Dell's channel chief says the vendor will keep the EqualLogic
channel program despite the company's acquisition and will bring on
EqualLogic's former head of worldwide channels to ease partners'
Other than that, Davis and Skelley said not much will change for either
EqualLogic or Dell PartnerDirect partners. "Partners should see very
little change in the channel partner program structure,"
Davis added that he
understands that EqualLogic partners are worried they will lose benefits, be
ineligible for deal registration minimums or lose registered opportunities to
Dell's direct sales force.
"We think they'll find the opposite is true—we've kept all the elements
of their program in place; we've just expanded the line of products that they
"Some partners raised concerns about customer data protection and said
they worried about placing that data into our [deal registration] tool,"
Skelley said. He added that partners can be assured that EqualLogic's deal
registration will operate as it always has to protect their opportunities and
that those opportunities will reside in a sealed data repository.
"We want to recommit to the channel that their data is protected,"
said he and Skelley along
with Chris Bates, director of Dell's Solution Provider Direct program, will be
making personal phone calls to all EqualLogic partners this week to inform them
about the program, and that events such partner advisory councils, town halls
and roundtables will be held throughout the year.
Dell will hold a partner town hall meeting Feb. 5 to encourage EqualLogic
and Dell partners to ask questions about the acquisition and voice their
opinions and thoughts about the integrated channel program,