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HOME REGIONS EMEA Dell opens up SIC facilities to partners

Dell opens up SIC facilities to partners

by Stuart Wilson, Friday 28 May 2010

Hardware giant Dell has announced that it will make its full range of solution innovation centre (SIC) facilities available to its PartnerDirect certified partners. SIC services will be offered on site in Limerick, Ireland and Frankfurt, Germany, and also remotely. Dell is currently registering partners for the SIC facilities and expects them to start using the facilities by the beginning of July.

Established in 1998, SICs were set up to help customers design, prove and implement solutions strategies and also to showcase Dell’s service capabilities. The SICs offer customer briefings, proof of concept demonstrations, solution workshops and online demonstration portals.

“Dell remains committed to building its PartnerDirect programme to ensure partners have all the resources and support they require to successfully sell Dell solutions,” said Kathleen Schneider, Dell’s channel marketing and programmes director for EMEA.

“Showing customers firsthand the benefits of Dell’s technology solutions is an extremely compelling sales tool and we are now extending this to our certified partners. The SICs offer an incredible breadth of tools, both on-site and online, so partners should be able to find exactly the resources they need to successfully close deals with Dell’s support,” she added.

“Since joining PartnerDirect and becoming a certified partner we have built an extremely profitable business around Dell’s technology,” said Gerhard Weiss, CIO at Axana Informations Technologie.

Angelica Weiss, senior sales manager at Axana, added: “By making these facilities that were previously only available to Dell’s direct sales teams now accessible to our staff, Dell has further demonstrated how serious it is about empowering its partners.”

PartnerDirect certification conference

Nearly 50 Dell partners attended the vednor’s first PartnerDirect certification conference held in Amsterdam earlier this month. During the event, partners took part in a range of sales-focused and technical seminars and were also given the opportunity to sit technical exams. In total, 10 partners completed the exams becoming Dell certified partners and gaining access to increased business development support, training tools, technical resources as well as financing and incentive programmes.

“The conference really educated us on the benefits of certification and how we can take advantage of what Dell offers certified partners to create a more profitable business,” said Marco Dijkshoorn, managing consultant at partner IT-Concern. “Our certification puts us in an excellent position to build our expertise and opportunities in key solution areas, such as storage and virtualisation, that we see as being central to our growth in 2010.”

Kathleen Schneider, Dell’s channel marketing and programmes director for EMEA, added: “This is a completely new initiative to reach out to selected partners and help them get certified, and early feedback suggests the first event has been a resounding success. Our figures show that our certified partners are growing their businesses from selling Dell products 35% faster than non-certified partners, so there are clear benefits to achieving certified status. We recognise the extra investment our certified partners make and are committed to providing them with all the support and tools they require to deliver profitable solutions based on Dell technology.”

Dell also held a PartnerDirect certification conference in Frankfurt this month. The next event will take place in Paris in mid-June.


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