Advancement

Byrne promotes "tier envy" as a way to get Dell EMC partners to sell more and move up the ranks through the program's Gold, Platinum and Titanium tiers. And perhaps the most enviable position in the new program is the "Titanium Black" designation that has already been granted to a handful of large, committed solution providers like FusionStorm, World Wide Technology, CDW and Insight. The designation promises "white glove" treatment, including personalized service and support, early access to technology roadmaps and access to Dell EMC leadership. Byrne's team also understands that solution providers need to be motivated through the ranks. Kimberly DeLeon, who runs channel operations, said Gold partners "are future platinum and titanium partners, and we want you prepared to win."