8 New Dell EMC Incentives, Promotions And Tools Partners Need To Know

Dell EMC

As the Dell EMC Partner Program approaches its one-year anniversary, the company unveiled a slew of new incentives and tools to help drive more services sales and partner profitability.

"We want to be number one -- the biggest and best channel partner with you around the world," said Dell EMC channel chief John Byrne, in a recent webcast. "We have a lot of share wallet to grab. We have room to grow. There's a whole lot of money out there for us all to make, and we are not slowing down."

With Round Rock, Texas-based Dell EMC continuing to pump $150 million into incentives during its current fiscal year 2018, which ends Feb. 2, here are eight new incentives and tools that Dell EMC partners need to know.

New $30,000 Payout Promotion

Following Dell EMC's recent launch of an all-flash version of its midmarket storage system, the Compellent SC line, the company is launching a "very profitable and lucrative promotion," dubbed Get Modern With All-Flash, said Scott Millard, vice president of global channel specialty sales.

Millard said the promotion enables a channel partner to receive up to a total payout of $30,000 per deal. Partners earn 1 percent of the deal value for closing an all-flash array or hyper-converged deal, with a total sales team payout of up to $20,000 per deal. In addition, partners can earn 1.5 percent of the deal size if they swap out a competitor's product.

Partner sales reps and systems engineers also each earn $500 for a Get Modern With All-Flash proposal and registration, as well as a payout of $1,000 for demand generation, "and you don't even need to close the deal," said Millard. The promotion runs until the end of Dell's fiscal fourth quarter on Feb. 2.

Services Toolkit

The company created a new toolkit, How To Win With Services, to help partners understand the Dell EMC services portfolio around consulting, deployment, support and training that all align to individual lines of business.

"Need to know what support options are available for data protection? It's in [the toolkit]. Want to attach some more value-added services for a client? We have that too," said Erica Lambert, vice president of channel services. "We've also built line-of-business sales guides to help your sales team position the right offer based upon customer needs. These guides, coupled with the delivery requirements documentation, are designed to simplify how you sell, position and leverage services to grow your business."

Services Accelerator

To entice partners to sell more services, Dell unveiled a 1.25X Services Accelerator toward revenue tier attainment for partners during its fourth fiscal quarter. "We are not letting up on services. Attaching services is key to your success and tier level in the program," said Kimberley DeLeon, vice president of partner programs, after unveiling the incentive. The accelerator can go toward various Dell EMC services deals such as PC-as-a-Service.

New Revenue Thresholds

Dell EMC revealed new revenue thresholds for partners hoping to keep their tier status intact in 2018.

For partners selling a single product line, the minimum revenue threshold to keep Titanium status in fiscal year 2019 is $50 million, followed by $25 million for Platinum status and $5 million for Gold.

Partners selling two or more product lines will need to generate a minimum of $25 million in sales for Titanium status, $15 million for Platinum and $500,000 for Gold.

Program Tracking Tool

To provide partners with more details into how they're performing toward the program requirements, Dell EMC launched a new Program Tracking Tool.

"It provides insights to your training, competencies, overall revenues and services revenue," said DeLeon. "The tracker also provides specific training plans to ensure your company is headed for success. We want to make it as simple as possible to know where you stand and help close any gaps."

Tier Protection

Dell launched a new tier protection program for partners who are "all in" with Dell EMC. For partners exclusively selling Dell EMC storage, networking and server product lines, the solution provider will have tier status protection in 2018, said DeLeon.

"Partners who are all in, exclusive to Dell EMC selling more [lines of business], attaching services and on a path to complete the training requirement, will receive tier protection," said DeLeon. "This is huge."

VxRail Joins New Business Incentive Rebate Program

Dell EMC is now including its hyper-converged infrastructure VxRail line into its New Business Incentive rebate program. "You told us you wanted VxRail in your New Business Incentive rebate – done," said DeLeon.

The program provides access to benefits and rebates for partners selling to customers who have purchased little to no Dell EMC products in the past. Partners who are certified Gold, Platinum, Titanium or Titanium Black are eligible to join the program.

Future-Proof Storage Loyalty Program

Dell EMC's new Future-Proof Storage Loyalty Program gives customers a three-year, money-back guarantee; hardware investment protection; a storage efficiency guarantee; seamless data migrations; credits toward storage controller upgrades; and a 10 percent allocation and one year of built-in Virtustream Storage Cloud on Unity all-flash products.

"The Future-Proof Storage Loyalty Program, hands down, is the most comprehensive customer loyalty program in the business. There's no additional cost. Other programs from competitors are loaded with hidden cost and surprises," said Millard.