Canadian partners selling into approximately 1,000 designated accounts in the Commercial segment in Canada will receive additional incents, and Partner of Record Status if they win the deal. The same status is not yet there for Enterprise accounts, but the company says that they are working on it.
Greg Ambulos, who runs North America’s channel business for Dell EMC, was in Toronto today, and provided an update on the new channel program’s progress. He also detailed changes to the overall sales structure designed to deal with long-standing complaints of legacy Dell partners.
The imminent close of the Dell-EMC deal brings with it new opportunities and change for the two companies’ channels. EMC channel chief Gregg Ambulos outlines the new company’s channel plans.
Changes for 2016 include allowing Authorized partners to qualify for the Silver tier at mid-year, increasing the Silver rebate payout, and changing revenue tier thresholds in some markets, which include Canada, but not the U.S.
EMC is also announcing several other programmatic moves, including a Federation Ready designation and expanding EMC’s EMC Ready sales transformation initiative to partners. Their EMC True loyalty program pilot is now being publicized and expanded globally.
The channel-exclusive VSPEX solutions, which have been targeted at mid-market and SMB customers, are being expanded to the enterprise with the addition of the EMC VMAX 100K enterprise data services platform.
New program will bring together various partner communities under the EMC Business Partner brand
Enterprise Select program makes the channel primary route to market outside of a list of named accounts
As-it-happens coverage from the storage giant’s first-ever global partner conference before EMC World
