New Portal Underscores Dell’s Commitment to Solution Providers' Success
BRACKNELL, UK, Feb. 12, 2008 – Dell today announced the availability of PartnerDirect across Europe1. Based on customer feedback, PartnerDirect is Dell’s global program aiming to strengthen relationships with channel partners, providing customers with more choice and flexibility when investing in Dell Solutions.
Starting today, solution providers can register with PartnerDirect2 and enjoy access to a dedicated partner website, joint marketing opportunities and dedicated sales and customer care. With sales teams being implemented across Europe, Dell will work closely with solution providers to meet the needs of businesses that want Dell Solutions, which include products but also have specific requirements, for example, in software integration or outsourcing.
PartnerDirect aims to help partners take advantage of Dell’s expertise and supply chain competencies. From build-to-order to custom factory integration to best-in-class online capabilities, partners can now take advantage of Dell’s core strengths to achieve greater efficiency, higher profitability, and deliver the latest in differentiated technology offerings to their customers. It is a simple, two-tier program that is designed to reward value, not volume. In addition, it aims to reduce the administrative burden on partners and enable them to make the most of joint business opportunities. Partners and their customers will also be able to benefit from the Dell business model including build-to-order custom configuration, online expertise and custom factory configuration. To minimise channel conflict, deal registration will be available.
“This is an exciting time for Dell – we’re progressing quickly and positively with our channel strategy, strengthening relationships with partners and ultimately, customers,” said Josh Claman, Vice President and General Manager, Dell Channels - EMEA. “Over the last few months, we have spoken to hundreds of partners and the feedback we have received from them has been invaluable. Dell has more than 30,000 global partners around the world who generated approximately $9 billion in Dell run-rate revenue in the past year alone. Our goal now is to grow the partner business faster than the company average, certifying several thousand partners who are investing in solution practice areas that align with Dell’s strategic priorities.”
Features of PartnerDirect
PartnerDirect offers two competitive partnership options: Registered Partner and Certified Partner. Details of both are as follows:
- Registered Partner
o For solution providers that implement Dell technology, solving business issues for joint customers.
o Delivers basic benefits including logo usage; access to Dell’s partner website for online ordering, marketing materials, whitepapers and financing options.
- Certified Partner
o A higher level of partnership for solution providers who want to further develop their relationship with Dell.
o In addition to Registered Partner benefits, Certified Partners can access demonstration units; field-based account management, enhanced financing options, deal registration, event support, incentive-based co-marketing funds and support.
o Channel marketing manager - Access to Dell channel marketing managers for assistance in developing marketing plans, ensuring that messaging and positioning are aligned with Dell’s corporate campaigns and product strategies.
Joint marketing opportunities
Both partnership options offer numerous joint marketing opportunities:
o Product sales online training – Dell will provide channel sales-related online training for solution providers’ staff.
o Product and sales webinars – Access to the Partner Advisory Council’s forum which is an invitation-only event designed to provide a unique opportunity for interaction between the respective executive managements of Certified Partners and Dell. At these forums, delegates will have the opportunity to experience Dell products and the chance to comment on market strategy.
o Branding - Once solution providers are accredited with either Registered or Certified Partner status, they can use the PartnerDirect logo, maximising the Dell brand.
o Standard Dell collateral - Standard Dell collateral such as product specification sheets will be available to download free from the partner portal.
o Dell evaluation units - Dell technology will be made available to eligible Registered and Certified Partners for customer demonstration purposes or to assess functionality.
