Dell EMC Channel Chief: Partners Are Embracing Our Full Portfolio

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What announcements are you making at the conference?

Flexible consumption models for the channel. Think of something like VxRail, and customers want to pay for what they're consuming. Partners want to go and find those opportunities. There are ways you can do it. Do you do a finder's fee? Do you pay the partner based on whatever the customer consumes? We're building a model where on VxRail, as an example, I will pay your rebate for that product, and I will also pay you as it's consumed. It's exciting for a customer. It's unbelievable for your balance sheet, the cash coming in.

Also, our program is very rich, and partners are asking if we can run an incentive on the front end for the sales teams, people who are front line. It was previously called 'Partner Advantage' — some people did it well, some people didn't. As you build these programs, you find out that great things were happening regionally, but perhaps not globally. So, we're expanding that and giving it a brand-new name.