By Rola Dagher
In today’s connected world, customers need more choice and predictability in how they consume and manage their data. As we see increasing demand for consumption-based solutions, we are empowering our diverse partner ecosystem to help customers execute today while elevating for tomorrow. It’s all about choice, flexibility and growth, and we‘re taking another big step to advance all three by enabling partners to deliver solutions in whatever capacity makes sense for them and the customers they support.
To accelerate our as-a-service momentum with partners, today we are announcing enhancements to the APEX portfolio and introducing expanded resell availability of APEX Cloud Services for partners in additional locations worldwide. These portfolio updates and new market access, coupled with existing APEX Custom Solutions, will afford even greater opportunities for partners to differentiate and promote their individual capabilities while extending the value of APEX to a broader range of customers in more than 35 countries.
Enhancing the Portfolio to Meet Partners’ Needs
New capabilities for partners include:
- APEX Data Storage Services – To meet customers’ needs and increase partner stickiness, we now deliver an optionto subscribe to APEX Data Storage Services with or without Dell managed services. This update gives partners the option to add in their own services and meet their customers’ demands for more flexibility, including a choice around who may manage their day-to-day operations. This is an ideal solution for partners who want to incorporate their own value-added capabilities or whose customers want to manage their own as-a-Service experience.
- APEX Cloud Services with VMware Cloud – We’ve also expanded the ability for partners to develop cloud native apps on the VMware stack and help their customers modernize their applications. This is a great fit for partners who want to focus on high-value cloud development and let Dell manage operational oversight. For partners, such as service providers who have shifted to selling services in a recurring model, this enhancement enables them the continued opportunity to consume IT the way they are already selling: as-a-Service.
- APEX Private and Hybrid Cloud – APEX Private and Hybrid Cloud offers partners even more flexibility. Partners can now deliver their own managed services and incorporate APEX into broader data center management contracts. Partners can also implement the new instance-based approach, allowing customers to only pay for resources they need.
For customers who might have thought as-a-service was out of reach, partners can now offer a smaller 32-instance configuration threshold, opening further growth opportunities.
Together with our partners, we’ve come a long way on this journey. Industry feedback has been strong.
David McKenney, vice president of cloud, products, TierPoint, commented, “It’s pretty incredible. Having Dell Technologies manage all the logistics of delivering a private cloud so quickly expedites our time to market — and time is money… Dell APEX is the next evolution of private cloud.”
Jordan Reinhardt, director of information services, RelateCare says, “We were onboarding customers in three to four weeks. But we’ve brought that down to a couple of days with our Dell Technologies solution through [IT partner] Arkphire… We’re now at almost five times availability — double what it once was…Our work with Arkphire and Dell Technologies is paying off.”
“While the market shift towards as-a-Service solutions continues to accelerate, today’s IT is increasingly defined by multicloud. Delivering a cloud-like experience is already a significant opportunity for partners, and Dell Technologies creates a strategic advantage in the as-a-Service space through enhancements to the APEX portfolio,” according to Kevin Rhone, senior partnering consultant, Enterprise Strategy Group. “These updates, supported by partner program changes, directly benefit its partner ecosystem. They combine to provide partners with greater opportunity to deliver differentiated cloud experiences that are simple, consistent, and flexible to fit each customer’s unique and evolving needs.”
Updated Training and Resources
As the market is shifting, so too are our partners’ business models. This journey requires new partner skills, knowledge and capabilities, and we’re here to provide it. We’ve created dedicated learning paths for partners on APEX and as-a-Service selling strategies, which can be found on the APEX Learning Center, available to partners using their Partner Portal account credentials. We encourage our partners to take these trainings to understand the new enhancements and implement the best outcome-based offers for their customers.
Solutions by Design
In our dynamic world, where workforce transformation is constantly evolving, APEX empowers partners to provide their customers with a flexible solution that meets their needs now and into the future. Join us on this journey and together, we stop at nothing. For more information, visit the APEX Discovery Center.
About the Author: Rola Dagher
Leadership is not simply a role that you fill; it is an action that you take each day. It is this philosophy that guides Dell Technologies’ Global Channel Chief, Rola Dagher. Over her career of more than two decades, Dagher has worked with some of the brightest minds in the technology industry while honing her natural leadership style. Dagher returns to Dell Technologies after leading as President of Cisco Canada for three years. Prior to this, she held various sales leadership roles at Dell and Bell Canada. While Dagher is a proven sales and channel champion, she will be the first to say that her success is a direct reflection