5 Companies That Came To Win This Week


Partners are applauding the sweeping channel program overhaul Dell unveiled at its Dell World conference this week. The changes will add up to significant new sales in 2014, solution providers said.

Topping the list of changes is a plan to move roughly 200,000 Dell Direct accounts to the channel where partners and direct sales representatives will jointly manage them. The company also is developing incentives for sales representatives to work more closely with partners to grow sales of data center solutions and drive new business.

The incentives include a 20 percent "compensation accelerator" for its direct sales team to generate new enterprise business with Dell channel partners. Dell is also quadrupling investments in demo and field equipment, as well as in its partner bonus programs.