Channel leaders across Dell Technologies’ seven brands have collaborated and are working to create a new rewards program with the objective of giving partners more money to sell across its broad portfolio of solutions.
Decided to be launched in early 2019, the rewards program 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, told 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. “You’ll just earn more money if you put together these solutions. So, if you figure out how to do a bunch of cross selling, we’ll reward you for that. Think about one-plus-one equals three, instead of one-plus-one equals two. So, we’re trying to drive our processes to support solution-oriented [selling].”
“We might start doing some stuff in the back-half of this year as we get clearer on exactly what we’re doing. It will kick into the formal program in the beginning of [next] year,” she added.
Mullen also shared that the vision of the partner program is make Dell Technologies a leader in digital, IT, workforce and security transformation, as shared by the news site.
Las Vegas witnessed Dell Technologies World last week whereby the company exhibited its first step of making its mighty goal of 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.
One major benefit that the framework is going to impart is ensuring partners’ investments in training and certifications are maximized across the portfolio. For instance, if a partner takes hyper-converged training in the VMware partner program, they won’t have to take the same type of training in the Dell EMC program.
Mullen said the push to unify Dell Technologies is happening as customers are desperately trying to figure out how to deliver business outcomes associated with IT and digital transformation.
“There’s these massive transformations happening in the world and our customers need a ton of help,” said Mullen. “Now if you think about what our partners are doing around that, if we really want them to fast track their ability to deliver these transformations, then we got to make it easier for them to figure out how to transact, engage, buy [across Dell Technologies].”
Experts believe, the new rewards program is a win for the channel. It will increase collaboration between channel and the vendor, not just in the programs and trainings, but with the sales teams, registrations and the alignments, to ensure a much better experience.