Realigning Dell's Sales Force Will Affect Channel
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Realigning Dell's Sales Force Will Affect Channel
Dell's realignment of its direct sales force has major implications for the company's channel partners in 2016. -
Dell Direct Sales Force Realigns on Feb 1.
Dell expects to have added 1,000 direct sales representatives in North America by year's end. On Feb. 1, the Dell sales staff will be realigned based on east, central and west regions in order to improve the Dell sales rep-to-customer ratio. Sales alignment with that new structure in order to minimize conflicts will be a major focus for 2016. Globally, Dell will add 2,000 sales reps. Those with experience working with the channel are preferred. -
Dell Looks to Gain Share via Rebates, Partner Incentives
Dell is expanding incentives and growth accelerators for global Premier and Preferred partners selling Dell storage, networking, server, client and software products to new customers—in some cases doubling the existing incentives and providing 60 percent discounts on data-protection appliances. Dell is also introducing rebates to select North American partners when they attach Dell ProSupport, ProSupport Plus and ProSupport Flex to qualifying hardware. -
Dell Launches Service Provider Program
Service providers can leverage "Provision and Pay" and "Pay As You Grow" programs from Dell Financial Services to enable the delivery of IT services using terms and conditions that match how many IT organizations now prefer to consume IT services. There is also a "Scale on Demand" option in which payments are based on usage. -
Dell Gets Closer to Microsoft
As part of a hybrid cloud computing strategy, Dell in partnership with Microsoft launched a private cloud platform aimed at the midmarket that is tightly integrated with the Microsoft Azure public cloud. -
Dell Extends Managed Security Services
Dell previewed an advanced persistent threat (APT) service that the company and its partners will deliver as part of a suite of managed security services. -
Dell Makes Push Into Realm of IoT
Via a set of gateways built specifically for Internet of things (IoT) environments, management software from Dell KACE and analytics software it gained by acquiring StatSoft, Dell is gearing up to sell millions of gateways based in Intel Atom processors. -
Dell Datacenter Scalable Solutions Formally Debuts
A new business unit, Dell Datacenter Scalable Solutions unveiled first branded white-box offerings that are aimed at Web-scale companies and service providers that prefer to use their own engineering resources to integrate and support systems. -
New Deployment Services Competencies
Dell is making available competencies that enable partners to co-deliver storage and networking deployment services with the company. Partners will gain access to Dell deployment tools, best practices and the latest updates. Dell also added a big data analytics competency and updated its cloud data protection, identity and access management, endpoint management, Windows management and network security solutions competencies. -
Dell to Invest $26M in IT Systems for the Channel
Dell is committing to investments in 2016 to build IT systems and access to tools for lead management, deal registration, training and certification that can be downloaded to mobile computing devices. -
Distributors to Offer Dell Training
In 2016, some distributors will be authorized to offer Dell training. The company will authorize distributor trainers and provide access to Dell training courses.
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Why Metrics Matter to the Channel With 40 percent of Dell's revenue now coming via the channel, the company's relationship with its partners has been one of its key focuses in the past year. In fact, Dell reports that deal registrations involving partners were just shy of 200,000 in the first half of 2015. Dell also reports that it has generated 40,000 leads for partners via roughly 800 demand-generation campaigns. Aiming to gain market share across its product categories, the company is adding 1,000 direct sales representatives in North America along with providing new rebates and incentives in key product categories, the company revealed at Dell World 2015 conference from Oct. 20 to 22. Beginning Feb. 1, Dell will realign its sales force geographically, with regions in the east, central and west of North America. Once that alignment occurs, Dell will focus on aligning its channel with those sales teams. That's no small undertaking, but Dell executives hope the result will be to generate much higher sales to help reduce the debt load the company is carrying in the wake of going private two years ago. Dell's realignment of its direct sales force has major implications for the company's channel partners in 2016.
Mike has more than 25 years of experience covering IT issues in a career that includes serving as Director of Strategic Content and Editorial Director for Ziff-Davis Enterprise, which publishes eWeek, Baseline and CIO Insight. Vizard has also served as the Editor-in-Chief of CRN and InfoWorld. In addition, he served as a senior editor with PC Week, ComputerWorld and Digital Review.
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