Dell 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.”
