Dell Intros Enterprise Architecture Certification, Closes EqualLogic Deal

"Virtualization and iSCSI are two keys to simplifying IT," said Michael Dell, chairman and CEO, of Dell in a statement. "Enterprises are creating data and consuming power at an exponential rate, driving up IT cost and complexity. Together with our PartnerDirect channel, we'll use iSCSI and virtualization to make storing and processing data easier and more affordable for our customers."

With the acquisition closed, Dell now turns its attention on winning the hearts, minds and wallets of current EqualLogic partners, many of whom have expressed nervousness about sharing customer data with Dell. To ease the transition, Dell said it would look to "preserve and build on" EqualLogic's current channel program, which was lauded by many partners.

Starting immediately, current EqualLogic partners are enrolled into Dell's PartnerDirect program, said Bob Skelley, director of the Americas Channel Group at Dell. "The channel is critical to our go-to-market strategy, and we are committed to our partners' continued success," Skelley said in a statement. "This is just the beginning. Dell will continue to innovate and differentiate to earn the business of our channel partners."

Partners certified in the company's new Enterprise Architecture program will receive free training in Dell's full enterprise product line, lead generation and marketing incentive funds, according to Dell.

EqualLogic's products will follow a similar pricing model as before the acquisition, according to executives. Dell's PartnerDirect program also includes deal registration, pre- and post-sales support, financing and access to Dell's new partner e-commerce portal.

To achieve Dell's Enteprise Architecture certification, partners must buy at least $200,000 in enterprise products per year, have a business plan template and send at least one person through annual sales training and pass an enterprirse foundations course and exam.

In addition, they must have an EqualLogic certification and at least one of six industry certifications from a list that includes VMware, Oracle, SQL Server, CCNA, MCSE and ITIL.

Current EqualLOgic partners will be grandfathered in for all requirements except for the enterprise foundations course and exam, but they will be given a six-month grace period initially.

Dell had agreed to buy EqualLogic last November. As part of that enterprise architecture certification program, Dell said on Friday it will lower the bar for deal registration by letting deals as low as $50,000 be registered, down from the $75,000 bar it had previously announced. There is no no minimum requirement to register a deal for EqualLogic products.