Celebrating the five-year anniversary of the Dell Technologies Partner Program, Dell Technologies launched the 2022 Dell Technologies Partner Program. The Asia Pacific and Japan (APJ) partner leaders spoke on the company’s strategy, priorities for the new year and its continued success with the partner community. There has been a great momentum in the updated partner program. Dell Technologies has streamlined and enhanced the APJ partner experience, fuelling the growth across cloud and edge through its partner ecosystem. Dell’s main focus is to unify incentive schemes around a single offering, regardless of the partner type along with improved rebates for those that sell storage, servers and displays.
The updated Dell Technologies Partner Program will streamline and enhance the partner experience across multiple Program tracks. Solution Providers, Cloud Service Providers and OEM partners will now enjoy one regional incentive structure, one tier structure, and one set of tier requirements. The consistency across these tracks and their associated selling motions – such as reselling, hosting, and embedding – will enable partners to focus on positioning the best solution for their customers while earning consistent, lucrative incentives, regardless of route to market.
The main objective of this enhanced partner program is that the opportunity for channel partners remains sizable and that its decision to simplify programme structure will facilitate more business.
In the span of five years, the Dell Technologies APJ Channel has achieved 70% growth. The program and strategy have been working hard for partners: Rebates payout has grown 80% and earned Marketing Development Funds (MDF) has increased by 95%.
Tian Beng Ng, Senior Vice President and General Manager, Channel, Asia Pacific and Japan (APJ), Dell Technologies, said, “Our channel partners are integral to our overall success; in Q3 FY22, APJ partners grew orders revenue by 46% Y/Y. In a world where technology is the driver of progress, it is imperative that we are providing the support our partners need with our portfolio, the Partner Program and its benefits, so they can continue to deliver the outcomes our customers want. The important question we always reflect on is how we continue to listen to our partners and innovate the Program of the future together. Our partner vision will be built on three pillars – streamlining the partner experience, enabling transformation, and maximizing growth.”
In addition to streamlining the partner experience across tracks, enhancements will also be made in other critical areas to simplify engagement further and accelerate growth with partners. Dell Technologies is doubling down on storage, with a midrange storage 5X tier revenue accelerator and a new 2% incremental rebate kicker for acquisition and Tech.
