DELL REVAMPS CHANNEL PROGRAM
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.