Dell Technologies World 2026: Seven Big Channel Game-Changers

Dell Technologies is doubling down on partners after delivering double-digit ecosystem revenue growth across every line of business, unveiling major channel investments at Dell Technologies World 2026.

With Dell Technologies partner ecosystem revenue up double digits across every line of business in the last fiscal year, Dell is “doubling down” on partners with big channel investments including a new technology advisor and systems integrator partner program, new product and account rebates, and a new agentic AI-driven partner platform, said Dell Technologies Chief Partner Officer Denise Millard.

“We are getting really strong feedback about the level of collaboration, the level of investment [we are making],” said Millard. “Our partners are really feeling the momentum in the market and what’s happening, collectively putting us in a great position to really take advantage of the growth.”

Dell sees a “massive opportunity” ahead amid the AI boom with a $6.1 trillion addressable market with more than $4 trillion delivered through partners, said Millard.

“We’re seeing AI play a massive role as customers are rethinking these business transformations—they are looking for fewer, more strategic partners to play a pretty significant role in that,” she said. “What we are seeing is those partners that are making the transitions themselves, that are making the investments, that are putting themselves in a position to really capture the value and deliver the outcomes and help customers navigate what is going on in the market are the ones that are really setting themselves apart.”

The Dell double-digit partner ecosystem sales growth for the fiscal year ended Jan. 31 was “frankly at a rate that was amazing,” said Millard. “We exited the year I think in a great position. We had focused a big part of the year on enabling around the key areas that we know are going to drive growth as we run into this fiscal [year]. We are really massively seeing that pay off. I think the announcements we’re making are going to fuel the work we are doing with our partners.”

The new channel announcements elevate how Dell will collaborate and work with partners, said Millard. “This raises the bar for what we need from our partner teams, and we are going to reward our partners in a great way when they align to those areas,” she said.

Here are the six biggest Dell channel game-changers from Dell Technologies World 2026.

A New Technology Advisor And Systems Integrator Influencer Channel Program

With technology advisors and systems integrators playing a bigger role in driving AI adoption, Dell Technologies has unveiled its first formal program aimed at rewarding technology advisors and systems integrators.

“In the world of AI, advisory and systems integrator partners are playing a massive role in the transformational pursuits of customers,” said Millard. “We have not historically had a program track that was geared toward the role that they played.”

The new program rewards the co-selling with technology advisors and systems integrators in traditionally long sales cycles with co-development with Dell, said Millard.

Dell did not detail the specific compensation benefits for technology advisors or systems integrators.

The new program gives those partners “recognition for the impact they are making to drive solutions that carry with them Dell infrastructure,” said Millard. “As part of the co-sell program, this allows us to focus on the impact these partners can have by building solutions that drive Dell Technologies and decouple that from where the transaction happens.”

The program is vital given that in complex solution scenarios, there can be “three, four, five or six different partners in that transaction but we also know that a lot of time the tip of the spear sits with the advisory or systems integrator,” said Millard. “So we are giving them recognition, tier credit and business benefits to help them innovate so we can get to the right outcome for the customer regardless of how it transacts. That is incredibly important in this dynamic framework of how deals are getting done.”

A New Base Rebate On Focus Products

With a focus on driving AI adoption, cloud modernization and cyber resilience, Dell is providing partners with a new base rebate incentive aimed at driving sales growth.

“Partners who align and deliver on those outcomes are going to be rewarded in a really meaningful way as they continue to grow with Dell, said Millard.

The base rebate rewards partners selling Dell private cloud, Dell automation platform, cyber-resilience solutions, PowerStore, Z-Series networking and premium Client+ products.

Dell did not provide specifics on the rebate commission model.

“The guiding principle is rewarding the outcomes customers are prioritizing where we’re best positioned to win with our partners,” said Millard. “We are doubling down around AI adoption, our cyber-resilience portfolio and, of course, what’s happening with sovereign and private cloud. Never have those conversations been more relevant with the ecosystem.”

A New Focus Account Incentive For Partners

With the aim of rewarding partners for line-of-business expansion for a customer and widening a customer relationship, Dell is implementing a focus account incentive for partners.

“You’ll see us through the focus account incentive marry up what we were doing with greenfield opportunities, adding specific customers where we can drive line-of-business expansion,” said Millard (pictured). “With our supply chain advantage and customers wanting to have more control around when that outcome is going to be delivered with the simplicity of bringing that spend together, you marry that up with this focus account incentive and I think we are going to be in a really good position to continue to win share with and through our partners.”

The new focus account program consolidates and brings a number of Dell incentives together, including New Business Incentive and line-of-business expansion under one “umbrella,” said Millard.

The new incentive puts added rebates for partners to open new accounts and drive line-of-business expansion, said Millard.

To that point, she said the rebate will be critical in accounts where Dell may have the client business but not the data center business or vice versa.

“This has been an ask for a very long time [from partners],” she said. “Given that we have supply chain [capabilities], there’s never been a better time to put something like this in place. I think it’s really going to help advantage us when we’re working with and through our partner ecosystem because they do have deep relationships across all of these customers. I’m really excited about that.”

A New Agentic AI Modern Partner Platform—Redefining The Partner Experience

Dell is launching in August a new modern agentic AI partner platform that fundamentally transforms the partner experience with AI-driven lead generation, deal registration and pricing.

“This is really redefining an agentic partner experience across every stage of the engagement with our partners,” said Millard. “We’re launching for the first time a modern partner platform that really integrates and connects all of the activities across the collaboration life cycle of working with Dell.”

