Dell changes incentive structure and rebates in new partner programme for 2022

Vendor has introduced a restructured incentive programme, new storage rebates and has expanded Access for VMware

Dell has unveiled its 2022 partner programme - with a new incentive structure, additional storage rebates and "simplified" tech refresh processes among some of the changes included.

The vendor has restructured the programme so that there will now be one incentive structure with regional rebates that are consistent across tracks with one set of requirements that combine revenue and training for partners - whether a solution provider, cloud service provider, OEM partner or any combination of these tracks.

Dell claims the restructure will "enable partners to focus on positioning the best solution for their customer while earning consistent, lucrative incentives, regardless of route to market".

"As we gear up for 2022, we anticipate a data-centric culture, a multi-cloud world, a more distributed environment and a resounding corporate impact on the communities around us," Dell's global channel chief Rola Dagher said in a blog post.

"It's our job to support our partners with the portfolio, programme and benefits they need to deliver the outcomes our customers are looking for in 2022 and beyond."

The programme includes new storage rebates through a 5X tier accelerator for mid-range (PowerStore and Unity XT) and a new two per cent incremental rebate kicker for acquisition and tech refresh opportunities.

Moreover, the vendor claims it is "simplifying the competitive swap and tech refresh processes and extending tech refresh to include server leads", while also "investing heavily" into OSC updates by adding a "dedicated team members to assist with storage quoting to make the process quicker for partners and their customers".

And "Access for VMware," which provides license resell and rebate, is now available to all eligible metal tiered partners, while Dell will "expand the new business incentive for client to include Dell Displays and Client Peripherals".

Dell partners will also be able to use earned funds to drive positive change when it comes to sustainability.

"As a Dell Technologies Titanium partner, we are well positioned to take advantage of growth that's faster than the market in areas like as-a-service and multi-cloud," Graeme Watt, CEO of Softcat said.

"We see incredible opportunity to win new customers and serve existing customers in new ways as Dell's portfolio expands and its programs evolve with even more lucrative incentives across enterprise infrastructure and client solutions."