Tag: EMC

Dell quarterly revenue hits $23 billion

Tin box shifter Dell saw its sales rise across the board as quarterly revenue hits $23 billion.

The vendor is now forecasting non-GAAP revenues of between $90.5 billion and $92 billion for its full fiscal year and non-GAAP operating income of between $8.4 billion and $8.8 billion.

Revenues increased by 18 percent in non-GAAP terms to $22.9  billion for the quarter, while non-GAAP operating income hit 13 per cent growth to $2.1 billion. The firm reported a GAAP operating loss of $13 million.

Its Infrastructure Solutions Group increased by 24 percent and Client Solutions Group 13 percent.

Servers and networking swelled 34 percent year on year and storage hit 13 percent sales growth.

VMware meanwhile grew revenues by 11 percent to $2.2  billion and logged $736 million  in operating income.

Dell claims to have pushed a record number of client units in Q2 and saw triple-digit growth for its VxRail and VxRack lines.

Michael Dell in a statement: “We are in the early stages of a global, technology-led investment cycle in which every company is becoming a technology company. As our results indicate, Dell Technologies is perfectly positioned to grow, gain share, drive innovation and be our customers’ best, most trusted partner on the journey to their digital future.”

Dell is currently gearing up to return to the stock exchange, which the firm claims will allow it to simplify its capital structure.

 

Dell EMC wants $50 billion from partners

dellsigDell EMC says it wants more than $50 billion in sales from its channel this year.

In a partner update the firm revealed that as it stands at the end of its third quarter $43 billion  was generated worldwide through the channel. However Dell wants to see that number grow that further and rolled out a number of incentives and programme enhancements to encourage more activity.

Joyce Mullen, president global channels, OEM and IoT solutions at Dell EMC, said that it estimated the potential size of the addressable market as being worth $3trn and that left plenty of room for more channel revenue.

“We want to continue this phenomenal momentum we have seen in this past year and we know exactly what it takes to get to $50 billion,” she said.

Global channel revenues were up by 9 percent at the end of of the third quarter with partners bringing in an additional 33,000 customers and the contribution from distribution was also up by double digits.

Michael Dell, CEO of Dell EMC, told partners: “We have worked hard to develop a world class portfolio and partner programme but we have just begun to scratch the surface. We are fully committed to winning and growing and becoming number one in the channel.”

The plans for the firm’s fiscal 2018 will be around focusing on profitable growth and there is a push to encourage resellers to sell more of the vendor’s storage portfolio.

Mullen said that the growth for 2018 would come from “attacking the market and taking share” as well as selling servers, storage and services, which she described as a “pot of gold”.

At the end of next month Dell will add more firms to its top tier of partners – the Titanium Black level, which includes Computacenter, Insight, World Wide Technology, SHI, ATEA, Fusion Storm, Bechtle and CDW.

The combined Dell and EMC partner programme was only launched a year ago and the vendor is not planning any major overhauls but is hoping some refinements, often requested by resellers, will make life easier.

 

Flog our big fat servers – Dell’s plea to partners

Joyce-Mullen-VP-General-Manager-of-Dell%u2019s-Global-OEM-SolutionsDell EMC channel chief Joyce Mullen has urged partners to up sell more of its big fat configured servers.

She told a webcast for partners that that “significant investment” is being made to help boost storage sales and partners needed to be in to win.

“We need you to sell storage all day, every day and we’re making significant investments there in pricing improvements, spiffs and rebates. We want you to sell bigger, fatter, more originally configured servers. We killed it this year, and we can do even more in 2018.”

She also asked partners to sell services into new businesses, while “always” attaching more services to customers’ portfolios. “Services is a pot of gold”, she said.

Mullen said that Dell EMC needed partners’ help in acquiring more customers.

“Keep selling to those new logos and keep expanding the lines of business that you sell to your customers,” Mullen told partners. “Stay focused on these strategies and… we will continue to outpace the market”, she predicted.

“Deal registration and incumbency is your friend. Please register your deals. Dell EMC is updating its rules of engagement to provide further clarity to both partners and the Dell direct sales teams. We’re taking infringement super seriously”, she said.

