Dell Technologies channel partners can stay afloat with new relief offers.

Lynn Haber

April 20, 2020

3 Min Read
COVID-19, coronavirus

Dell Technologies channel partners can get cash flow assistance, on-demand services training and certification, and more from their technology partner, the company recently announced. The vendor’s commitment is to help partners navigate business operations through the ongoing pandemic.


Dell’s Joyce Mullen

For many partner firms, as well as their customers, the biggest current concern is cash flow. Dell is addressing both channel partners and customers with relief programs, according to Joyce Mullen, president, global channel, embedded and edge solutions at Dell. “COVID-19 has changed the way we work, the way we interact, and the way we approach public health. But it hasn’t changed our commitment to our partners. We have our partners’ backs. We always have, and always will,” Mullen wrote in a blog. “That’s why we’ve been working on ways we can continue to support our partners – so they can continue to support their customers – during this unpredictable time.”

For Dell Technologies channel partners, the company is offering the following:

  • Dell will provide a one-time cash payout for up to 50% of current partner market development fund (MDF) / business development fund (BDF) balances for use towards future marketing activities. Partners must apply for this between April 13 – June 20, 2020.

  • For metaled solution providers, Dell is waiving the fee for on-demand partner services deployment training. This applies to Unity XT, VxRail and DP4400 from now until May 31, 2020.

  • Dell is introducing team-based pricing options for solution providers to make all training more affordable for partners’ teams.

  • The company is also extending to July 24, 2020, unspent earned MDF and BDF that was scheduled to expire between March and July 2020.

  • The Dell Technologies Working Capital Solutions (WCS) program complements Dell Financing Services (DFS). Partners whose end customers use DFS may receive payment in as quickly as two days. Dell Technologies channel partners already using WCS, may qualify for a 60-90 day payment terms extension to pay their financing vendor.

  • WCS offers flexibility for partners to extend up to 120 days from the invoice date (subject to approval) for an incremental fee negotiated with the financing vendor.

  • With WCS, partners can meet end-user demand for longer invoice payment terms. With a range of 60-90 days for qualifying partners, the partner cash conversion cycle can be fully tailored to mirror the payment demands of their end user.

In other happenings at Dell – Jim DeFoe, senior vice president, worldwide distribution at Dell, stepped down on April 4th. DeFoe announced his retirement


Dell’s Jim DeFoe

earlier this year.

DeFoe’s tenure at Dell goes back to before the company merger with EMC. He began his career at Dell in January 1997. Before moving into his distribution role,over three year ago, DeFoe was vice president, global commercial channel sales and programs. He was responsible for all channel sales and programs in North America.

Dell Technologies World 2020 is scheduled as a virtual event in October.

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About the Author(s)

Lynn Haber

Content Director Lynn Haber follows channel news from partners, vendors, distributors and industry watchers. If I miss some coverage, don’t hesitate to email me and pass it along. Always up for chatting with partners. Say hi if you see me at a conference!

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