Dell EMC wants to double its UK business in the UK and Ireland and needs more partners to do so.
UK channel boss Rob Tomlin told the gathered throngs at Tech Data Live that more than half of the tech giant’s $91 billion revenue comes from its channel partners.
Tomlin said that he was surprised how many of its partners don’t understand its Channel programme and how to make rebates or profitability and explained the vendor’s Gold, Platinum and Titanium tiers.
“Our deal registration programme is rock solid. Once we’ve accepted a deal reg from a partner, we absolutely will not move; to get us to change a deal reg can be frustrating at times because once we’ve said we’re going to do something, we do it. I think the registration process is the best in the market and that should give you confidence as partners that to work with Dell once we’ve accepted a deal reg is absolutely a trusting thing to do.”
Tomlin said trust goes both ways and Dell needed to work with our partners to set very clear business plans and mapping together to go to market and win in the marketplace. Trust is at the core of our channel and something we are very proud of in our business.
“We have a great partnership with Tech Data and we have a great partnership with many of you in the room”, he said. “We have ambitions to double our channel business in the UK&I and that’s in line with growing our overall business. We want to work with as many of you in the room as possible to grow incremental net new business.”
