As the head of our Global Alliances, Service Provider and Industries team, I’m often asked, “What is a Global Alliance partner?” For Dell, this includes our Systems Integrators (SI), Strategic Outsourcers (SO) and Cloud Service Providers (CSP)— all of which are vital to our business … They help us reach customers that we might not otherwise engage, thanks to their deep expertise in a particular area like video surveillance or within an industry like healthcare.
Dell Partner Program Global Alliance Partner Tracks
So, as we set out to launch the new Dell Partner Program, we knew it was critical that we carve out specific tracks for our Systems Integrators and another for our Cloud Service Providers and Strategic Outsourcers. Throughout the process, my team and I worked closely with John Byrne, President of Global Channels at Dell, and his entire organization to create these partner tracks … Tracks which we believe, to use his words, are truly extraordinary.
It’s not every day that you get to create a program for your partners from a clean slate. I believe we have some of the most talented people at Dell, with decades of experience behind them; and they took the challenge of creating an enviable program to heart. And boy did they deliver. They talked to partner after partner, analyzed program options under a microscope and created two amazing Global Alliance tracks in the Dell Partner Program. Let’s take a look at them.
Cloud Service Provider & Strategic Outsourcer Track
Like all of the tracks within the Program, we designed the new CSP/SO track to be Simple. Predictable. Profitable.™
- Simple: We created tools, training and technical resources to make it easy to understand the program and our business.
- Predictable: Our partners will clearly know what is expected of each tier, where they stand and how much money they’re making.
- Profitable: CSPs and SOs will have access to competitive Business Development Funds (BDF), Dell Financial Services and all of the resources they need to drive success and grow their businesses.
Systems Integrator Track
We realize that our SI partners are unique, and as such, we designed their track to be customizable based on the partner’s needs. All of our SI partners will have a menu of options available to them where they can pick and choose what features best suit their business model. From trainings to marketing tools and engineering resources, the program was built with our partner’s success in mind. Because, at the end of the day, it’s all about helping our partners succeed. When they win, we all win.
We will continue to work closely with our partners to better understand what they need. And we will continue to refine and enhance the programs to drive joint business and meet our joint customers’ needs.
