Dell 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.
