Dell Debuts ‘Partner First Strategy’ for Storage

Dell Technologies today announced its Partner First Strategy for Storage, which designates more than 99 percent of Dell’s customers and potential customers as partner-led for storage sales. This go-to-market strategy combines partner expertise and reach with Dell’s team and storage portfolio, including data protection, to deliver transformational outcomes for customers.

Effective today, Dell is:

  • Compensating Dell sellers more when transacting storage through a partner.
  • Quadrupling the number of storage partners of record-eligible resale accounts for more predictability of engagement.

“Dell’s investment in partnership runs deep. We have decades of experience working with our partner community to accelerate transformation for our customers,” said Michael Dell, chairman and chief executive officer, Dell Technologies. “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.”

Dell Technologies Global Channel Chief Rola Dagher added, “Dell is the market leader in Enterprise Storage and best positioned to serve our customers in today’s data-centric world. We can win more often – and faster – when we work side-by-side with our global partner ecosystem. With 99 percent of our customers and potential customers deemed as a partner first for storage, we’re very clear about our intentions to embrace the channel.”

Beginning today, more than 99 percent of Dell customers and potential customers will be considered partner-led for storage. This new approach is a strategic investment in Dell’s partner ecosystem and embraces the power of collaboration.

Dell encourages greater partner teaming by compensating its sellers more when they transact storage through a partner. This will incentivize Dell sales reps to work with partners for storage deals.

The company’s LinkedIn post describing the move states the company also is driving momentum and predictability of engagement by quadrupling the number of accounts available for storage Partner of Record (POR). If a partner holds storage POR status, Dell sales reps will work with them on any storage opportunity they uncover within that account, per our Rules of Engagement.

For details, log into the Dell partner portal.