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Dell EMC-VMware distribution simplifies top-tier channel sales

Dell Technologies has tightened Dell EMC's strategic alliance with VMware through a new distribution agreement, combining hardware and software deals.

Posted by TechTarget on August 25, 2017:

The distributor agreement streamlines combined hardware and software deals for Dell EMC's Titanium and Titanium Black partners; other news from the week.

Dell Technologies this week has tightened Dell EMC's strategic alliance with VMware through a new distribution agreement.

According to the vendor, top-tier Dell EMC channel partners now can procure VMware enterprise licensing agreements through Dell Technologies and earn benefits, incentives and revenue credits available in the VMware partner program. The aim of the tighter Dell EMC-VMware alignment is to make it easier for partners to combine Dell EMC hardware with VMware software in single deals, while also removing friction between Dell EMC sales reps and partners competing for VMware sales.

"The essence of this [distribution agreement] is really in response to very consistent feedback that the partners have shared both with VMware and their executives as well as us" at Dell EMC, said Cheryl Cook, vice president of global channels and alliances at Dell EMC.

The Dell EMC-VMware distribution option is available exclusively to Dell EMC's Titanium and Titanium Black partners in the U.S., Canada, Mexico, Brazil, the U.K. and France. Cook noted plans to expand the option to 25 more countries by February 2018. Additionally, partners in lower tiers will eventually see the option, she said. "The intent is to take it more global and through the rest of the partner community as soon as we can," Cook said.

Scott Miller, senior director of data centers at World Wide Technology (WWT), a technology and systems integrator and Titanium Black partner, said WWT was excited about the new Dell EMC-VMware distribution option.

"First and foremost for me, it really shows the new channel leadership in this Dell EMC entity and VMware were really listening to their partners' feedback," he said.

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