https://www.channelfutures.com/wp-content/themes/channelfutures_child/assets/images/logo/footer-new-logo.png
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Technology Solutions Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
  • MSP 501
    • Back
    • 2022 MSP 501 Rankings
    • 2022 NextGen 101 Rankings
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
  • Channel Futures TV
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
  • Resources
    • Back
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2022 Editorial Calendar
  • Awards
    • Back
    • 2022 MSP 501
    • Channel Influencers
    • Circle of Excellence
    • DE&I 101
    • Channel Partners 101 (CP 101)
  • Events
    • Back
    • CP Conference & Expo
    • MSP Summit
    • Channel Partners Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • About Us
  • DE&I
Channel Futures
  • NEWSLETTER
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Technology Solutions Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
  • MSP 501
    • Back
    • 2022 MSP 501 Rankings
    • 2022 NextGen 101 Rankings
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
  • Channel Futures TV
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
  • Resources
    • Back
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2022 Editorial Calendar
  • Awards
    • Back
    • 2022 MSP 501
    • Channel Influencers
    • Circle of Excellence
    • DE&I 101
    • Channel Partners 101 (CP 101)
  • Events
    • Back
    • CP Conference & Expo
    • MSP Summit
    • Channel Partners Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • About Us
  • DE&I
    • Newsletter
  • REGISTER
  • MSPs
  • VARs / SIs
  • Agents
  • Cloud Service Providers
  • Channel Partners Events
 Channel Futures

Sales & Marketing


Dell Channel Logs Record Numbers for Q1

  • Written by Christine Horton
  • June 23, 2021
The channel drove 61% of Dell’s new and reactivated buyers gobally, with channel revenues up by 14% In the quarter.

The Dell channel drove the majority of new and reactivated buyers globally in Q1. Dell Technologies says that engagement with its partners “has never been stronger” off the back of the record-setting quarter.

Dell's Cheryl Cook

Dell’s Cheryl Cook

That’s according to Cheryl Cook, senior vice president, global partner, embedded and edge solution marketing at Dell Technologies.

“It’s remarkable we set another record quarter for the company on top of what was a record-breaking Q4,” said Cook.

The exec revealed the channel drove 61% of Dell’s new and reactivated buyers globally in Q1.

This was due to partners “leaning into” the breadth of Dell’s portfolio. “The strategy seems to be right; the offerings have never been stronger.”

Currently “more than half” of Dell’s business goes through channel partners, accounting for $54 billion in revenue.

“It’s a materially strategic route to market for Dell and has been growing quite robustly,” said Cook.

Increased Rebates

Partners earned approximately 31% more rebates year-on-year in Q1, globally. Cook said this stems from a strategic focus on new customer acquisition, cross sell and upsell.

“We have been promoting to our partners that the breadth of our portfolio is a unique differentiator. The ability for a partner to expand or cross sell into multiple lines of business creates richer solutions for their customers.”

“We’ve got a pretty robust demand environment. We’ve got a world-class product portfolio. We continue to drive innovations and new announcements around that portfolio. The partners are leveraging it and benefiting from it.”

Driving Revenues

The portfolio is also driving more revenue and margin for partners, said Cook.

Channel revenues were up by 14% year-on-year in the quarter, with distribution revenues jumping 23%. After supplying the remote workforce during COVID-19, client solutions revenue was up 21%. Server revenue grew 12%, storage revenue up 3% and VMware up 1%.

Cook also noted a strong performance in Dell’s global alliances business – the large system integrators and cloud service providers. In Q1 Dell made announcements with colocation partners like Equinix, to enable the move to multi- and hybrid cloud. As such, Dell’s alliances business grew globally by 18%, year on year.

Dell’s OEM business is being repositioned to the move to edge solutions, with partner business up 26% in Q1.

Cook also said Dell would be looking to “drive innovations and enablement” around its Apex offerings, announced last month. Apex marks the company’s transition to delivering its entire infrastructure offerings as managed services. Launching initially in North America, Apex will expand internationally later this year.

Simplifying Partner Engagement

Cook said Dell was focused on “simplifying and driving a simpler operating experience” to maintain partner growth. This includes a new portal through which partners can engage with Dell. They can see their tier attainment status, rebates, training hours, MDF and rewards.

“It’s much more agile; it’s a cloud-based delivery environment. [It gives partners] a faster, more accurate, real-time experience as to how their business with Dell is performing.”

Dell also rolled out an online solution configurator in Q1. Partners now have a single quoting and ordering environment which spans the Dell portfolio. It replaces multiple quoting tools that partners needed to use previously.

“It’s about velocity, responsiveness, automation, accuracy, to improve the overall experience but it drives tangible business benefit. It’s a much better experience … for them, a much better experience for their customers, because they can be more responsive.

“We’re a very large company with a huge portfolio. We don’t want it to be daunting or overly complex. We want to be able to engage and simplify it for them.”

Tags: Agents MSPs Business Models Cloud Sales & Marketing Security

Most Recent


  • add
    Kaseya-Datto: Channel Exec Talks MSP Benefits from Acquisition
    It'll be a hot topic at the upcoming MSP Summit.
  • New Chapter
    The Gately Report: SonicWall Partners to Play Big Role in Company's Next Chapter
    Meantime, a financially motivated threat actor is increasingly targeting hospitality, hotel and travel organizations.
  • Partner Hurdles Adopting AI
    As Artificial Intelligence Advances, Is Human Error Holding Up the Contact Center?
    LiveVox’s CEO discusses the challenges and promise of AI for the industry.
  • Time to sell on clock diagram
    Nice Partners with Microsoft, Creates Co-Sell Arrangement for CXone
    CXone will help organizations globally transform their customers’ experiences, building a digital-first customer service operation.

