The addition of a Sustainability & ESG Competency is among several key partner programme updates Dell has made to mark the start of its new fiscal year.
Partners contributed around half of Dell’s net revenue over the past four quarters, newly crowned Chief Partner Officer Denise Millard emphasised as she set out the changes in a blog post issued today.
The shake up comes six months after Dell moved to a “partner first” strategy for storage, and just days after the news that it is “significantly decreasing” its relationship with one of its five big UK distributors in the form of Exertis.
New for 2024…
The new Sustainability & ESG Competency is one of three new competencies Dell has added as it strives to “align with customer priorities”.
It is designed to assist partners in addressing customer needs through sustainability training, enablement, tools and resources, Millard explained.
Dell is also extending the 7% rebate for its recovery services to include not only client and server, but also storage, she stressed.
New competencies are also available for Data Science & AI and Edge Solutions, meanwhile.
Dell is also boosting the “profit potential” of partners who sell its APEX Infrastructure offering – which is a competitor to HPE GreenLake – Millard explained.
Because Dell APEX Infrastructure offerings are being streamlined into Storage+ and Server+ product categories, the full incentive-eligible Dell APEX portfolio now qualifies for base rebates and behavioural incentives.
This will “increase profit potential” and “add Dell APEX to partners’ acquisition toolkit”, according to Millard.
Higher rebates are also being made available around Dell’s Client+ and ProSupport Plus offerings, as well as Dell’s PowerFlex software-defined infrastructure solution, the blog post went on to explain.
Additionally, Dell is expanding server Partner of Record eligibility for New Business Incentive (NBI) server accounts when partners sell more than $15,000 in server revenue to one NBI account, Millard stressed.
“Our 2024 Dell Technologies Partner Program has a consistent tiered programme structure with even more focus on collaboration, acquisition and investment in critical growth areas to drive shared success,” she said.
“The Partner First Strategy for Storage, announced in August, made over 99% of customers and prospective customers “partner first” for storage and quadrupled the number of accounts eligible for storage Partner of Record (PoR) status. We’re seeing even greater collaboration between Dell sales team members and partners as a result. In the new year, we’ll build on our growth strategy by further incentivising new business acquisition, setting clear expectations and working hand in hand to deliver for our joint customers.”
