Dell has moved to a 99% partner-led model for storage as it strives to scale this part of its business.
As part of its new global Partner First Strategy for Storage – which launches today – Dell is quadrupling the number of accounts available for storage Partner of Record [POR].
More than 99% of Dell customers and potential customers will now be considered partner-led for storage, the hardware giant stressed.
Dell sellers will also now be given higher compensation when they transact through a partner, Dell’s President of Global Channel Sales, Diego Majdalani, and Dell’s Global Channel Chief, Rola Dagher, jointly announced in a blog post.
This will be seen as a big shift for a vendor that has continued to operate a hybrid direct/indirect sales strategy since it formally entered the channel with its Partner Direct programme in 2007.
“If a partner holds storage POR status, Dell sales reps will work with them on any storage opportunity they uncover within that account, per our Rules of Engagement,” Majdalani and Dagher stated.
‘Collective opportunity to scale together’
Dell’s client hardware business has been hit this year by a post-Covid dip in PC sales, with analysts split on whether they have yet reached their trough level.
The Texas-based giant’s storage revenues fell by 11% to $3.8bn in its most recent quarter, as total revenues tumbled 20% to $20.9bn.
Advancements in AI, multi-cloud, cybersecurity and edge are ensuring “the need for data storage has never been greater”, Majdalani and Dagher wrote.
“Over the past several months, we’ve asked what you believe will help us collectively capture this growing opportunity. What we heard was even greater collaboration, predictability and teaming. Today, we’re excited to deliver on your feedback with a new, global Partner First Strategy for Storage,” they added.
“With our Partner First Strategy for Storage, including Data Protection, we have a collective opportunity to scale our businesses together and drive extraordinary outcomes through even deeper collaboration.”