Dell EMC: Partners Will ‘Make Phenomenal Money’

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Six months after the launch of the unified Dell EMC Partner Program, the company is reporting strong momentum and is planning additional investments in storage for its distribution community.

Dell EMC’s John Byrne

During Thursday’s “Channel Broadcast,” John Byrne, Dell EMC‘s president of global channels, said partner rebates and marketing development funds (MDF) are up year over year, thousands of new customers came on board during its first quarter; and deal registrations are up.

“If there was ever a time to lean in, it’s right here, right now,” he said. “If you ever want to prove that a program works, it’s right here, right now. Lean in with storage. You’re making good money, great money right now, and you’re going to make phenomenal money. You have added thousands of new customers in Q1. We want more.”

The opportunities for Dell EMC and its partners together are enormous, and there’s momentum along all partner tracks, Byrne said. Half (50 percent) of Dell EMC partners are growing, and seven in 10 (70 percent) are getting more payout, he said.

The focus for the second half of the year is on storage and “winning big,” he said.

“Dell technologies is a $35 billion channel [business], but I want to be really clear — we’re still a dark horse,” he said. “But together we’re getting stronger, we’re getting faster; it’s getting exciting and it’s a whole lot of fun. More of you are selling more lines of business.”

Kimberly DeLeon, Dell EMC’s vice president of global channel programs, said one of the partner tracks of “great importance” is distribution, and the company is going to make additional investments in storage, including both base rebates and growth accelerators.

“I’m pleased to announce to our distribution community as well as to the providers they support that we’re going to be increasing our investment with our distributors,” she said.

Sarah Meyer, chief of staff, global channels, said for storage within distribution, the company is adding stronger collaboration models between its distributors and resellers for storage products, “meaning that there will be benefits for distribution where resellers are selecting them at point-of-deal registration.”

Joyce Mullen, senior vice president and general manager of OEM and Internet of Things (IoT) solutions, said the company has launched four OEM training courses already and “you can expect to see more through the second half of the year.”

“You’ll also see throughout the year increased marketing support, and more OEM-specific marketing collateral and a portal to use in your own campaigns,” she said. “There’s still a ton of untapped opportunity in the OEM space and we see huge opportunity in IoT.”