Dell has rejigged its networking channel programme as it aims to "challenge the perception" that it is not a major networking vendor.
The programme changes aim to make it easier for partners to achieve a 14 per cent rebate on sales. The amount of "standard rebate" available is increasing from four per cent to up to eight per cent, according to Mark Pearce, Dell's EMEA channel director for networking. The remainder of the available 14 per cent comes from a "growth rebate" element.
Pearce said the changes are hoped to augment Dell's networking channel partners, and increase the percentage of its networking business that goes through the channel from 37 to 50 per cent.
"There has been a perception that Dell is not currently a major networking vendor, but this perception is not a reality. We are a serious alternative to Cisco and HP, and we are growing at four times the networking market rate. We want to continue that growth and continue it through our channel partners, making our rewards easier to attain," he said.
Dell's Preferred and Premier partners who meet or exceed £62,000 in sales of storage, server or networking solutions during Q4 can now earn up to 14 per cent in sales rebate, as well as a two per cent market development fund, depending on the partner level.
"Cisco has owned the market for a long time but I think Dell is going to emerge over the coming years as a serious alternative to Cisco and in the longer term we can challenge its number one spot," Pearce said.
The revamped partner programme will also see Dell offering line-of-business registration, on top of its deal registration, which aims to allow businesses to protect relationships with end customers.
Glenn Morrison, managing director of Upgrade Options, a Dell channel partner, said: "Dell is a very fair organisation to do business with and they positively engage to try to get the best out of their partners."
Contingency plans follow Carillion's demise earlier this year
Oliver Tuszik says partners can boost subscription sales by taking a customer experience-led approach
Firm says enterprise business has performed 'weaker than originally expected'
Top executives from nine VARs, including Computacenter, Bell Integration, XMA, ANS and Epaton, weigh in on which server, storage and networking technologies will be red hot next year