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Dell EMC partner strategy sets $50B channel business target

WWT's Scott Miller talks Dell EMC's 2018 partner strategy and how the partnership opportunities continue to grow.

Posted by TechTarget on February 9, 2018:

On the first anniversary of the Dell EMC Partner Program's launch, the company's global channel chief said partners can expect fine-tuning but no major program overhauls in 2018.

Dell EMC's channel chief plans to stay the course with the vendor's global partner program this year -- save a few exceptions.

The Dell EMC Partner Program, launched last February, was designed to unify the best elements of Dell and EMC's respective channel programs. Although the integrated program experienced some glitches around accessing its training and education resources, the vendor saw a number of successes over the past year. Successes included a 9% increase in global channel revenues at the end of the third quarter, Dell EMC said. The company also boasted that, together with its partners, it added more than 33,000 new customers.

"This year is about refinements," said Joyce Mullen, president of global channels at Dell EMC, in a partner broadcast this week. Mullen replaced John Byrne in December as global channel chief, with Byrne now heading Dell EMC's North American channel sales.

"Together we are a $43 billion channel business in a $3 trillion industry. We want to continue [that] momentum [from last year], and we know exactly what it takes to get to $50 billion," she said.

World Wide Technology (WWT), a technology solution provider and integrator, was named a Titanium Black partner soon after the unified Dell EMC program debuted. "The investment has allowed us the opportunity to surpass $1 billion in revenue with Dell EMC this past year," said Scott Miller, senior director, data center, at WWT. Titanium Black status benefits "provide market differentiation for partners that have made investments across the entire Dell EMC portfolio," he said.

Miller added that WWT was "pleased to hear the fundamental structure" of rebates "remains in place for 2018." The rebate structure "was a lucrative benefit" that WWT took advantage of last year.

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