SPONSORED: 'Better together': How Dell and EMC's partner programmes were combined

clock • 1 min read

Combining two industry heavyweights was some achievement. So how was the vendor's integrated partner programme created?

Dell EMC aimed to bring together the best of both worlds when forming a combined partner programme which is more accessible to the channel.

 

The firm claimed the ethos of "better together" ran through the motivation of joining together the best of the two programmes.

Cheryl Cook, VP global channels and alliances at Dell EMC, told CRN that the various levels of the Dell EMC partner programme tiers and the new revenue thresholds demonstrate the vendor's efforts to successfully combine the programmes.

"It is also reflected in our MDF (market development funds) policies, as we combined the best of both of an earned MDF model, in addition to the proposal-based MDF approach too," she said.

Cook said the firm also has a solutions focus from a training perspective in the Dell EMC partner programme.

"When you look at the curriculum and certification of training, EMC had an industry-recognised training and enablement capability for partners. We have preserved that and scaled that globally," she said.

"We looked at areas where things could be simplified and pulled the best aspects from each and then delivered one unified program that is simple, predictable and profitable." remarked Cook.

"We tried to be as inclusive as possible across the demographic of both the Dell and EMC partner communities. You see that reflected in the revenue tiers within the programme," added Cook.

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