In light of the recent annoucement made regarding the channel partner program, it's a ruse. It was simply a smoke screen to draw attention away from the fact that Dell was laying off it's best and brightest sellers. In fact Dell has no plans to move any current or future business through the channel. It's almost the exact opposite as they are providing incentives and large uplifts for customers to purchase online. I can say this with certainly as over the past couple of weeks, many of our partners reached out to inquire about this announcement. It's business as usual, customers purchasing storage direct have been given the option to stay direct. My advice for channel partners, don't waste your time on anything from Dell. Compete with them and take market share from them. They are more vulberable then ever, it's easy to rip and replace all their ad-hoc junk.
8 replies (most recent on top)
I was informed that many of our largest partners adopted adopted procurement processes with Dell so their purchase path is considered online. Came up in relation to a deal with SHI as the partner.
I don’t think any partner is talking about this as much as we are internally. Most from my early conversations are hopeful but need to see it to believe anything out leadership saw.
Honestly, the biggest risk is we doing this half measure. If we get commercial tier 1 storage back to 80% that’s awesome. If we keep doing it with the same 2-3 partners we might as well walk away from the strategy now. This should be used to convert our competitions biggest partners within accounts. Comes down to sales needing to shift away from a “what have you for me lately” mindset to partners we aren’t working with in the account. If we know they’re selling Cohesity, for example, maybe we should partner with them on primary storage. Get that win and when cohesity comes up for a tech refresh we can leverage that for our own solutions. That’s the play that wins share. Requires a front line mindset change that I’m not sure exists today
There is no ruse.
There is no smokescreen.
They have fewer sales after WFR so they need to place more workload through the channel. That’s all.
This is true, I have an enterprise customer who has always bought direct for data center and storage. They were informed yesterday by our second line field leadership during a call that they can still purchase direct. The recent annountment only pertains to select accounts, so Dell will pick and choose what goes to the channel. It's definitly not a full outright commitment to put everything through the channel for storage.
God Bless John Byrne and his leadership team, they are doing a wonderful job of manipulating the media with the old bait and switch. My business is staying direct, always has, always will!
I work in the Premier IT area. All he-l is breaking loose trying to get everything online. Not sure if process is changing for Channel but I do know it's not our main focus.
Dell sells commodities. Commodities don’t need guided sales. “Custom” configurations are a thing of the past.
Not only sales. But yes, you're right.
As much as I hate working in Dell and cant wait to get an email from HR with a possible offer I disagree with the OP.
I work in Emea and storage is being pushed through Channel.
Server will follow as this goes hand in hand and everything else is getting pushed to self serve by managementwhen it comes to CSG.
Not sure what country OP works but maybe this is different elsewhere.
I don't about that they did put compensation incentives to use partners.. in addition to e-dell