Dell EMC has insisted it is taking a zero-tolerance approach to deal registration abuse, stressing that its direct staff get compensated in the same way for closing deals direct and through partners.
In an executive Q&A session with partners, deal registration emerged as a hot topic. Dell EMC's channel chief John Byrne said that globally, 40 per cent of Dell's business and 60 per cent of EMC's goes through partners, and said that protecting deals from direct staff is of vital importance.
"I know you have to have your investments protected," he said. "The ultimate form of protection for a partner is deal registration and we have made huge progress on deal registration. We reply within four hours in North America and six hours in Europe. It's the ultimate form of protection. It's easy for me to say but there are examples where it has been abused. There will be zero tolerance on deal registration for any violation. You have to know we are here to protect your business and investment. I can't stand here and say we'll protect you and someone violate it and nothing happen. Know that we have your back.
"Did you know at Dell, if a sales person sells direct or through the channel it's exactly the same price? Did you know when a sales person sells direct or through the channel it's the same compensation? That wasn't widely known but it's important you know. We're taking extraordinary steps to clarify the rules of engagement.
"I have heard that there has been people not honouring deal registration. But we're one team attacking the marketplace. So you have to know we're protecting your investment. Should you find any violation, we're a company which prides ourselves on trust, integrity and partnership."
When questioned further by another partner about what precisely he meant by protecting investments, Byrne clarified that he means protecting deals from potential approaches from its direct team.
"There is a bigger discussion [and] I am being very transparent," he said. "Our current policy is first come, first served - it's yours and it's locked. And I also mentioned, when you have deal registration - direct or through the channel, it's the same price. There's no incentive not to partner with the channel community.
"One discussion we are having is if you're an incumbent partner and you've been working with a customer for years and you just missed it - something happened, vacations or whatnot - and [another] partner comes in over the top and wins the business. Is that the right thing to do? To be blunt, I am wresting with it myself. I like the first come, first served idea as it's very fair. But as a partner, that part has got to be worked out."
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