Tin-box shifter Dell been telling its partners how the new tiering levels will work on its unified channel programme.
Dell EMC resellers and distributors will see the launch of the unified partner programme on the 1 February next year. It was announced in October will it started it would have three main levels: titanium, platinum and gold, with an exclusive titanium black status also available.
John Byrne, president, Dell EMC Global Channels has now outlined how partners can qualify for those different levels and what will be needed with.
Writing in his bog, Byrne said that the levels of the tiering will be determined by legacy programme rules and there will be revenue and training requirements for those that want to join the scheme.
Under the changes those that were Dell PartnerDirect Premier+/EMC BPP Platinum partners will be eligible for the titanium level; Dell PartnerDirect Premier/EMC BPP Gold will be platinum; and Dell PartnerDirect Preferred/EMC BPP Silver will be gold.
Those who were ‘registered’ under the old Dell programme or ‘authorised’ under the EMC scheme they will now be classed as authorised.
“Partners who are members of both legacy programs and meet the requirements of each will be awarded the higher status of the two. For example, if a partner is Preferred in Dell PartnerDirect and Gold in the
EMC Business Partner Program, that partner’s new Dell EMC Partner Program Tier will be Platinum. It’s just the right thing to do. It’s ‘Partner First’,” said Byrne.
The unified programme was simple, predictable and profitable and it would continue to be open to suggestions from the channel over further improvements.
“The Voice of the Partner has been absolutely critical, and we will continue to have “big ears” and listen closely and constantly to what they need and want from our program,” said Byrne.
Fruity cargo cult Apple has admitted that it is burning its resellers and might lose a few more after it beefs up its direct sales unit.
In a 10-K Annual Report Job’s Mob mentioned that it losing resellers was number four on its list of risks which could negatively impact the business.
Apple runs a network of distributors and resellers which are having to operate some incredibly “narrow operating margins”.
The company said that its channel partners have raised some concerns about its go-to-market strategy which they think will conflict with their business interests as distributors and resellers of the company’s products.
“Such a perception could discourage resellers from investing resources in the distribution and sale of the company’s products or lead them to limit or cease distribution of those products.”
Apple said it did not want to kill off its channel and will continue to invest in programmes to boost resellers’ sales.
“These programmes could require a substantial investment while providing no assurance of return or incremental revenue. The financial condition of these resellers could weaken, these resellers could stop distributing the company’s products, or uncertainty regarding demand for some or all of the company’s products could cause resellers to reduce their ordering and marketing of the company’s products.”
Cisco is making changes to its UK channel infrastructure and bringing all its partner teams together.
Writing in his bog, managing director of commercial & partner sales in the UK, Richard Roberts, said the changes were part of the rapidly evolving marketplace.
“All elements of our Partner team will be brought together in one organisation to drive synergies and focus, The Commercial team will also be consolidated into a single, focused, centre of sales excellence.”
Angela Whitty is taking over the UK Partner organisation. She has been working with Cisco’s UK&I Services business for almost two decades.
The current director of UKI partner and commercial sales, Sean Collins, has joined Roberts’ team to focus only on UK commercial customers.
“Sean’s team will be totally focused upon further quickening our growth in this critical market alongside our Partners,” he wrote.
Adam Grennan the country leader for Ireland, will be brought into the UK fold.
Cisco has been cutting staff. More than 400 employees from its Nexus 7000 data centre have gone and there are rumours that half the staff at Ubiquisys may be axed, and there are now rumours the Intucell acquisition may be facing an uncertain future