Dell-EMC simplifies portfolio...
we have about 9 categories. We just simplified and we grouped it together and just reduced the number of categories. Now it is easier for the partners instead of having to achieve so many individual categories. Now they have less to look at to make it simpler.” Tian Beng explained.
Anil Sethi, Channel Head, Dell-EMC India further explained some more benefits of the program. The new accounts which partners bring in for clients will be protected for 6 months.
Another program launched is Line of Business Incumbency. Here, analytics will play the vital role. By looking at the purchase pattern customer’s speculation will be made.
To make it more predictable, there is a rebate calculator, i.e an online portal where a partner can calculate how much rebates they are going to earn.
The partners will be enjoying the benefit of Market Development Fund and Rebate Calculator. In fact partners can now earn an average of 1.5 to even 8 times more rebates, backend rebates, than the previous program. Globally Dell-EMC has invested $150 million more in incremental rebate and MDF dollars. Which means partners can earn 8 times more in terms of backend rebates. Here how the Program is more profitable.
“Partners are super excited about it. According to the Line of Business Incumbency program from now on, any new accounts which partners bring in for clients will be also protected for 6 months. The new program also covers growth rebates and base rebates.” He said.
Almost 95% of erstwhile EMC partners have been working with Dell-EMC. However, they are not doing storage business, but more into computing.
“We have internally in India created an emerging channel team which will work in creating new acquisition of the partners and bringing them to the – ensuring that these good partners can qualify for our eligibility criteria so that next year they can come under the metal tiering.” Anil informed.