Dell channel chief: We are fuelling the fire in the channel
Cheryl Cook insists Dell is investing in partners while rivals are doing the opposite
Dell's global channel chief Cheryl Cook has boasted increased investment in the company's partners while claiming "others in the industry have been cutting critical channel resources".
In a blog post rounding up recent channel achievements, Cook said that on a global basis, 40 per cent of its revenue goes through the channel, with the figure rising to 50 per cent for Dell Software. Dell has previously claimed that in EMEA, around half of its sales come through partners.
Cook (pictured) said Dell is committed to the channel while rivals - which she did not name - are doing the opposite.
"While others in the industry have been cutting critical channel resources, Dell has been adding sales reps and channel support members, rewarding partners for new customer acquisitions across the enterprise, and introducing new targeted Future Ready Channel programmes, incentives and investments to enable partners to best meet their customers' needs," she said.
"Our team is very proud of all the hard work that was put into the Partner Direct programme, which is evident when we see results of outgrowing the market at three to four times the industry rate, continued strong deal registration rates and partner rebate payouts. We could not do this without the incredible engagement of our channel partner community."
She gave details of specific examples of how Dell is working better with its partners.
"We have continued to add fuel to the fire on incentives and rebates," Cook said.
"We continue to evolve the Partner Direct programme to better enable solution selling for cross-sell and upsell opportunities, and collaboration across our sales teams. We are aligning our Partner Direct Competencies to partners' sales, business and technical requirements with training and resources to ensure that they get the highest level of Dell support and take advantage of discounts, Dell registration and incentive programmes."