The 10 Biggest Dell Stories Of 2013


No. 1 Dell Revamps Channel Program

Dell revamped its Dell Direct and PartnerDirect programs, announcing it would put 200,000 Dell Direct accounts into the channel. Channel partners hailed the move as a way to win significant new business in 2014.

The new Dell channel program, which goes into effect Feb. 1, moves the roughly 200,000 previous Dell Direct accounts into the channel where they will be managed jointly with channel partners and Direct reps. Part of those incentives include a 20 percent "compensation accelerator" for its direct sales team to generate new enterprise business with Dell channel partners. Dell also announced it would quadruple investments in demo and field equipment, as well as in its partner bonus programs.