Dell makes sweeping changes in PartnerDirect
In one of the most sweeping changes, Dell globally has moved 200,000 existing Dell Direct accounts to partners. The company plans to double its partner-led business from the current 33 percent to 60 percent of the overall global commercial business revenues.
Dell also plans to quadruple the money spent on its Partner Advantage sales incentive program, significantly boosting rewards and points used to motivate partners. Part of Dell’s push includes making a five-fold increase in new investments in the number of demo units, seed equipment and lab hardware available to partners.
The 200,000 direct accounts are those where the company believes that Dell Direct just doesn’t have the resources to manage them and having a partner engagement will help get significantly more business.
“These accounts will be managed
“To incentivize our reps, we have created 20 percent compensation accelerator on new busniess they generate jointly with partners” BOB SKELLEY Executive Director Global Certified Partner Program, Dell
jointly by the partners and the direct sales team. In order to incentivize our direct reps to work with partners we have created a 20 percent compensation accelerator on the new business they generate along with partners. This will be applicable to new storage, networking, software, security and Wyse workstation business our direct reps create with Dell partners,” explained Bob Skelley, Executive Director, Global Certified Partner Program, Dell.
Dell expects to significantly increase the share of wallet with its partners and foster deeper strategic relationships between Dell Direct and partners. “The changes made to our programs create crystal-clear rules of engagement for the channel that are consistent and predictable,” said Skelley.
He added that these efforts are a part of Dell’s acknowledgment that it has work to do to reverse perception that it’s not 100 percent committed to the channel. The changes are meant to reduce channel conflict and strengthen partner sales, he added.
According to Dell, the changes in the partner strategy and programs have been based on feedback and recommendations from the various partner advisory councils globally.