“In Q4, rules of engagement infraction escalations were down by over 80 percent quarter on quarter. We are proud of protecting our partners and doing what’s right for you and all of our customers, and we are all in”, she claimed.

 

Dell warns about an absence of intelligence

Michael DellOutfits which do not use artificial intelligence or machine learning to help make their business decisions will be in danger of “doing it wrong”.

Plugging Dell EMC’s Ready bundles, Dell warned that businesses need to be using the capabilities and output from AI, or risk making mistakes.

“In the not too distant future, if you are making decisions in your organisation without machine learning, you are probably doing it wrong”, he said.

Dell EMC is launching “Dell EMC Ready”, which bundles together networking, server and storage solutions that are optimised for AI and machine learning-based applications.

The bundles are optimised to allow applications in areas including fraud detection, image processing and financial investment analysis.

Dell EMC is working on the basis that while a number of organisations globally are deploying AI solutions, very few have the infrastructure to effectively manage the systems and the data they churn out.

The Dell EMC Ready range will be available from the vendor directly, and through channel partners, in the first half of 2018.

 

Dell EMC allows top partners to buy VMware software

michael-dell-2Dell EMC’s key UK partners are testing a scheme where they can buy VMware software from the vendor.

The big idea is that the vendor will make sure they can deliver a more complete solution by allowing its level one titanium and titanium black partners get access to VMware software.

Apparently, it is something the channel wanted so partners could combine that technology with the hardware it is selling from Dell and EMC.

The latest move will not have any impact on the VMware channel partner programme and Dell EMC’s distributors have been briefed on the plans and have reportedly given it their blessing.

Michael Collins, senior vice president for Dell EMC Channel Business in EMEA, said that it had always promised partners that it would be simple, predictable and profitable and it had to respond to the demand from its largest partners to make it simpler to add VMware to a converged solution sale.

The scheme is in pilot mode for the second half of this year and being run in the UK and France in Europe as well as the US, Canada, Mexico and Brazil with plans to potentially extend it to other countries in the future.

Most of those partners that will be eligible to buy VMware through Dell EMC are already selling the virtualisation software but will now have more choice about how they pull it all together.

 

Dell predicts digital transformation explosion

funny-cat-running-21-desktop-wallpaperMichael Dell is so pleased with his shiny new EMC acquisition and his going private that he is predicting a digital transformation explosion in businesses.

Talking to Dell EMC World 2017 Dell said that: “This isn’t our show, this is your show. It’s about how you’re changing the world and using transformation to change your businesses. Making digital transformation happen, making it real, that’s why we created Dell Technologies, combining innovations from Dell EMC, Pivotal, RSA, Secureworks,Virtustream and VMware. This allows us to innovate like a startup with the scale of a global powerhouse.”

Michael Dell enthused about the importance of both Digital and IT transformation, not only in the technology industry but in the whole workforce.

Dell said: “We are at the beginning of an innovation explosion. CEO’s want their companies to become technology companies. You’re competing with startups who are more sophisticated at injecting new products into their platform. You need an IoT strategy, a cloud strategy and a workforce strategy. As well as security, that’s the highest priority of all.”

Dell boots “rogue resellers”

RogueOneDell EMC has booted two partners off the Dell EMC Partner Programme this week claiming they were engaged in repeated abuse of the deal registration system.

Dell is not telling anyone who is in hot water but said that they abused the deal registration system of the new programme, which went live last month.

It says that it will enforce its zero-tolerance view on any dodgy deals its partners or its inside sales staff are involved in.

One partner was “consistently reselling goods secured for a named customer” and boosting the grey market and the second was registering a deal for customer A and then repeatedly selling to customer B when they knew they couldn’t get a deal reg for customer A in the first place. If that makes sense.

When Dell EMC launched the new combined partner programme it stressed the importance of its rules of engagement. The code of conduct was designed to ensure the Dell EMC inside sales force, which has historically been a direct-selling business, does not gazump channel deals, but also to ensure fair-play among partners.

Dell EMC said that the company had no problem booting out those that purposely cheat.

