Dell EMC’s decision to “status match” solution providers into the programme has forced some solution providers to boost revenue to maintain that tier status.
This is because the new tier status is not automatic. In Dell EMC’s 2019 fiscal year, which begins in February 2018, tier eligibility will be based on new revenue targets and training requirements, she said.
The new Dell EMC partner programme officially rolls out 8 February, and is organised into Gold, Platinum and Titanium tiers and an invite-only Titanium Black designation.
Dell EMC channel chief John Byrne wants to push solution providers to win new business, and solution providers expect that the new revenue requirements will force them to up their game.
To earn a position in the top tier of the old Dell programme, a solution provider had to book $5 million in annual revenue. For the top tier of the old EMC programme you had to book $100 million or more.
The thought is that pressure could spur merger and acquisition activity among Dell EMC solution providers.