Strong Start and New Updates for 2016

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With Dell’s fiscal first quarter behind us, Dell Channel continues to outpace the industry by three times the revenue growth globally while North American channel partner’s revenue has seen double digit growth. As announced at Dell World, we added more incentives and rebates to help our partners grow their business with Dell, including client and enterprise base rebates for Preferred partners and client base rebates for Premier partners.

Dell Enterprise Solutions

As part of our ongoing Partner Portal updates, partners now have visibility into their rebate details to help them understand the progress that they’re making. We’ve also added New Business Incentives (NBI) in all regions rewarding partners who bring Dell into new accounts and/or additional product lines with current customers. So far, over 2,000 North American Premier and Preferred Partners have received new benefits with over 1,100 partners eligible for new base rebates. We have also continued to invest in partner training and enablement, growing our certified Preferred and Premier partner community to over 4,600 partners globally.

Since the year kicked off Dell Channel has received a number of accolades, celebrated anniversaries and announced a number of program updates. I am proud to be amongst the Dell executive women who were honored as CRN’s 2016 top Women of the Channel. Dell EMEA took home the Grand Prix from the 2016 PC and technology PCR awards ceremony for generating more than half of its EMEA business revenue, with over 70 percent of its enterprise business going through the channel. Dell New Zealand celebrated 20 years of business in the channel and launched its Dell Engineers Club for local channel partners, providing additional support and technical training for select partners. In addition, Dell Italy opened up a distribution agreement with Tech Data Italy and Dell Germany launched a new partner advisory board.

On the product solution front, we unveiled HCI portfolio expansions to help channel partners accelerate and simplify IT deployment and management to meet customer’s goals while also preparing for the future. New additions included VCE® VxRail appliances and VxRack systems, flexible VMware Virtual SAN Ready Nodes and next generation Dell XC Series hyper-converged appliances. This new HCI solution offers channel partners a wide range of offerings for customers who are attracted to hyper-converged infrastructure solutions.

In April, Dell Canada held its Power to Do More Summit in Toronto. Dell’s VP and GM of Engineered Solutions, HPC and Cloud, Jim Ganthier attended the summit and discussed the growing cloud opportunities for the channel, explaining that the key aspect is to determine the customer journey as each customer will have a different entry point and a different set of needs.

Three speakers on stage at the Dell Latin America PartnerDirect Summit 2016

Dell Latin America also hosted their annual PartnerDirect Summit that drew over 500 partners to discuss how to sell more Dell solutions. During the summit, Diego Majdalani, VP and GM of Latin America explained to partners that working to be the largest IT player with end-to-end solutions, from the desktop to virtual servers is a key point of the company’s business operations for the channel.

Partners, please be on the lookout for more information to come on updates to our channel program. Lastly, it’s never too early to register for Dell World 2016 and if you sign up now you can take advantage of the early bird rate. We appreciate your business and would love to hear from you! Please send us your thoughts and suggestions through your Dell representative and engage with me on Twitter via @CookCherylS.

Cheryl Cook

About the Author: Cheryl Cook

Senior Vice President at Dell Technologies, Cheryl Cook spearheads development and strategy for the Global Partner Marketing organization. Beyond her main global responsibilities for branding, partner program marketing, channel events, partner communications and MDF/BDF program investments and execution, Cheryl drives long-term partner marketing strategy, together with Global Alliances, OEM, and global and regional business teams. A vocal advocate for the partner community, Cheryl is a 20+ year partner veteran, known as an innovative, collaborative leader who creates compelling business solutions that accelerate partners’ success. Prior to her current role, Cheryl served as Vice President, Global Channels and Alliances, leading channel strategy for the company worldwide. Her responsibilities included setting Dell’s partner strategy company-wide, as well as developing and executing channel programs, training, certification, and global marketing programs that enabled partners to grow their business with Dell. Cheryl and her team contributed to the growth of Dell’s global channel business from 33% to over 40% of Dell’s total revenue. Prior to running Dell’s channel business, Cheryl served as Vice President of Enterprise Solutions, where she was responsible for the go-to-market strategy and execution for Dell storage, server, networking and related software businesses. Cheryl has more than 25 years of IT and high-tech experience. Before joining Dell in 2011, Cheryl was Senior Vice President at Nuance Communications managing sales across all lines of business. She also served as Senior Vice President at Sun Microsystems with global responsibility for $6B in enterprise solutions revenue. A contributor to Fortune Magazine’s 50 Most Powerful Women’s community, Cheryl is an active proponent of women in business and technology. Cheryl is the founder and executive sponsor of the Dell Technologies Women’s Partner Network, an initiative that supports and empowers our community of women partners. Cheryl also contributes to Dell’s Women in Action and Dell Women's Entrepreneur Network. Honored by CRN numerous times as one of the Power 100 Women of the Channel, 50 Most Influential Channel Chiefs and Top 100 Channel Sales Leaders, as well as Channel Partners Top Gun 51, Cheryl serves on the board of directors for ARC Document Solutions, is a member of Channel Focus Club 50 and holds a Bachelor of Science in Computer Science from the University of Florida.
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