InformationWeek - - News Analysis -

With the aim of boost­ing its en­ter­prise so­lu­tions busi­ness through sales of data cen­ter so­lu­tions, Dell an­nounced some sig­nif­i­cant changes to its Part­ner Pro­gram at Dell World. These changes are timely and much needed to boost sag­ging con­fi­dence lev­els in the chan­nel, where trust and in­cen­tives are core val­ues. How­ever, they will come into ef­fect from Fe­bru­ary 1, 2014, Dell’s first fis­cal quar­ter.

There are four ma­jor ar­eas where you can ex­pect changes. These are all aimed at in­te­grat­ing the di­rect sales force and the chan­nel.

Mar­ius Haas, Chief Commercial Of­fi­cer & Pres­i­dent, En­ter­prise So­lu­tions, Dell said, “We moved the chan­nel or­ga­ni­za­tion from be­ing a sep­a­rate team in ev­ery re­gion, in ev­ery coun­try into the main­stream sales or­ga­ni­za­tion.”

Dell will be mov­ing di­rect ac­counts into the chan­nel. These will be des­ig­nated chan­nel-led ac­counts. To be­gin with, 250,000 di­rect ac­counts will now be pushed into the chan­nel. And Dell will help the chan­nel sell into those ac­counts.

Thirdly, Dell also an­nounced in­cen­tives to en­cour­age the di­rect sales team to work closely with the chan­nel, to pro­mote en­ter­prise busi­ness. It en­hanced the sales com­pen­sa­tion in­ter­nally, so that the Dell sales force will be en­cour­aged to help the part­ners sell into those ac­counts. Haas said Dell will be giv­ing its di­rect sales team “a kicker” of 20 per­cent to help ac­cel­er­ate sales of seven key so­lu­tion sets: net­work­ing, stor­age, soft­ware, se­cu­rity, Pow­erEdge VRTX, thin client and work­sta­tions.

Dell will also in­crease its in­vest­ment in demo and field equip­ment by a fac­tor of 5X. It also made a 4X in­vest­ment in its Part­ner -Ad­van­tage bonus pro­gram.

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