The Dell EMC Partner Programme launched yesterday with Michael Dell himself insisting on a video that the channel is important to him personally. However partners did not know what they would have to do to qualify for the Gold, Platinum and Titanium tiers.
As Dell EMC’s EMEA boss Michael Collins said there were two paths you could go on, but in the long run, there’s still time to change the road you are on.
The first path involves high revenue targets and low training achievements, and another which has much higher training targets but less of a focus on revenue.
Collins said, is designed to help smaller, specialist partners remain competitive in the programme.
There are two paths per “bucket” of countries in EMEA – one bucket of bigger countries: the UK, Germany and France; and the other bucket consisting of the rest of EMEA.
UK partners will be mostly focused on revenue, and less on training. They much sell between $3- $7 million to achieve gold, with $400,000 of that coming from services. To achieve Platinum, partners must sell between $15 million and $25 million of the Dell EMC portfolio – including $1.6 million of services. Those who would be Titanium, must hit an overall revenue target of between $35 and $45 million with $3.2 million of services.
The UK’s training-focused path has smaller revenue requirements. Gold partners must achieve between $500,000 and a million in sales, with $60,000 coming from services. Platinum partners must sell between $3-$7 million in revenue, including $600,000 from services. To be crowned with Titanium, partners need to hit between $15 and $25 million in sales and have $2.4 million coming from services.
The targets for UK partners are higher than for the rest of EMEA.
There is a last tier called Titanium Black which is a status within the top-level Titanium tier. That seems to be dished out on the whim of Dell-EMC and will mean that other partners must stand when they enter the room and they will get the first choice when the chocolate buscuits are passed around during meetings. Actually, we made that up we have no idea of what you get if you are Titanium Black.
For this year, Dell EMC partners have been “status matched”, meaning their position on the Dell EMC Partner Programme is determined on where they finished on the legacy Dell or EMC programmes last year.