Dell EMC uncovered the issues with the partners’ deal registrations itself internally, but soon after doing so, was alerted to the issue by numerous others from its partner base.

Dell EMC tells partners to prove their worth

Michael DellDell EMC is putting the thumbscrews on its partners and demanding that they prove they belong in their assigned tiers in the company’s new glorious unified partner programme.

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.

Dell EMC names WWT as its black knight

BlackknightDell EMC has announced WWT was a partner who would be heading to its new exclusive titanium black status.

The vendor had already revealed in October that there would be would have three main levels: titanium, platinum and gold, with something called titanium black.

Those who were platinum partners would be eligible to go for the Titanium Black level and it appears that World Wide Technology (WWT) has been given the chance to be the first.

Dell said that WWT was one of a select number of companies to be awarded Titanium Black status in the updated DellEMC partner programme.

“This new, highly exclusive status is an extension of the Titanium Tier within the Dell EMC Partner Program and will apply globally to all entities under the CDW banner.”

Needless to say, Bob Olwig, vice president of business development and innovation at WWT was chuffed.

“We established this strategic partnership to provide enterprise customers with hands-on access to Dell EMC technology for private and hybrid cloud, storage, data protection and availability, converged infrastructure, big data analytics, security and the Internet of Things,” Olwig said.

John Byrne, president, Dell EMC global channels, is hoping that the Titanium Black level was the best of the best. Partners with Titanium Black status had to place a big bet on Dell EMC.

“They’re going above and beyond. They’re investing heavily in us and we are returning the investment in them so they can continue to achieve the extraordinary,” he wrote in a pre-Christmas blog post.

“Titanium Black provides a rare and distinctive opportunity far and above what partners have experienced anywhere in the industry Together, through the Dell EMC Partner Program, Dell EMC and our partners will attack the market—with our Titanium Black partners leading the way. We’ll deliver incredible transformation for our customers. We’ll be the channel to watch,” Byrne said.

Dell-EMC to slash distributors

emcDell EMC is planning on slashing its distie numbers any day now.

Michael Collins, senior vice president of EMEA channels at Dell EMC said that partners from EMC and Dell vendor programmes will be migrated onto the Dell EMC Partner Programme based on the status they obtain through the firm’s annual audit at the end of this year.

We already knew that Dell EMC was planning a  tier system dubbed the Dell EMC Partner Programme with the programme’s entry-level tier being be Gold, followed by Platinum, Titanium and an “invite only” tier named Titanium Black.

Collins said that Dell’s EMEA partners will shortly receive notification concerning their status in the new programme with regards to how they are performing against revenue and certification criteria.

He said that once thresholds were announced, partners from both sides of the business will have until the firm’s next annual audit – held at the end of next year – to meet programme criteria.  EMC partners will gain an extra month to meet criteria requirements.

Dell had made it clear as early as last year that it was feeling a bit over-distributed, and it will look to reduce its number of distributors by December this year. So far it has not made any changes but Collins said that cuts will be made “very early next year”. The channel boss said that he has issued a request for information with all of the firm’s distributors across the EMEA region, asking them to underline their “strategy going forward”, the extent of their geographical scope and details regarding their “business plan” and commitment to Dell.

He said that he will look at the disties based on their business portfolio. The important areas will be: where are they planning to grow, are they selling across the Dell EMC portfolio, and how much MDF will they be expecting from Dell.”

 

Dell details channel tiering plans

dellchannTin-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.

Sarah Shields is Dell EMC’s channel queen

sarah-shields-new-620x350Dell EMC has confirmed that Sarah Shields has the top job running its UK and Ireland channel.

Shields ran the local channel for Dell and was facing off against Kevin Sparks her EMC counterpart. It is not clear what his role will now be in the glorious new empire. Dell says it will be making any announcement about his role in the future. We hope he does not get special projects, with an office in the lift.

She officially takes control in February and will head up a new Dell EMC partner programme. Of course, Dell says that its new cunning plan was built in “collaboration” with its “partners” that sell its stuff.

Dell EMEA channel overlord, Michael Collins claimed that resellers, integrators and distributors had seen “significant [sales] growth” under Shields over the past 19 months.

