By Rola Dagher
Today marks the first day of the 2023 Dell Technologies Partner Program. New beginnings are an opportunity to reflect on where we’ve been and where we’re going. We’re certain our partner ecosystem will help customers prepare for the journey to come, from hybrid work and hybrid cloud to the edge and sustainability initiatives. That’s why we remain committed to our goal: to be the preferred technology vendor for our Partners and Distributors.
As we roll out the 2023 Partner Program, we’re building upon a position of partner strength. In Q3, partners delivered approximately 50 percent of our overall net revenue, accelerated double-digit storage growth, and helped us secure #1 positions in the majority of the industry’s critical IT infrastructure categories.
With this momentum behind us, we recognize that consistency is key. We are setting higher standards to support partners, grow and modernize Dell’s core business, and create market opportunities. We continue to strengthen collaboration and streamline the partner experience, all while holding to our commitment to leverage Dell technology to drive human progress. Our Partner Program is designed to help partners make the most of the opportunities ahead.
“As a longtime Dell Technologies partner, CDI values consistency and predictability in the Dell Partner Program. Dell’s unwavering commitment to supporting its partners gives us the peace of mind that Dell will be there to help navigate the market together and drive our joint success,”said Rich Falcone, CEO and President of CDI.
Grow and Modernize the Core Business
Our capabilities and competitive advantages position us to grow and create value for our partners. In September, we announced enhancements to the Dell APEX portfolio and expanded outcome-based offer resell availability for partners in additional locations worldwide. We’re seeing strong partner momentum with Dell APEX and this is just the beginning. We listened to partner feedback and today, we’re announcing enhancements to our APEX partner opportunity:
- Consolidated product category – To simplify our incentive structure, we are introducing a single and harmonized APEX+ category for all incentive-eligible Dell APEX solutions, now including Dell APEX Flex on Demand in addition to Dell APEX outcome-based offers. Rebates and earned MDF apply across the full category for eligible partners.
- Partner deployment – Partners can now deploy select Dell APEX solutions on their own terms with the launch of partner deployment. Partners can use existing Service Delivery Competencies to gain more control over their Dell APEX deployment options and expand value-added specialty services.
- Dell APEX competency – We’ve launched a Dell APEX competency to help partners learn the portfolio. While partners get up-to-speed on this competency, all tiered partners will be eligible for base rebates on APEX+ offerings.
“Dell helps Presidio’s global customers experience streamlined digital transformation by providing intuitive, scalable and consistent solutions that deliver measurable results. The new Dell APEX partner-led deployment capability in the 2023 Partner Program allows us to deploy Dell APEX to our customers within our unique outcome-based model,” said Raph Meyerowitz, Engineering VP of Technology Solutions and Strategic Partnerships, at Presidio.
Build Market Opportunities
In addition to the enhanced Dell APEX portfolio and services deployment competency training, we’re launching persona-based training to help partners ramp up faster. Three tracks have launched:
- Foundation, for those new in career
- Develop, for those who are new to Dell Technologies
- Technical, for those looking to develop their skills
We’re also unlocking opportunities for partners through our streamlined Partner Program structure, first announced in 2022. The changes introduced last year are now fully operational, including one-tier structure, one incentive structure, and one set of requirements, allowing partners to choose the best route to market for their business and customers, without compromising their earning potential.
“Regular training and learning opportunities are crucial for enabling partners to sell all offerings with confidence. Dell provides dedicated pre-sales learning paths for its product portfolios, arming partners with the knowledge needed to educate their customers, and rewarding partners with increased incentive eligibility for completing training competencies,” said Adrianna Bustamante, VP, of Partnerships at Rackspace Technology.
Strengthen Collaboration and Streamline the Experience
We are squarely focused on the partner experience. We’ve invested in our technology stack, process redesign, simplification of policies and support model. Partners are telling us that it’s working.
Over the past three years, we’ve seen acceleration of B2B e-commerce engagement. We’re making the purchasing experience even easier in 2023 with pre-configured Server and Storage bundles, increased pricing transparency and expedited ordering.
“Dell is a company you can win with. They have always been by our side, in both good and challenging times. The 2023 Program provides partners with a robust set of tools, coupled with the resources, scale and talent of one of the largest IT infrastructure companies in the world. Dell has a strong track record of successful execution, and its Program consistently provides partners with significant opportunity for growth, no matter the environment,” said Salvador Morales, CEO of Compucare de Mexico
Drive Human Progress
At Dell, our purpose is to create technologies that drive human progress, and we can go even further and faster when we work with our partners.
A seven percent rebate is now available for Asset Recovery Services, which helps customers responsibly and securely retire legacy IT equipment and aligns to our environmental, social and governance (ESG) priorities. Asset Recovery Services is available for partners for client and server products of any brand and complements our existing Tech Refresh and Data Sanitation and Data Destruction for Enterprise Services programs.
I’m excited to share with you that we will also be launching an ESG Partner Spotlight, a celebration of partners in every region who are making ESG real for their customers and communities. Watch our @DellTechPartner LinkedIn and Twitter handles to follow along with these stories.
Through our actions, we are powering progress together.
Looking to the Future
There is no better time to partner with Dell Technologies. We are the partner to grow and win with, in both good and challenging times.
Our 2023 Dell Technologies Partner Program delivers for partners today and sets us up for extraordinary success in the future. There is strength in numbers, and collaboration with our partners enables us to enact change, innovate and drive progress.
For more details on specific program investments and enhancements, please visit https://www.delltechnologies.com/partner/en-us/auth/benefits-requirements.htm.
“Dell’s end-to-end portfolio spans from the PC and the core data center to the cloud and to the edge, addressing our customers’ evolving needs and helping them to embrace today’s multicloud environment. The Partner Program is built with partners and for partners on a foundation of collaboration and trust. The newest Program updates will empower us to continue winning, together,” said Axel Feldhoff, EVP of Bechtle.
About the Author: Rola Dagher is the Global Channel Chief at Dell Technologies. Dagher began her career in technology 25 years ago, and her focus on customers, people and leadership define the leader she is today – a servant leader. She believes that to serve your customers you need to serve your people, the common denominator for success. She believes that in the digital age an empowered, inspired, inclusive, diverse and adaptable workforce is fundamental to any company’s success. She also believes technology is a powerful enabler, but people are the transformers.