The AI partner platform may well be the first end-to-end agentic AI-driven platform delivered by one of the top channel vendors.

The platform represents a massive investment by Dell to overhaul the partner experience, speeding up deal registration and pricing approval from hours and sometimes days to minutes.

Dell Senior Vice President of Global Partner Revenue Operations Darren Sullivan, for his part, called the program a massive transformation of the partner experience.

“This is an experience rebuilt from the ground up, an integrated effort across the company, not just a partner effort, with partner requirements built from the ground up so that they are integral and connected to the end-to-end experience of the company. The opportunity here is to significantly change the way we operate, driving simplification and standardization into the business that allows us to drive automation at scale.”

The new platform includes a family of AI-powered agents and assistants that will guide partners through the full partner-customer journey, helping them get to “the next best action on quoting or post-order support, solutioning, etc.”

“We’re ensuring that we take advantage of the agentic AI capabilities available to us, taking the simplified, standardized automated process and driving an AI element to that throughout,” said Sullivan.

The new platform will drive “significant productivity” for Dell reps and partners, said Sullivan, with a focus on driving more customer-facing sales opportunities in areas like AI, cloud modernization and cyber resilience.

“We need as much selling as we can to drive progress in those opportunities,” said Sullivan. “The type of investment we are making here is to drive improved productivity at scale, which will allow our partners to reinvest that time into customer-facing activities driving the opportunities available to all of us.”

Fully Automated Deal Registration—Changing The Deal Registration Experience

The new Dell agentic AI partner platform fully automates the deal registration process, taking a legacy process that sometimes took hours and days and reducing it to what amounts to a real-time response, said Millard.

“We are really changing the deal registration experience,” she said. “We are moving to a fully automated response mechanism. So instead of it being maybe hours or days, we’re now talking minutes. This is all about speed because we know response time needs to be faster. We know they should not have to necessarily wait for us to respond on the deal registration when they’re bringing an opportunity to Dell. That’s going to be massive.”

Dell has “built” the AI-driven deal registration system with “simplified” processes and policies so that the company can now respond to that “deal registration request near real time,” said Sullivan. “That speed to be able to enable a partner to take an opportunity and continue to proceed with an engagement with a customer is really critical.”

Sullivan stressed that “partner of record” is not an exclusive arrangement with regard to deal registration. “If a Dell seller identifies an opportunity, they have to work with them through that partner,” he said. “But it does not preclude any partner from registering an opportunity in that account. So it’s incumbent on the partner of record partner if they have that tight relationship, they should be first to the opportunity.”

If another partner identifies an opportunity in a partner of record account that is eligible for a new incentive they can register, pursue it and earn that incentive, said Sullivan.

‘Dynamic’ And ‘Transparent’ Real-Time Pricing

The new Dell agentic AI partner platform includes the ability to provide partners “dynamic” and “transparent” AI-driven pricing, said Millard.

“It’s not a big secret that we can be quicker on pricing,” said Millard. “So we’re going to have dynamic and transparent pricing as part of this platform. So partners will have the ability to get to the right price faster, and that will either happen through deal- based pricing that they have access to certain thresholds, or account-specific pricing that once they’re added to the opportunity they’ll be able to collaborate with our core sellers in real time to unlock that pricing.”

The aim is to “empower” partners so they don’t always have to reach out to Dell for pricing information, said Millard. “That means giving them information real time,” she said.

The “dynamic, transparent pricing” will allow partners to access “pricing that is competitive to win on their own without having to get Dell [sales] reps involved,” said Sullivan.

The new system is designed to “provide pricing specific to account-based pricing and history, deal-based pricing, product promotions, etc., all baked within the pricing algorithm, displaying that to our partners directly,” said Sullivan. “That will cut out a lot of unnecessary emails, calls, messages, etc. to just get to a price competitive to win so our partners can go back to their customers with a proposal.”

Expanded AI-Driven Demand Signals To Drive Sales Growth

The new agentic AI platform builds on the demand signal lead generation program that began in the middle of 2025, leveraging an AI algorithm that identifies “high-propensity opportunities”— identifying customers likely to refresh technology, cross- selling opportunities for partners, and customers likely to buy Dell products for the first time.

“We are giving not just leads, but these demand signals, which gives intelligence and helps partners prioritize where their sellers should be spending time,” said Millard. “And we’re seeing really strong early results from that. It just keeps getting better. That has been really well-received.”

Ove the course of the last fiscal year, Dell delivered over 200,000 demand signals to partners, said Sullivan, bringing those to “the best partner to carry those forward.”

Dell Vice President of Global Partner Marketing Eric Arcese said all Dell partners are eligible for the demand generation signals. “Partners just register for the program and they participate,” he said.

“This information that we have around propensity analytics in terms of not just leads, but the right lead at the right time on the right account aligned to the right partner is yielding terrific results,” said Arcese.

“The more partners invest in Dell and enablement and understanding of the portfolio, the more leads they get,” said Arcese. “It’s been a very successful program that we are going to continue to do more with in the year to come.”

The focus of the demand signals is aligning the “partner—how they have been enabled with the opportunity with the demand signals we have,” said Arcese. “The amazing thing in this world of AI is we have more signals and more data than ever before. But what has been really cool in the last year is we have been getting ready for this next step in this new world order. We’re sharing more information with partners, more account information and more account detail.”