Shields joined Dell, from Gateway in 2008 and has run the consumer, online, SMB and enterprise channels. Before Gateway, where she was as European sales director she had been a business manager at Acer and channel manager at AMD.

Dell says diversification was the best thing he did

dellchannTin box shifter and CEO Michael Dell has said that moving away from grey boxes for a bit was one of his cleverer moves.

Talking to the assorted throngs at Dell World, Dell claimed the firm’s wider range of offerings and its EMC deal was a key to helping it thrive at a time when former PC rivals have faltered.

“In fact this last quarter we outgrew our competition and the last year to date all of our major PC competitors have declined while Dell is growing. We are the only one that is growing.”

He believes that the “physical reality is transforming into a digital reality” and firms that used to have a ‘physical businesses’ strategy must transform as well to stay afloat.

“This is what the best leaders are focused on,” he said.

Dell rejected claims that the firm would be overly distracted by its acquisition of EMC and the huge array of technology tools and products that it now owns. But nothing like that was happening.

Dell said the firm will still focus on the PC hardware space, as PCs were just as relevant now and in the future of connected devices and the burgeoning internet of things.

“PCs in all their various forms are deeply integrated into the computing, and this is especially so in the internet of everything and the innovation that is happening at the edge, and in another 15 years, we are going to have another 1000 times improvement.”

Dell spruces up its channel with EMC blood

Michael DellDell has named its new channel and sales executives and appears to be leaning on EMC bigwigs to improve its channel.

EMC channel chief Gregg Ambulos is now in charge of the North American channel, after EMC’s John Byrne was made global channel supremo in July.

Ambulos reports to Byrne, and his appointment came along with a host of other executive moves designed to streamline and unify the Dell Technologies sales and channel operations.

Byrne, who worked for AMD, is now the president of global channels and reports directly to Marius Haas, Dell COO and president of commercial solutions.

This looks like Dell intends to lean heavily on EMC’s channel expertise and moving towards partner-led customer engagements, similar to EMC’s programme.

Jim DeFoe is now the head of global distribution. DeFoe is a 20-year Dell veteran, and has spent almost all that time as vice president of global sales channels and programmes.

Cheryl Cook is now the head of partner marketing, reporting to Nina Hargus, senior vice president of global field marketing. Cook was the face of Dell’s channel operation after coming from Sun.

Kimberley DeLeon, another former AMD bod, was hired by Dell last January. She will be the head of global channel programmes at Dell Technologies,.

Randy Huey, also from Dell is now the head of channel strategy, Huey will lead channel strategy and planning. He and Byrne will map out plans for partner spending and coverage across Dell and EMC.

Pilar Schenk will be head of channel sales planning and operations.

Tian Beng Ng will be the head of Asia-Pacific and Japan channel sales. He has been with Dell 17 years, most recently as vice president and managing director, South Asia and Korea. Alvaro Camarena  is now the head of Latin America channel sales. Camarena has been with Dell eight years as executive director of Latin America channel programmess. Michael Collins will head Dell’s EMEA channel sales operation. The 14-year Dell veteran was most recently vice president of strategy and channel, EMEA.

Dell names top channel execs

michael-dell-2Dell has announced its regional execs to run its channel after completing the $60bn buy-out of EMC.

Most of the names are similar to those who ran Dell’s channel before.  In the Asia Pacific region is Ng Tian Being, who was veep of South Asia and Korea; for Latin America is Alvaro Camarena, who was exec director of channel programmes; and for EMEA it’s Michael Collins at least after January.

Collins was only given the channel role and replaced Laurent Binetti, who had been in the job for 30 years. .

Until then, both Collins  and Philippe Fosse (the current EMC EMEA channel head] will continue to jointly-lead the Dell EMC EMEA Channel business in their established roles.

Fosse was EMC’s EMEA East, before he moved into the position more than four years ago. Prior to that he was at HDS, Xiotech and further back in the annals of time he was at StorageTek.

He is yet to have a role in the glorious new Empire. He apparently has a job but it has not been “formally announced” yet.

The only EMC person to have a role announced is Greg Ambulos, who ran global channels for EMC and will control North America channels at Dell.