SPONSORED: How the channel helped architect Dell EMC's partner programme

Trevor Treharne
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SPONSORED: How the channel helped architect Dell EMC’s partner programme
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SPONSORED: How the channel helped architect Dell EMC’s partner programme

Vendor's global channel chief unveils how its programme reflects what partners said they wanted

Dell EMC's partner programme was the end product of a global channel feedback effort, the vendor has stated.

Launched in February, the Dell EMC partner programme combined the Dell and EMC programmes into a single channel approach.

Cheryl Cook, VP global channels and alliances at Dell EMC, told CRN that the firm's partner programme is based on what partners around the world told the vendor they wanted.

"We collaborated and hosted partner advisory boards. We brought together the legacy Dell and EMC partner advisory councils and we hosted joint meetings all around the globe," she said.

"We did workshops with the partners to gain their feedback and sensitivities around what is most important from a priority perspective. When we had decisions to make about the programme, we wanted to know what partners felt would be most impactful.

"The programme that was launched absolutely reflects and carries the feedback we gained from those partners around the world."

Cook said one of the questions posed to partners during the consultation process was around the differing revenue levels and thresholds within the then-separate Dell and EMC partner progammes.

"Today, if you only have one line of business, your revenue has to be higher. If you have multiple lines of business, the revenue threshold could be lower. That all comes from the feedback that the partners provided," she said.

"The partners felt this was a good, accommodating way for boutique partners and very large partners to live within the framework of the programme."

Cook added that the three tenets which underpin Dell EMC's partner programme - simple, predictable and profitable - also all stem from the partner feedback it received.

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