Dell EMC has announced its thresholds and tiers for 2018, and while there are some changes from the previous system, the biggest, by far, is the emphasis on services for tier eligibility, not just for rebates.
The program, which Tech Data sees as a differentiator for them in the market, is designed to provide a repeatable cloud data migration and integration framework that will provide a proof of value in under 30 days.
The new Dell EMC SCv3000 array, which replaces the old SCv2000, has a different design philosophy. Unlike its predecessor, which was a clear entry-level product, its replacement has high-end software functionality.
Because the closing of the acquisition will take place during a planned extensive restructuring of the Mitel channel program, the integration of both programs into a new one will take place in relatively short order.
The plan is to rationalize and simplify the portfolio, although there is no rush to settle on a common platform. There is also relatively little channel overlap, so no need to rationalize the number of partners.
Connolly acknowledges he will need to work hard to assure Dell EMC Canada customers, partners and staff that a guy coming from the EMC side of the house gets the commercial business, which is mainly legacy Dell.
Arcserve also says out a roadmap to have, within twelve months, a midmarket disaster recovery offering based on a fusion of the two technologies that overcomes today’s pricing, complexity and efficiency issues.