Dell EMC unveils revenue requirements for new partner programme
UK, France and Germany have separate targets to the rest of Europe
Dell EMC has finally announced what partners will have to achieve in order to earn a place on its new partner programme tiers - Gold, Platinum and Titanium.
The Dell EMC Partner Programme launched today, with Michael Dell himself insisting on a video that the channel is important to him personally. But the revenue requirements for each tier were not announced until this evening, following a webcast for partners.
As Dell EMC's EMEA boss Michael Collins told CRN ahead of the partner programme launch, there are two paths partners can take to achieve the levels - one which involves high revenue targets and low training achievements, and another which has much higher training targets but less of a focus on revenue. This, Collins said, is designed to help smaller, specialist partners remain competitive in the programme. There are two paths per "bucket" of countries in EMEA - one bucket of bigger countries: the UK, Germany and France; and the other bucket consisting of the rest of EMEA.
The first path for UK partners is based mainly on revenue, and less on training. On this path, UK partners must sell between $3m - $7m to achieve gold, with $400,000 of that coming from services. To achieve Platinum, partners must sell between $15m and $25m of the Dell EMC portfolio - including $1.6m of services. And for Titanium, partners must hit an overall revenue target of $35m and $45m, with $3.2m of services.
The second, training-focused path for the UK, France and Germany has smaller revenue requirements. Gold partners must achieve between $500,000 and $1m in sales, with $60,000 coming from services. Platinum partners must sell between $3m and $7m in revenue, including $600,000 from services, and to get to the top level Titanium, partners need to hit between $15m and $25m in sales, with $2.4m coming from services. The tiers are lower in this "path" to reflect that partners need to achieve higher training levels and sell more lines of business.
The targets for partners in the UK, France and Germany are higher than for the rest of EMEA. For the rest of the region, Titanium partners must achieve only between $15m and $25m in the first path, and between $4m and $8m on the second one.
Titanium Black is not a tier in the sense that there are targets to achieve in order to earn it. Rather, it is a status within the top-level Titanium tier, which affords partners special white-glove treatment. Dell EMC does not plan to share the criteria for achieving Titanium Black status.
For this year, Dell EMC partners have been "status matched", meaning their position on the Dell EMC Partner Programme is determined on where they finished on the legacy Dell or EMC programmes last year. The new requirements announced today are targets for partners to work towards for next year.