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Partners

New Year, Consistent Partner Promise

We asked partners for their perspectives on their companies’ partnerships with Dell Technologies. See what they have to say.
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I am always energized at this time of year, because after months of soliciting input from our partners, we’re ready to turn those insights into action as we launch a new Partner Program year. This program is coming off the back of great momentum; Q3 year-to-date, partners grew orders revenue by 31% Y/Y and delivered more than 50% of Dell Technologies’ orders revenue. I’m excited to see this momentum continue into 2022.

“Our partnership with Dell Technologies is stronger than ever. Last year our Dell business grew immensely and with all the investment Dell Technologies is putting into their partner program, we expect that to grow even more in 2022. CDI is at an all-time high with Dell in terms of revenue, partnership and trust. Dell has demonstrated nothing but steadfast commitment to the channel.” – Rich Falcone, CEO and President, CDI

As we gear up for 2022, we anticipate a data-centric culture, a multi-cloud world, a more distributed environment and a resounding corporate impact on the communities around us. It’s clear that technology is critical in today’s “do-from-anywhere-world.” It is the driver of progress, underpinned by collaboration. It’s our job to support our partners with the portfolio, program and benefits they need to deliver the outcomes our customers are looking for in 2022 and beyond.

“As a Dell Technologies Titanium partner, we are well positioned to take advantage of growth that’s faster than the market in areas like as-a-service and multi-cloud. We see incredible opportunity to win new customers and serve existing customers in new ways as Dell’s portfolio expands and its programs evolve with even more lucrative incentives across enterprise infrastructure and client solutions.” – Graeme Watt, CEO, Softcat

2022 Dell Technologies Partner Program

To support these key themes, in 2022, our Program journey will continue its evolution. I’m thrilled to announce enhancements that will streamline the partner experience, enable business transformation and drive growth.

Beginning today, whether a partner is a Solution Provider, Cloud Service Provider, an OEM partner or any combination of these tracks, they will have a more streamlined experience in the Program. There will be one incentive structure with regional rebates that are consistent across tracks. There will be one set of requirements that will now combine their revenue and training.

These changes will enable partners to focus on positioning the best solution for their customer, while earning consistent, lucrative incentives, regardless of route to market. This update unlocks massive opportunities for the future by delivering a single tier across our partners’ engagement with Dell Technologies.

“Dell Technologies has shown that it is dedicated to investing heavily in partnerships while maintaining consistency in its programs. Aligning the Dell Technologies Partner Program incentive structure, tier structure and requirements across tracks will make it even easier for us to serve our customers, no matter the route to market. This results in a better partner experience and the flexibility we need to help our customers win, and to win ourselves.” – Scott Ward, senior vice president, technology sourcing operations, Computacenter

To further simplify our engagement model and accelerate growth with our partners, we’re making enhancements in other critical areas too:

    • We’re continuing to double down on storage – with the 5X tier accelerator for mid-range (PowerStore and Unity XT) and a new 2% incremental rebate kicker for acquisition and Tech Refresh opportunities.
    • We’re simplifying the competitive swap and tech refresh processes and extending tech refresh to include server leads.
    • We’ve invested heavily into OSC updates and have added dedicated team members to assist with storage quoting to make the process quicker for partners and their customers.
    • “Access for VMware,” which provides license resell and rebate, is now available to all eligible metal tiered partners.
    • And to support engagement across our entire portfolio and encourage cross-sell motions, we’re expanding the new business incentive for Client to include Dell Displays and Client Peripherals.

Together these enhancements will help our partners grow, expand their customer base and increase their profit potential with Dell Technologies.

“The entire partner ecosystem can count on Dell Technologies to develop thoughtful programs designed to serve customers and partners as efficiently and effectively as possible. We see it every day as satisfied customers and successful partners reap the benefits of being ahead of major market trends.” – Peter Larocque, president, North America Technology Solutions, Synnex

Our collective impact

Our environmental, social and governance (ESG) strategy has always been a key component of how our company operates – it’s how we drive accountability and provide our full value to stakeholders. Our Progress Made Real social impact plan and 2030 goals help us do that by applying our technology and resources to address social and environmental issues.

Through the Partner Program, partners can use earned funds to drive positive change, like sustainability and recycling initiatives in South Africa, tackling eWaste and partnering with Dell to lower energy consumption and CO2 emissions from joint customer datacenters. Our partners and our technology are also helping fuel medical breakthroughs – like the development of PCR-quality, self-administered, Covid tests and digital twins, which are helping to treat the long-haul symptoms of COVID-19 patients.

Making our greatest impact matters to customers, and it matters to all of us. With our social impact resources available on our partner portal, we’re making it easy for partners to showcase our collective commitments and bring customers onboard. 

Accelerating for the future

“As a young company, we have to choose our strategic partners carefully. Dell Technologies has strong relationships and a highly effective onboarding process that ensures our software and hardware solutions interact with each other perfectly.” – Ashley Roland Pillay, managing director, Sumo Tech (South Africa)

We have incredible momentum and yet, this is just the beginning of what we can accomplish together. These program investments will help our thriving partner ecosystem execute today while delivering on the growth trends that will underpin success tomorrow.

As we set out to capture the $1.3T market opportunity ahead, we remain committed to our partner promise. Together, we stop at nothing.

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.