Improving the Partner Experience

Darren Sullivan (pictured on stage above), SVP of global partner operations, said Dell is working to improve the partner experience (PX). He provided examples of work done so far, which includes automating the quoting process for partners.

“Our intent is to provide a competitive online price such that a partner can come in and do their own configuration, quote, without having to get anybody involved. [It’s an] instantaneous transaction with us,” he said.

Sullivan also said the vendor has “spent a lot of time and effort” around demand generation.

“How do we serve up information about our whitespace of customers that we haven’t penetrated in the past? How can we work together to identify those accounts and pursue them together? And then …provide a rich incentive for that?” he said.

Additionally, the vendor has rolled out new ways to initiate conversations around tech refresh with customers. Sullivan also said it has swapped its program incentives tool.