CT News Bureau


Channel executives at Dell Technologies’ are working together to create a new rewards program that will give partners more money to sell across its broad portfolio of solutions.

The rewards program, set to be officially launched in early 2019, is focused on providing incremental rebates and incentives to Dell, Dell EMC, VMware, Pivotal, RSA, SecureWorks and Virtustream channel partners, Joyce Mullen, Dell EMC’s global channel chief, said in an interview with CRN.

“We’re building a rewards program that makes it advantageous for our partners to put together these pieces to try to drive more cross-selling,” said Mullen to the news site.

Mullen said the rewards program will start next year in order to keep programs predictable for partners for the remainder of 2018. The program won’t replace any of the companies’ individual channel programs.

Over time, partners who have the most competencies around solution-selling will achieve the highest status level in terms of partner program tiers, according to Mullen. The goal is for Dell Technologies to become the leader in digital, IT, workforce and security transformation which is why the company is pushing partners to sell holistic solutions across the portfolio instead of point products for specific vendors.

Mullen’s mantra to partners is, ‘Start getting smart about the transformations, start building competencies and practice capabilities.

At Dell Technologies World last week in Las Vegas, the company declared that it is enabling partners to easily sell across Dell Technologies a reality with the Dell Technologies Advantage program. The framework will provide new vendor engagement, tools and incentives to help the channel cross sell Dell Technologies products.

Mullen suggests that the way forward is to have greater coordination with the sales teams, besides focusing on registrations, training and listening to partners on how to offer them a better experience.