The Dell Technologies Partner Program is an international channel partner program that provides partners with business development, sales and marketing resources.Becoming a Dell Technologies Partner comes with some monumental and mouth-watering benefits which are well listed and explained in this post.
The Dell Technologies Partner Program was launched in February 2017 under the name Dell EMC Partner Program following Dell’s $67 billion acquisition of EMC and the creation of Dell Technologies. The program combines elements from Dell’s former partner program, PartnerDirect and EMC’s partner program, while also introducing new elements.
Dell Technologies is a self-described family of businesses that touts a comprehensive portfolio and numerous cross-selling opportunities for its channel partners. In addition to Dell EMC products and services, partners can sell products and services through the program from other companies under Dell Technologies.
Those companies include network security company RSA Security and public cloud infrastructure provider Virtustream. Do not miss reading about these mouth-watering 11 business management software that can take your business to a new height.
How to Become a Dell Technologies Partner
Businesses interested in participating in Dell’s partnership program must submit a partner application that Dell must then approve. Completing the application is the only listed requirement for consideration. Before beginning the online application, candidates must clear their browser history and set their preferred language to English.
In the application itself, candidates are allowed to choose one of four other channel tracks:
• Federal partner program
• Solution provider
• Cloud service provider
• Original equipment manufacturer (OEM)
5 Key Elements of Dell Partner Program:
• Technical training and sales enablement
• Incentives and discounts
• Deal registration
• Marketing assets
• Partner portals
The above listed key elements are the basis of any successful channel partner program.
Dell provides individual Partner Program Guides for candidates to review before applying. There is a guide for each track that helps applicants choose the appropriate track.
A candidate company must provide a sponsoring distributor that it has a working relationship with. Dell contacts the reference to confirm that the candidate meets business expectations and compliance standards.
If Dell approves the application, the candidate organization receives authorized partner status. Approved partners get login credentials and access to the Dell Technologies Partner Portal, which houses the partnership programs and benefits.
Top 7 Benefits of Becoming a Dell Technologies Partner:
Becoming a Dell Technologies Partner comes with some mouth-watering benefits which includes the followings:
1. Access to Cutting-Edge Technology
Number one benefit of Dell Technologies partner is access to varieties of technologies. As a partner, you gain privileged access to Dell Technologies’ state-of-the-art products and solutions. This cutting-edge technology empowers you to effectively address your customers’ unique challenges, providing comprehensive and future-proof IT solutions to meet their needs.
The second benefit of being a Dell Technologies Partner is training. Partner organizations receive training to help develop their technical, sales and marketing skills. Trainees have the option to specialize in specific Dell Technologies service areas, including sales, pre-sales technology and services.
Partners have access to Dell sales and demand-generation tools, including configuration, quoting and purchasing tools. Partners also have access to Dell Financial Services, which helps customers finance their IT resource purchases.
4. Sales and Marketing Support
Dell Technologies goes the extra mile to support its partners by providing valuable sales and marketing resources such as co-marketing initiatives, training programs and joint events are just some of the ways Dell Technologies partners can effectively promote their solutions, reaching a broader audience and generating valuable leads.
5. Financial Incentives
Financial incentives is another benefit of being a Dell Technologies Partner. Partners get certain financial rewards for being profitable, including marketing funds and rebates.
6. Market Credibility and Brand Association
Partnering with Dell Technologies brings a significant boost to your company’s reputation and credibility. The association with a globally recognized and well-established brand like Dell instills confidence in your customers which leads to increased business opportunities and improved growth prospects.
Another benefit of being a Dell Technologies Partner is flexibility. The program enables simplified engagement for partners, allowing them to cross-sell and procures products and services from across Dell Technologies.
Dell provides partners with a range of opportunities, including reselling Dell services, co-delivering products and services with Dell, delivering their own services or some combination of the three. Dell services include consulting, deployment, support, managed services and education. Read also: Understanding Verizon Business VS Personal Account
Partners receive additional specific benefits based on the partnership tier they qualify for.
4 Major Dell Technologies Partnership tiers and how do they work:
There are 4 major tiers in Dell partnership program, and these 4 tiers provide rebates and other benefits such as listed below:
1. Dell Technologies Partner: Authorized
Partners at this level get access to the MyRewards program and receive points for sales and other activities. They also get the opportunity to build relationships with cloud service providers through Dell’s Cloud Partner Connect program.
2. Dell Technologies Partner: Gold
At the gold level, partners are eligible for online demo center services and service delivery competency opportunities.
3. Dell Technologies Partner: Platinum
Dell platinum level partners participate on advisory boards and have access to other perks, such as being able to sell VMware licensing.
4. Dell Technologies Partner: Titanium
Dell partners at the titanium level get the highest rebate potential and executive support from Dell.
Eligibility any of the above listed tiers is based on a partner’s revenue, including a minimum tier revenue requirement. Eligibility is also based on training and certification achievements. Partners can specialize in one line of business, such as storage products, to move up the program’s tiers.
They can also cross-sell across the Dell EMC portfolio and meet certification requirements for multiple lines of business to advance in the program.
The Dell Technologies program also offers earned and proposal-based marketing development funds (MDF). Platinum and Titanium partners can earn MDF rewards, which are accrued on a predictable revenue-based rate. The rates are different for each tier.
Dell distributes proposal-based MDFs to partners based on proposals aimed at expanding regional sales and marketing priorities. The program also offers the top three tiers rebates for targeted business sales and customer acquisition.
What’s new in the program since the Dell-EMC merger?
The Dell-EMC merger introduced new partner tracks and a tier-based model. The program has a number of partner tracks depending on a company’s business model. They include the following:
• solution providers
• cloud service providers
• strategic outsourcers
• system integrators
When details of the program were first announced at Dell EMC’s 2016 Global Partner Summit conference, the vendor assured partners it would not allow channel conflict.
Dell EMC introduced strict deal protection policies and barred its direct sales teams from competing with partners on partner-registered deals. The Dell-EMC program also provided incumbency protection for partner-led accounts.
In 2019, Dell added two solution badges to its program: Cloud Platform and Virtual Desktop Infrastructure. These enable partners to validate their capabilities to support and deploy these solutions.