SPONSORED: How Dell EMC will handle any channel conflict

clock
SPONSORED: How Dell EMC will handle any channel conflict

The vendor outlines its zero tolerance policy for indirect sales reps and channel partners alike

Dell EMC has stated that its publically documented channel conflict guidelines demonstrate the integrity and creditability of its partner approach.

The vendor has been on a channel charm offensive in the wake of the February partner programme launch, with the resolution of channel conflict high on the agenda. 

Cheryl Cook, VP global channels and alliances at Dell EMC, told CRN that the vendor now has well-published and documented rules of engagement for its indirect and direct operations.

"One of the areas of predictability that we really want to provide to the partner community is around sales engagement," she said.

"We use our deal registration as a means to ensure we are driving protection and predictability in the sales engagement, such that when a partner is awarded a deal registration, they are the selected partner for the opportunity.

"Should we see any inappropriate behaviour by either a direct Dell EMC sales rep or another partner, we enforce the policy and act swiftly."

Cook said Dell EMC has a zero tolerance stance on this process to ensure predictability and to provide a guarantee for partners over the enforcement of the policy.

"If our rules of engagement are violated in any way internally, for the first time we give a warning and the Dell EMC sales rep would not be paid on the transaction if they were to compete with the partners. They will also have a flag in their HR file," said Cook.

"The second time there is a violation of our rules of engagement, their contract is terminated. We have taken this very strict stance publically. We have also terminated partners if they have violated the rules of engagement in the deal registration process.

"That is reinforcement to everyone that we want to show integrity and creditability by enforcing the rules of engagement we have documented," added Cook.

More on Distributor

45 Distributors You Need to Know 2022 - Part One

45 Distributors You Need to Know 2022 - Part One

Meet the UK IT distribution players ranked 45th to 31st in this year's countdown

Doug Woodburn
clock 12 August 2022 • 28 min read
Arrow claims ECS business remained 'healthy' in Q2 despite supply chain issues

Arrow claims ECS business remained 'healthy' in Q2 despite supply chain issues

The distributor saw both component and enterprise solutions sales rise in Europe, while the latter stagnated in the Americas

Kelsey Rees
clock 09 August 2022 • 2 min read
'Don't try and do everything yourself' - Tech Data MD's net zero advice

'Don't try and do everything yourself' - Tech Data MD's net zero advice

Dave Watts opens up on net zero strategy of the Tech Impact finalist

Doug Woodburn
clock 09 August 2022 • 2 min read

Highlights

Staff & Salaries 2022

Staff & Salaries 2022

A snapshot of pay and headcount trends in the UK channel

Doug Woodburn
clock 09 March 2022 • 1 min read
Midwich CEO on Nimans acquisition, 2021 results and return to pre-pandemic levels

Midwich CEO on Nimans acquisition, 2021 results and return to pre-pandemic levels

Stephen Fenby talks to CRN after Midwich’s 2021 results in which profitability exceeded pre-pandemic levels

Josh Budd
clock 08 March 2022 • 3 min read
4 more vendors suspend sales in Russia following Ukraine invasion

4 more vendors suspend sales in Russia following Ukraine invasion

IBM and Microsoft are among a number of vendors which have also announced that they will halt sales in Russia following the invasion of Ukraine.

Dan Bennett
clock 08 March 2022 • 3 min read