Dell Set to Make Partner Program Enhancements

Dell Technologies is introducing new enhancements to Dell’s partner program, including rebates and incentives aligned to strategic solutions and customer outcomes.

Dell aligns partner incentives to customer outcomes across the portfolio

These enhancements are launching in August 2026 and are built around rewarding the outcomes customers expect.

“We’re announcing pretty significant enhancements to our program,” said Denise Millard, Chief Partner Officer, Dell Technologies. 

“It’ll officially launch in August, and it’s really built around one key objective, and that is: How do we make sure that our partners are in a position to continue to deliver outcomes?”

The program changes will center around three big pieces:

1. Differentiated rebate on strategic solutions: Partners selling solutions such as Dell Private Cloud, Dell Automation Platform, Cyber Resilience solutions, PowerStore, Z-Series networking, and premium Client+ products will be eligible for a new, differentiated, product-based rebate. These are the solutions at the center of every enterprise modernization conversation, and partners who lead with them will be rewarded.
2. Focus accounts incentive: This piece addresses feedback that partners should be rewarded for deepening existing customer relationships, recognizing line-of-business expansion in both named accounts and underpenetrated accounts.
3. Advisory & systems integrator co-sell impact recognition: Dell is formalizing recognition of co-sell revenue, acknowledging the influence that advisory and systems integrators have on solutioning, whether or not they transact it themselves or work with Dell sellers directly on the final end-user purchase.

“We’ve always done a good job of putting incentives in place for new buyers and for acquisition,” said Millard. “But the big opportunity and the big area of feedback we’ve gotten from partners is ‘Hey, reward us when we drive line of business expansion.’”

Partner platform experience set to debut in 2026

Further, Dell will be launching a modern partner platform later this year, focused on automation, simplification, AI-powered assistance, and end-to-end integration.

“One of the loudest pieces of feedback that we’ve gotten from partners for some time – they want an easier experience in doing business with us. We’ve heard that feedback, and we’ve solved for it in a very meaningful way,” said Darren Sullivan, SVP Global Partner Revenue Operations, Dell. “Later this year, we’re launching our first modern partner platform, which will be a centralized, integrated suite that connects the end-to-end experience of our partners.”

Over the past few years, Dell has been working to deliver a simplified, standardized, and automated partner experience. According to Dell, that experience looks like:

• Demand signals at scale: The organization has delivered more than 200,000 demand signals to partners in FY2026, helping partners prioritize the right opportunities at the right moment.
• Deal registration enhanced: Automated deal registration with approvals in minutes. 
• Dynamic, transparent pricing: Real-time account-specific and deal-based pricing helps partners get the right price faster with fewer email loops and sharper quotes from the start.
• AI-powered assistants: New AI assistants guide partners through the full journey from next-best-action quoting to post-order support, making solutioning, purchasing, and account management more intuitive and self-serving.

Millard’s message to partners: We’re here to help you grow

Millard says that Dell’s broader transformation strategy and long-term vision for the partner ecosystem will help the enterprise take it to the next level of growth.

“I think the combination of the innovation that we’re bringing to market, the capabilities that our partners are investing in, and now streamlining of how we’re operating across the ecosystem, puts us in a unique position,” said Millard.

Additionally, AI is creating an imperative to modernize, which is arriving across every customer segment, vertical, and geography simultaneously, Millard says.

Partners combining Dell’s end-to-end portfolio, supply chain advantage, and global services with their own expertise and customer relationships are best positioned to capture the opportunity Dell’s ecosystem offers.

“Customers are not asking whether to modernize their infrastructure, rethink their cloud strategy, or invest in cyber resilience,” Millard notes. “They are asking how fast they can do it and who they can trust to help them get there.”