2017 Cloud Partner Programs Guide Details


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Dell Inc.
Cloud Service Provider & Strategic Outsourcer Track

U.S. HeadquartersOne Dell Way
Round Rock, TX 78682
U.S. HQ phone number(800) 999-3355
URLhttps://www.dellemc.com/en-us/index.htm
Year Company Founded1984
Executives
CEOMichael Dell
Worldwide Channel ChiefJohn Byrne
TitlePresident, Global Channels
Date Began Serving In This Role9/1/16
North American Channel ChiefGregg Ambulos
TitleSenior Vice President, North America Channels
Date Began Serving In This Role1/1/17
North American Channel ChiefCheryl Cook
TitleVice President, Global Channel Marketing
Date Began Serving In This Role1/1/17
North American Cloud Channel Program ManagerJeremy Greening
TitleDirector, Global Alliances Marketing
Email AddressJeremy.Greening@dell.com
Cloud Involvement, Products, And Solutions
We have a separate partner program that supports our cloud products/services
Our products are sold as a Cloud Service where we (the vendor) are the Service Provider (i.e. SaaS, PaaS or IaaS, HW as a service, network connectivity)
Our products are used to enable off-premise Cloud Solutions
Our products are used to build hybrid Private Cloud Solutions
Year Cloud Channel Program was established2017
Please provide a brief overview of the company's cloud partner program or describe the components of your company's overall partner program that specifically pertains to cloud computing.The Dell EMC Cloud Service Provider & Strategic Outsourcer program is designed to provide Dell EMC powered solutions that meet end-user needs by enabling partners to build cloud solutions on Dell EMC infrastructure. The program is designed to help partners differentiate and expand their service offering portfolio and gain a competitive edge by building new revenue streams, accelerating time-to-service, and extending marketing and sales resources. The program consists of three partner Tiers - Titanium, Platinum, and Gold - with revenue requirements and benefits for each Tier. Other program requirements depend on Tier level. Platinum and Titanium partners have the opportunity to earn rebates and Business Development Funds, based on program Tier and sell-in revenue.
Please outline as many as 3 of the top benefits that specifically pertain to cloud computing that channel partners gain from joining this partner program.Dell EMC's Cloud Services Provider & Strategic Outsourcer program provides partners with greater opportunities to deliver transformative IT infrastructure solutions to customers with a rich portfolio of pre-engineered as-a-service solutions. Dell EMC Provides specific tools enabling our Cloud Service Provider partners to design, develop, sell, and deliver a rich portfolio of as-a-service offerings and deploy, manage, and support these services to their customers. Dell EMC brings our Channel partners together with Cloud Service Providers to enable resale of enterprise-grade services from the most comprehensive end-to-end multi-cloud solutions and services portfolio.
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?
Please identify those areas in which your company actively promotes its technology components to encourage customers or service providers to build a cloud offering (public, private or hybrid).
Backup/Disaster Recovery
Cloud Applications/SW
Cloud Hosting
Cloud Infrastructure (IaaS)
Cloud Platforms (PaaS)
Cloud Migration
Cloud Security
Cloud Storage (SaaS)
In what areas does your company currently have a Public Cloud Service?
Backup/Disaster Recovery
Cloud Applications/SW
Cloud Hosting
Cloud Infrastructure (IaaS)
Cloud Management
Cloud Platforms (PaaS)
Cloud Migration
Cloud Security
Cloud Storage (SaaS)
In which of the following ways does your company engage with Channel partners to promote your Cloud-related technologies or services?
We have technology components that are used to build private or hybrid cloud infrastructure; we engage integrators or Cloud Builders
We have technology components that are used to build private or hybrid cloud infrastructure; we engage Cloud Service Providers to build datacenters which supply cloud capacity to other entities
We have software components and tools that are used by ISVs and developers to build SaaS applications, either for public, private or hybrid cloud environments
In which of the following types of Channel training and enablement activities does your company invest to assist your Cloud focused partners?
Specialized technical training (face to face)
Specialized technical training (on-line, ILT)
Technical certification (for cloud)
Business transformation training or consulting (focused on financial, organization or sales/mktg. changes required to succeed with the cloud)
Field sales mentoring or coaching (between your direct sales
Sharing of service delivery methodologies or IP around cloud solutions (pre or post-sale)
Cloud specific ROI or TCO calculator tools to be used with end-users
Sales playbooks or prospecting guides for cloud solutions
Authorized training center authorization or status for your cloud-focused curriculum
In which of the following ways does your company invest money to assist partners specifically with their shift to selling and /marketing cloud solutions?
Customer Events
Offer them qualified cloud-specific sales leads
Partner Branding assistance (materials and/or funds)
Partner Demand Generation assistance (materials and/or funds)
Specialized local staff to help partners with marketing planning and/or execution
Partner Events
Partner Marketing Training
Co-selling assistance from local cloud-specialist sales or business development staff
What elements of support does you company offer in your Cloud channel program/tier to motivate and support your Cloud partners financially?
Special financing or leasing of equipment for Cloud Builders or Service Providers
MDF/CO-OP
Rebates (specific to cloud sales or deployment success)
Referral programs (for Cloud Agents or influencers)
Compensation and Fees
Does your company offer VARs assistance in compensation of their sales teams on residual revenue programs (maintenance, software or professional services), recurring revenues or annuity streams?No
Are partners required to pay a fee to join your the basic or minimum tier of this Cloud Partner Program?No
Are partners required to meet specific minimum revenue requirements in order to join the basic or minimum tier of this Cloud Partner Program?Yes
Which of the following requirements must partners meet in order to join the basic or minimum tier of this Cloud Partner Program?
Actively transacting partner
Business planning requirements
Revenue commitment
Technology specialization
Valid website
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