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Dell Prepares To Turn Direct Accounts Over To Partners

Making good on a promise move 200,000 or more direct customer accounts to the channel, Dell this week launched a revamped partner program that provides incentives for Dell Direct reps to work closely with hundreds of partners.

Recently named channel chief Cheryl Cook said Dell sales reps have begun working with hundreds of partners to move between 200,000 and 500,000 Dell Direct accounts into the channel where they would be jointly managed by partners and Dell Direct reps. The channel push includes such incentives as a 20 percent "compensation accelerator" for sales reps to generate new enterprise business with partners in key product areas such as networking, storage, software, security, PowerEdge VRTX, thin clients and workstations.

Channel partners told CRN they are investing in new hires, including project managers and implementation consultants, in anticipation of the expected new business. Dell also has lined up financial institutions GE Capital and Wells Fargo to offer extended payment terms for channel partners.

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