's Announcement