Dell gives Quest/SonicWall partners shot at Premier status

Software partners now need take exams only in discipline of their choice to bag top badge in PartnerDirect

Dell is giving a shot at top-level Premier status to partners who focus solely on one area of its software portfolio, such as the products it inherited through its SonicWall and Quest acquisitions.

Previously, to become a Dell Software Premier partner, partners had to certify in at least two disciplines of its software portfolio.

But in response to popular demand, software partners can now earn Premier status by passing new Advanced exams in the discipline of their choice.

This will give them access not only to rebates but also leads from Dell's end-user salesforce, explained Andy Zollo, director of channels and alliances, EMEA at Dell.

"This will be particularly beneficial where there's a partner that has come from one of the acquisitions Dell made that just wants to continue focusing on that," Zollo (pictured) explained, citing SonicWall and Quest as prime examples. "They now have a route to becoming a Premier partner."

Exams for the new Advanced competencies are free and can be taken online.

The revenue requirement for Dell Software Premier partners remains at £250,000, Zollo added.

"Once you become Premier it starts releasing back-end rebate so there's a real financial benefit," Zollo said.

Premier status also gives partners a better chance of securing leads from Dell following its move to bring its end-user and channel teams closer together under a territory-based model.

Dell's account executives (AEs) have recently defined "go-to" partners in each territory, most of which are Premier partners, Zollo explained.

"When Dell AEs are selling to customers a lot of the software is new to them. Having a safe pair of hands in the channel they can tie up with quickly really gives them an advantage."

Zollo added: "There's this real shift towards channel that is just great – a phenomenal time to be at Dell."