Leave a comment Cancel reply

-or-

Log in with your Channel Futures account

Alternatively, post a comment by completing the form below:

Your email address will not be published. Required fields are marked *

Related Content

  • Cloud Adoption
    What Agents Need to Know About Adopting Managed Services
  • snowflake
    Snowflake Partner Network Includes 2 New Partner Types
  • Shake-up, reorganization
    IBM President Jim Whitehurst Stepping Down Amid Leadership Team Shuffle
  • results
    How Cloud Partners Can Help Clients Deliver Significant Business Outcomes

Upcoming Events

View all

MSP Summit

September 13, 2022 - September 16, 2022

Channel Partners Conference & Expo

May 1, 2023 - May 4, 2023

Galleries

View all

The Gately Report: SonicWall Partners to Play Big Role in Company’s Next Chapter

August 19, 2022

As Artificial Intelligence Advances, Is Human Error Holding Up the Contact Center?

August 19, 2022

It Will Be Alright: 10 Expert Tips for Surviving a Layoff

August 19, 2022

Industry Perspectives

View all

How to Take Shared Responsibility for Securing Cloud

August 11, 2022

Seize the Application Modernization Opportunity

August 2, 2022

A Growth Mindset: Your Organization’s Strategic Differentiator

August 1, 2022

Webinars

View all

Outsmarting RaaS: Implementation Strategies To Help Your Clients Before, During, and After a Ransomware Attack

August 23, 2022

Why it is Important to Upgrade Aging Servers and How to use Live Optics to Upgrade Efficiently

August 25, 2022

Executives at Home are Not Alright: An Intro to Digital Executive Protection

September 8, 2022

White Papers

View all

Work Goes Remote – (and Other Top ITOps Trends)

May 25, 2022

The New Bottom Line: How MSPs Can Meet the Healthcare Crisis While Evolving Their Businesses

April 19, 2022

How to build a Security Operations Center (on a budget)

April 4, 2022

Channel Futures TV

View all

ThreatLocker Preaches Zero Trust, Addresses Industry Competition

Cisco Taking Partners of All Types to ‘New Heights’

August 19, 2022

Kaseya-Datto: Channel Exec Talks MSP Benefits from Acquisition

August 19, 2022

Microsoft Targeting Partners to Sell Teams, Windows 365 to SMBs, More

August 15, 2022

Twitter

ChannelFutures

Channel development manager Jason Pryce of @datto on @KaseyaCorp's acquisition, security push and more. @MSP_Summit… twitter.com/i/web/status/1…

August 19, 2022
ChannelFutures

.@FrontierCorp workers on #strike in California for subcontracting. @CWAUnion dlvr.it/SWwXhh https://t.co/c8QQZyBaq5

August 19, 2022
ChannelFutures

.@MichelleRagusa of @CiscoPartners gets us ready for @MSP_Summit by talking #SMB, security and more. #MSPSummit… twitter.com/i/web/status/1…

August 19, 2022
ChannelFutures

.@IGIcyber sidles up to @meetgradient to bring ease of use and added value to MSPs. dlvr.it/SWwRSG https://t.co/vLFDPfAyQ1

August 19, 2022
ChannelFutures

Now Available: Expo Pass to Channel Partners Leadership Summit & #MSPSummit this September 13-16! Take a look at th… twitter.com/i/web/status/1…

August 19, 2022
ChannelFutures

How do you stay on top of your game? 💪 By connecting & sharing knowledge with other elite partners, ready to stay r… twitter.com/i/web/status/1…

August 19, 2022
ChannelFutures

How do you stay on top of your game? 💪 By connecting & sharing knowledge with other elite partners, ready to stay r… twitter.com/i/web/status/1…

August 19, 2022
ChannelFutures

.@NICELtd and @Microsoft have partnered to deliver personalized digital experiences via CXone on @Azure. @msPartner… twitter.com/i/web/status/1…

August 19, 2022

MSP 501

The industry's largest and most comprehensive partner awards program.

Newsletters and Updates

Sign up for The Channel Report, Channel Futures Update, MSP 501 Newsletter and more.

Live Channel Events

Get the latest information on the next industry-leading Channel Partners event.

Galleries

Educational slide shows and images from live events.

Media Kit And Advertising

Want to reach our audience? Access our media kit.

DISCOVER MORE FROM INFORMA TECH

  • Channel Partners Events
  • Telecoms.com
  • MSP 501
  • Black Hat
  • IoT World Today
  • Omdia

WORKING WITH US

  • Contact
  • About Us
  • Advertise
  • Newsletter

FOLLOW Channel Futures ON SOCIAL

  • Privacy
  • CCPA: “Do Not Sell My Data”
  • Cookie Policy
  • Terms
Copyright © 2022 Informa PLC. Informa PLC is registered in England and Wales with company number 8860726 whose registered and Head office is 5 Howick Place, London, SW1P 1WG.
This website uses cookies, including third party ones, to allow for analysis of how people use our website in order to improve your experience and our services. By continuing to use our website, you agree to the use of such cookies. Click here for more information on our Cookie Policy and Privacy Policy.
X