2023 Dell Technologies Partner Program: Powered by Collaboration

Partners enabled to grow core business and build new market opportunity.

Today marks the first day of the 2023 Dell Technologies Partner Program. New beginnings are an opportunity to reflect on where we’ve been and where we’re going. We’re certain our partner ecosystem will help customers prepare for the journey to come, from hybrid work and hybrid cloud to the edge and sustainability initiatives. That’s why we remain committed to our goal: to be the preferred technology vendor for our partners and distributors.

As we roll out the 2023 Partner Program, we’re building upon a position of partner strength. In Q3, partners delivered approximately 50% of our overall net revenue, accelerated double-digit storage growth and helped us secure number one positions in the majority of the industry’s critical IT infrastructure categories.

With this momentum behind us, we recognize consistency is key. We are setting higher standards to support partners, grow and modernize Dell’s core business, and create market opportunities. We continue to strengthen collaboration and streamline the partner experience, all while upholding our commitment to leverage Dell technology to drive human progress. Our Partner Program is designed to help partners make the most of the opportunities ahead.

“As a longtime Dell Technologies partner, CDI values consistency and predictability in the Dell Partner Program. Dell’s unwavering commitment to supporting its partners gives us the peace of mind that Dell will be there to help navigate the market together and drive our joint success.” – Rich Falcone, CEO and President, CDI

Grow and Modernize the Core Business

Our capabilities and competitive advantages position us to grow and create value for our partners. In September, we announced enhancements to the Dell APEX portfolio and expanded outcome-based offer resell availability for partners in additional locations worldwide. We’re seeing strong partner momentum with Dell APEX, and this is just the beginning. We listened to partner feedback and today, we’re announcing enhancements to our APEX partner opportunity:

    • Consolidated product category: To simplify our incentive structure, we’re introducing a single and harmonized APEX+ category for all incentive-eligible Dell APEX solutions, now including Dell APEX Flex on Demand in addition to Dell APEX outcome-based offers. Rebates and earned MDF apply across the full category for eligible partners.
    • Partner deployment: Partners can now deploy select Dell APEX solutions on their own terms with the launch of partner deployment. Partners can use existing Service Delivery Competencies to gain more control over their Dell APEX deployment options and expand value-added specialty services.
    • Dell APEX competency: We’ve launched a Dell APEX competency to help partners learn the portfolio. While partners get up-to-speed on this competency, all metal-tiered partners will be eligible for base rebates on APEX+ offerings.

“Dell helps Presidio’s global customers experience streamlined digital transformation by providing intuitive, scalable and consistent solutions that deliver measurable results. The new Dell APEX partner-led deployment capability in the 2023 Partner Program allows us to deploy Dell APEX to our customers within our unique outcome-based model.” – Raph Meyerowitz, Engineering VP, Technology Solutions and Strategic Partnerships, Presidio

Build Market Opportunities

In addition to the enhanced Dell APEX portfolio and services deployment competency training, we’re launching persona-based training to help partners ramp faster. Three tracks have launched:

    • Foundation, for those new in their careers
    • Develop, for those who are new to Dell Technologies
    • Technical, for those looking to develop their skills

We’re also unlocking opportunities for partners through our streamlined Partner Program structure, first announced in 2022. The changes introduced last year are now fully operational, including one tier structure, one incentive structure and one set of requirements, allowing partners to choose the best route to market for their business and customers, without compromising their earning potential.

“Regular training and learning opportunities are crucial for enabling partners to sell all offerings with confidence. Dell provides dedicated pre-sales learning paths for its product portfolios, arming partners with the knowledge needed to educate their customers and rewarding partners with increased incentive eligibility for completing training competencies.” – Adrianna Bustamante, VP, Partnerships, Rackspace Technology

Strengthen Collaboration and Streamline the Experience

We are squarely focused on the partner experience. We’ve invested in our technology stack, process redesign, simplification of policies and support model. Partners are telling us it’s working.

Over the past three years we’ve seen acceleration of B2B e-commerce engagement. We’re making the purchasing experience even easier in 2023 with pre-configured Server and Storage bundles, increased pricing transparency and expedited ordering.

“Dell is a company you can win with. They have always been by our side, in both good and challenging times. The 2023 Program provides partners with a robust set of tools, coupled with the resources, scale and talent of one of the largest IT infrastructure companies in the world. Dell has a strong track record of successful execution, and its Program consistently provides partners with significant opportunity for growth, no matter the environment.” – Salvador Morales, CEO, Compucare de Mexico

Drive Human Progress

At Dell, our purpose is to create technologies that drive human progress, and we can go even further and faster when we work with our partners.

A 7% rebate is now available for Asset Recovery Services, which helps customers responsibly and securely retire legacy IT equipment and aligns to our Environmental, Social and Governance (ESG) priorities. Asset Recovery Services is available for partners for client and server products of any brand and complements our existing Tech Refresh and Data Sanitation and Data Destruction for Enterprise Services programs.

I’m excited to share with you that we will also be launching an ESG Partner Spotlight, a celebration of partners in every region who are making ESG real for their customers and communities. Watch our Dell Tech Partner LinkedIn and Twitter handles to follow along with these stories.

Through our actions, we are powering progress together.

“Dell’s end-to-end portfolio spans from the PC and the core data center to the cloud and to the edge, addressing our customers’ evolving needs and helping them to embrace today’s multicloud environment. The Partner Program is built with partners and for partners on a foundation of collaboration and trust. The newest Program updates will empower us to continue winning, together.” — Axel Feldhoff, EVP, Bechtle

Looking to the Future

There is no better time to partner with Dell Technologies. We are the partner to grow and win with, in both good and challenging times.

Our 2023 Dell Technologies Partner Program delivers for partners today and sets us up for extraordinary success in the future. There is strength in numbers, and collaboration with our partners enables us to enact change, innovate and drive progress.

For more details on specific program investments and enhancements, click here.

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 of the dedication and drive of the entire sales organization. Dagher believes in diversity of thought and has made it her mission to empower, support, and foster diverse talent. Her commitment to empowering women is shown through her recognition as one of the 2020 Top 25 Women of Influence™, by WXN as one of Canada’s Most Powerful Women: Top 100™, and by Women in Communications and Technology (WCT) as the 2019 Woman of the Year. She was selected as one of RBC’s Top 25 Canadian Immigrant winners for 2019, was named the “Lady of the Cedar” by the Lebanese Embassy, and received a 2018 Leadership Award from the Lebanese Chamber Business of Commerce. In addition to her role at Dell Technologies, Dagher sits on the board of Cedars Cancer Foundation and is an advocate for pediatric and young adult cancer patients. She is a co-founder of the BlackNorth Initiative, an active member of the 30% Club, and sits on the Circle of Champions for the Toronto Region Immigrant Employment Council, promoting growth through diversity in the workplace. A champion of mental health, Dagher sits on the foundation board for the Centre of Addiction and Mental Health. She also sits on the advisory board for Catalyst, where she supports their work to accelerate progress for women in the workplace, and is a member of the Kids Help Phone board. As an active member of the Business Council of Canada and a member of the U.S.-Canada Innovation Partnership, Dagher helps shape policy around the workforce of the future and promotes the adoption and acceleration of emerging technologies, innovation, and research. Yet, through all of her accomplishments, Dagher firmly believes that no one achieves greatness in a silo. She believes that you have to “learn it, earn it, and return it,” and this process is one that she continues to work through at every stage of her career.