Dell Technologies Unveils Groundbreaking Partner First Strategy for Storage

Leading technology firm Dell Technologies has introduced a game-changing initiative that could reshape the landscape of storage solutions.
Dell Technologies at MWC 2017
The company’s “Partner First Strategy for Storage” has been unveiled, which classifies over 99 percent of Dell’s existing and potential customers as partner-led for storage sales, underlining a strategic shift in its approach to the market.

This novel go-to-market strategy represents a convergence of partner expertise, reach, and Dell’s cutting-edge storage portfolio. By synergizing these strengths, the company aims to deliver transformative results to its clientele, with a special emphasis on data protection solutions.

Effective from August 8, 2023, the strategic realignment comprises several key elements:

Enhanced Compensation Model: Dell is heightening incentives for its sales representatives when facilitating storage transactions through partners. This move not only underlines the company’s commitment to fostering collaboration but also positions partners as crucial allies in Dell’s growth journey.

Expansion of Partner of Record Accounts: Dell is increasing the number of storage Partner of Record-eligible resale accounts, a four-fold augmentation. This expansion is set to foster a more predictable engagement model, ensuring enhanced support and service for Dell’s extensive customer base.

The announcement garnered insights from prominent executives:

Michael Dell, Chairman and CEO of Dell Technologies, highlighted the company’s longstanding dedication to partnerships: “Dell’s investment in partnership runs deep…The Partner First Strategy for Storage extends our partner commitment and unites the strengths of our partners with the advantages of our world-class team and solutions.”

Bill Scannell, President of Global Sales and Customer Operations at Dell Technologies, emphasized the mutual benefits of the new strategy: “The Partner First Strategy for Storage will incent Dell sellers to work even more closely with partners…It’s a win-win-win for customers, partners, and Dell.”

Rola Dagher, Global Channel Chief at Dell Technologies, spoke to the competitive edge this strategy provides: “With 99 percent of our customers and potential customers deemed as partner first for storage, we’re very clear about our intentions to embrace the channel.”

Anil Sethi, Vice President & General Manager, Channels India, Dell Technologies, underscored the impact of the strategy in a global context: “By further embracing the power of collaboration with our partners, we win more deals and drive better outcomes for customers.”

Dell’s Partner First Strategy for Storage sets a precedent in the technology sector by cementing the role of partners as integral drivers of growth and innovation. The move reflects Dell’s forward-looking approach to industry dynamics and its commitment to delivering exceptional value to its customers and partners alike.

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