Dell EMC has launched a new enterprise partner programme which it claims will deliver “more predictability in engagements, more front-end margins and more speed and simplicity around quotes and deal registration.”
Dell EMC’s channel chief Joyce Mullen, said the Enterprise Preferred Channel Programme aims to simplify its sales engagement and be more prescriptive about how its sales teams and partners work together.
“We’re looking at ways for how we can incentivise and support our partners as they engage with us on these large enterprise opportunities”, Dell EMC’s UK&I VP of sales, Sarah Shields told Microscope.
“We’re looking at closer, deeper relationships with sales teams, a more managed way of working together through strategic account planning, access to technology, additional financial reward and working more collaboratively.”
Mullen said the programme included a dedicated channel team to support sales engagement in Enterprise Preferred accounts.
Dell EMC was giving partners “the greater front-end margin they asked for”, offering a new ‘acquisition’ deal registration with an incremental discount tied to it for eligible storage opportunities.