Tag: EMC

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.

 

EMC warns that a further channel push could be a bad thing

emcEMC is warning investors that leaning on the channel once it is acquired by Dell could seriously damage its health or at least wealth.

EMC  does about 60 percent of its business through the channel, and is worried that an increased reliance on channel partners “may negatively impact” gross margins.  It told  the US Securities and Exchange Commission:

“As we focus on new market opportunities and additional customers through our various distribution channels, including small-to-medium sized businesses, we may be required to provide different levels of service and support than we typically have provided in the past. We may have difficulty managing directly or indirectly through our channels these different service and support requirements and may be required to incur substantial costs to provide such services, which may adversely affect our business, results of operations or financial condition.”

EMC has traditionally focused on high-end enterprise customers while Dell, its soon-to-be parent company, used its renowned supply chain to become a leader in the consumer, small business and mid-market arenas.

For EMC’s second quarter ended June 30, perhaps its last as a stand-alone, publicly traded company, EMC’s revenue was essentially flat year-over-year at $6.03 billion while its profit jumped more than 21 percent to $630 million or 29 centers per share.

The Dell-EMC merger, which will result in the creation of Dell Technologies, is expected to close before the end of October.

EMC votes to become part of the glorious Dell empire

legionnairesEMC has approved Dell’s $60 billion offer to become part of the glorious Empire in the largest technology merger ever.

The newly combined entity, to be named Dell Technologies, aims to be a one-stop shop for information technology sold to businesses. OF course they all say that, but this will be pretty big.

It will consolidate diverse products and services under one umbrella, including personal computers, servers, storage and networking equipment.  The only thing which could stick a spanner in the works is regulatory approval from China.

EMC Chief Executive Joe Tucci said before the vote that the board evaluated numerous options and decided that the merger with Dell is the best outcome.

Once combined, the two companies plan to help customers move to cloud computing, which likely would be a hybrid approach that includes both cloud and on-premises operations.

The deal will also let Dell exploit EMC’s “converged infrastructure”, to sell computing, storage and networking equipment as an easy-to-install bundle.

The deal will give current EMC shareholders a tracking stock for VMware shares. Consequently, the privately held Dell will issue quarterly financial reports.

 

Today is D-Day for EMC

michael-dell-2Today is the day that EMC shareholders vote to merge with Dell, or tell Michael Dell to go sling his hook.

The merger was announced last October and will create a more-than $70 billion global IT powerhouse with significant strengths from PCs to security and the high-end data centre.

EMC had been under pressure from shareholders to be broken up so being swallowed whole came as a bit of a surprise. The company’s enterprise business will be run from EMC’s headquarters in Hopkinton – a place in America somewhere –  while the rest of the business will be run from Dell’s house in Texas.

There is no guarantee that Dell will manage to convince shareholders. However, the signs are that it will be rubber stamped. The deal has received the seal of approval from two independent proxy firms, ISS and Glass Lewis, and hasn’t been the subject of any public investor unrest. But nothing is certain.  Dell’s Empire has a debt loading which makes my credit card bill look very small potatoes.

Still the deal is worth $62.3 billion.

Shareholders are being asked to approve the merger, vote to give huge “go away”  payments to top EMC executives as a result of the merger. This is basically giving $90 million to EMC Chairman and CEO Joe Tucci; CFO Zane Rowe; EMC Infrastructure President David Goulden; Marketing Chief Jeremy Burton and COO Howard Elias. They will only get the money if they bugger off and never darken Dell’s door again.

Dell himself is quietly confident that everything will go through on time. He thinks that the merger will be completed by October.

Channel partners positive about European changes

emcChannel partners across Europe appear to be an optimistic lot, unless you are talking about HP, according to figures gathered by beancounters at Context.

In the outfit’s ChannelWatch, channel partners generally approved of their distributers and even liked the move by Dell to buy EMC. If they were unhappy about anything it was the splitting off of HP.

Jeremy Davies, Context CEO and co-founder said that resellers were clear on their opinions, especially when it comes to how they rate their distributors where overall the verdict has been good.

The reaction towards distribution in the UK was particularly positive, with 40 per cent thinking their partners were ‘excellent’. That was higher than elsewhere in Europe, which in the case of France and Portugal had the lowest levels hitting the top mark.

The Context survey found more partners thinking of adding Dell to their lists in the next six months. However, HP is not doing so well with two thirds of respondents claiming that the firms split might make them less inclined to take on products in the future.

Dell flogs his software arm to the House of Elliott

elliotTin box-shifter Michael Dell is about to flog his software division to buyout firm Francisco and the private equity arm of activist hedge fund Elliott Management.

Dell needs to get rid of its software assets so that it can buy data storage company EMC for $67 billion. EMC owns a controlling stake in VMware and other software assets, so Dell does not need its own.

One of the things that Dell wants to off-load is Quest Software, which helps with information technology management and SonicWall, an e-mail encryption and data security provider. It is keeping Boomi, which is cloud-based software integration software.

The deal is expected to be formally announced this week, although it is possible that the whole thing could go tits up and never happen. Neither Dell nor Francisco are commenting.

Dell’s software division is not particularly profitable and Dell needs as much cash as he can get his paws on to reduce the debt he took on when took the outfit private.

 

IDC names the top storage types

storageThe former maker of expensive printer ink HPE is doing rather well in the storeage league tables.

Beancounters at IDC have looked at their quarterly enterprise storage numbers and found HPE is the top of a declining market.

The overall enterprise storage market was worth $8.2 billion in the first 2016 quarter, down seven per cent on a year ago.

HPE did share its top place with EMC but HPE nominally ahead at $1.42 billion, up 11 per cent year-on-year, with EMC making $1.35 billion n, down 11.8 per cent year-on-year.

Dell was third with $845.5 million, down 5.8 per cent year-on-year, and NetApp fourth with $645.5 million, down 15.6 per cent.

Thinks are set to change when Dell merges with EMC. If you add those two outfits figures together you end up with revenues of $2.27 billion, almost double HPE’s revenues for the quarter and more than three times NetApp’s revenues.

IDC’s Liz Conner, research manager, Storage Systems said: “Spending on server-based storage was up, spending on traditional external arrays continues to decline, while the nature of hyperscale business leads it to fluctuate heavily with that market segment seeing a heavy decline in 1Q16.”