Compellent Team & VARs: Welcome to Dell’s PartnerDirect channel program

It's been over 3 years since I
joined Dell from the EqualLogic acquisition. 
As EqualLogic's Global VP, Channel Strategy and Operations, I worked
closely with Dell's channel chief, Greg Davis, to help guide and build out
Dell's PartnerDirect channel program in the early days of acquisition and
continue to do so today. As we welcome the Compellent team and VARs to Dell, I
wanted to share some initial thoughts about the PartnerDirect channel program.

In the past year, many in the industry are realizing the
tremendous evolution and success of Dell's
channel program, as we focus on enabling partners to sell open, capable and
affordable solutions that
solve partners' and their customers' IT needs. We expect this momentum to
continue as the Dell and Compellent teams work together to integrate
Compellent's products and strong
channel program with Dell's established channel program. We know Compellent
partners are curious about what to expect as they are grandfathered into Dell's
channel program, so some of our early EqualLogic
have shared their perspective about their experience coming
into the Dell organization via acquisition and about their growth and
experience in the PartnerDirect channel program.

The storage
channel program provides Certified Partners with additional growth potential
and the ability to:

  • Take
    advantage of Relationship Registration – rewarding Certified Partners for
    closing new storage opportunities and enabling you to grow and nurture the
    customer relationship for Compellent, Dell EqualLogic and PowerVault (details will be announced in the coming weeks)
  • Sell
    an expanded portfolio of storage, server, networking and systems management
  • Help
    build a revenue stream with potential repeat revenue opportunities

Again, welcome to Dell. 
Dell's PartnerDirect
is ever evolving and is built on the feedback of our
partners. We look forward to your input as we integrate Compellent channel
practices and continue to build out the best channel program in the industry.

About the Author: Bob Skelley