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Indirect from Dell

by Stuart Wilson, Thursday 14 February 2008

Channel partners in Austria, Belgium, Denmark, France, Germany, Ireland, Italy, Netherlands, Norway, Spain, Sweden, Switzerland and the UK can register now to participate in PartnerDirect. Dell has also announced that the programme will ‘be available soon’ in the Czech Republic, Luxembourg, Poland, Portugal and Spain, but did not provide precise dates on the rollout in these countries.

“This is an exciting time for Dell – we’re progressing quickly and positively with our channel strategy, strengthening relationships with partners and ultimately, customers,” said Josh Claman, VP and general manager, Dell Channels EMEA. “Over the last few months, we have spoken to hundreds of partners and the feedback we have received from them has been invaluable.”

“Dell has more than 30,000 global partners around the world who generated approximately $9 billion in Dell run-rate revenue in the past year alone. Our goal now is to grow the partner business faster than the company average, certifying several thousand partners who are investing in solution practice areas that align with Dell’s strategic priorities,” Claman continued.

Solution partners registering for PartnerDirect enjoy access to a dedicated partner website, joint marketing opportunities and dedicated sales and customer care. Through its sales teams across Europe, Dell will work closely with solution providers to meet the needs of business customers that want Dell solutions, which include products but also have specific requirements, for example, in software integration or outsourcing.

Dell claims that PartnerDirect will help partners take advantage of Dell’s expertise and supply chain competencies. From build-to-order to custom factory integration to best-in-class online capabilities, partners can use PartnerDirect to take advantage of Dell’s core strengths to achieve greater efficiency, higher profitability, and deliver the latest in differentiated technology offerings to their customers.

PartnerDirect is constructed as a two-tier programme designed to reward value, not volume. In addition, it aims to reduce the administrative burden on partners and enable them to make the most of joint business opportunities. Partners and their customers will also be able to benefit from the Dell business model including build-to-order custom configuration, online expertise and custom factory configuration. To minimise channel conflict, deal registration will also be available.

Channel partners can sign up as either a Registered Partner or a Certified Partner. The Registered Partner status delivers basic benefits including logo usage; access to Dell’s partner website for online ordering, marketing materials, whitepapers and financing options. In addition to Registered Partner benefits, Certified Partners can access demonstration units; field-based account management, enhanced financing options, deal registration, event support, incentive-based co-marketing funds and support. All partners can also take advantage of joint marketing opportunities.

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Comment #1

Indirect from Dell

Posted by Stuart Wilson - 12 March 2008

Is Dell serious in terms of its commtiment to the channel? Only time will tell and undoing any inherent resistance to a vendor that once prided itself on disintermediating the channel will require significant effort.

Comment #2

Partner programme

Posted by Stuart Wilson - 14 March 2008

Will the programme be competitive? If it offers the channel a decent marging opportunity will that be enough to persuade them to get up close and personal with Dell?

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