6 Things We Learned From Dell Channel Chief Cheryl Cook6 Things We Learned From Dell Channel Chief Cheryl Cook
As usual, The VAR Guy caught up with Dell channel chief Cheryl Cook to take a peek at the company’s Q1 2016 stats and see what progress the company has made in regard to its channel partner programs and incentives. Here are the top six things we took away from our latest conversation.
June 22, 2016
As usual, The VAR Guy caught up with Dell Global Channel Chief Cheryl Cook to take a peek at the company’s Q1 2016 stats and see what progress the company has made in regard to its channel partner programs and incentives. Here are the top six things we took away from our latest conversation.
Dell started out its FY16 with strong results, with Cook reporting 3x growth for the company in Q1. She also said Dell’s partners saw “double-digit growth” in Q1, including the company’s midmarket resellers and large regional VARs.
Deal registration numbers were also strong, with Cook reporting a 30 percent increase in deal registrations in the U.S. for Q1 for a total of 43,000 new registrations. Globally, Dell saw a 20 percent increase, for a total of 120,000 new deal registrations.
Partner rebate payouts were up 48 percent in Q1, with client rebates up 95 percent year on year, according to Cook. Dell’s identity and access management (IAM) rebates alone were up 150 percent year on year.
Dell overtook HP for the #1 share of PC clients in Q1 for the first time in six years, according to the most recent figures from IDC.
Dell’s New Business Incentives (NBI) program has been met with great success from partners, with Cook reporting that 2,000 North American Premier and Preferred Partners have benefitted from the program to date. There are also 1,100 partners currently eligible for new base rebates thanks to the program. New business revenues were also up 25 percent year on year.
Out of the 4,600 existing Premier and Preferred partners in Dell’s ecosystem , the top 100 partners who have invested in the company’s new competencies training great at a rate of 33 percent year on year, according to Cook. Overall, partners who participated in the new competencies training are up 24 percent year on year. Cook said Dell will continue to focus on adding additional competencies going forward.
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