Dell Creates Federal Certification For PartnerDirect VARs

Dell currently has "letters of supply" relationships with about 20 partners, who will be grandfathered into the new certification. Dell also does business with about 300 other solution providers in the federal space, said Greg Davis, vice president and general manager of Dell Americas Channel Group.

Those companies are now working toward the certification. In addition, Dell is looking to recruit new solution providers selling to the government sector, Davis said.

"We've got great relationships in the federal space, but there are a lot of partners that have not worked with Dell in the past. We are growing our business with our current set of partners and we're hoping [other VARs] will use these sets of benefits that make Dell attractive in the federal space," he said.

To become a Dell-certified federal partner, VARs must have Dell's Enterprise Foundations product knowledge, buy at least $2.5 million a year in Dell products and services for federal customers, have at least one federal GWAC, have a federal rider and meet two of the following conditions: more than 10 employees supporting federal business; individual security clearance; facility clearance; more than $1 million in available credit or floor planning.

"The [percentage] of [federal] agencies doing business with Dell is 95 percent. Customers vote with their dollars," Davis said. "We are pleased to provide products and support to NASA's space shuttle program. Dell is being used to transform Veterans Affairs, and we are pleased to support the Department of Homeland Security through our first source contact and also the U.S. military both home and abroad," Davis said.

Dell's certified federal dealers will receive similar terms as other PartnerDirect segments, including deal registration for 120 days, 45-day net terms and expanded lines of credit and working capital, Davis said. Davis said he hopes the federal certification will be as successful as the company's enterprise architecture certification, which was launched after the company purchased EqualLogic. Dell now has more than 600 partners certified in enterprise architecture or going through the training modules, Davis said. "That is up from 182 certified or preferred partners that we brought over from EqualLogic," he said.

Dell also has a managed services certification that was created after the company purchased SilverBack Technologies.

"It's not news that we've had longstanding relationships with [federal] partners. But we're excited about the opportunity to formalize the program and hopefully drive more participation through the program," said Troy West, vice president and general manager of Dell federal and public channels.