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05 Dec 2007
Dell has tonight unveiled its first official channel strategy and is openly looking to embrace partners with open arms.
The global channel programme will be known as PartnerDirect, and is rolling out immediately in the US, with Canada going live in January and EMEA (including the UK) in February.
VARs will be divided into two streams - Registered Partner and Certified Partner - and benefits on offer include credit terms, deal registration and access to a dedicated partner web site.
Dell's direct sales team will also receive compensation for channel sales, which will eliminate competition between direct and indirect, Dell said.
Greg Davis, vice president and general manager of Americas channel group at Dell, said: "Our partners around the world generated approximately $9 billion in Dell run-rate revenue in the past year alone, and we’re collaborating to help partners grow and become even more efficient, profitable and competitive.
"We’re also working with partners and across Dell to evolve our culture to create an environment where our teams are out winning on behalf of Dell – whether that’s direct or through a partner.”
To find out the full rundown of Dell's channel plans, see CRN on Monday.
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