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Dell’s Cheryl Cook On New MDF, Training And Financial Offers

'In these uncertain times, liquidity and cash flow are really critical and very important to partners,' says Dell Technologies’ Cheryl Cook, senior vice president of global partner, embedded and edge solutions marketing, in an interview with CRN.

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What is Dell doing around market development funding to help partners during the pandemic?

For our medal partners that earn MDF, we’ve done two things. We’re offering a unique one-time opportunity for a cash payment of up to 50 percent, or half, of the balance of their funds that they’ve already accrued. It’s to be used, obviously, for marketing-related activities, but they can get the dollars in advance with a plan that’s approved rather than having to use their own funds to perform marketing activities and then get reimbursed by us. So the partners get the benefit of the time, it frees up cash for them and certainly offers them more flexibility.

The other thing we’re doing is we’ve given an extension for any unspent MDF dollars to the end of July. So they would have needed to use those dollars by the end of March, but given this unique situation, we’re offering them the extension of another quarter to go use those dollars and conduct any marketing activities. Those are two little stimuluses, if you will, or some help that Dell is offering in flexibility within MDF.

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