The Dell Advantage: Powering Partner Growth Across Modern Workplace, Modern Data Center and AI

As IT spending increases and partner driven demand expands, Dell Technologies is focused on helping solution providers capture growth across the modern workplace, data center and AI. In an interview with CRNtv host Kena Johnson, Eric Arcese, VP, global partner marketing at Dell Technologies, shared where partners can capitalize on market momentum heading into 2026 and beyond and how Dell’s portfolio, programs and people support long term profitability.

Kena Johnson: The market is shifting quickly, especially with AI driving new demand. Where do you see the biggest opportunities for partners right now?

Eric Arcese: When we look at the market, we're seeing a $6 trillion plus opportunity in tech in 2026. The opportunity has never been bigger. And when you look at that opportunity, there's over $1.8 trillion in services. Our partners play in over two-thirds of that $6 trillion market. We've never seen this level of growth from one year to the next, and our partners are instrumental in making this magic happen that's transformational at every level through AI.

Kena Johnson: With those opportunities emerging, how is Dell helping partners lean in through new capabilities, co-selling and the strength of your portfolio?

Eric Arcese: It's the program, the people, everything. If you're a partner and you're thinking about who to work with, you have it all with Dell Technologies. You have the most robust portfolio in the industry, number one in commercial PCs, number one in storage, number one in servers, and an incredibly purpose-built partner program to drive profitability engagement and loyalty. You have both an enriching program and the best portfolio in the industry to drive transformational outcomes with our shared customers.

Kena Johnson: What truly sets Dell apart in helping partners grow across solutions and services?

Eric Arcese: Profitability is really an outcome of delivering value. When we deliver value through the modern workplace, the modern data center, and AI outcomes, the opportunity is tremendous. Whether workloads are happening on prem, in the cloud or hybrid, we have the most robust data center portfolio. And with AI factories, it gives you that blueprint and scaffolding to architect the foundation that generates value for customers, which ultimately yields margin for our partners.

Kena Johnson: Looking at 2026 and beyond, what steps should partners take now to stay ahead?

Eric Arcese: Knowing what the Dell Tech Advantage is and how your business fits into that is a great place to start. Engage our people, know the program and leverage it to its fullest. Our commitment to be simple, predictable and profitable for the partners we serve around the world has never been bigger. The opportunities have never been bigger and Dell has never been more focused on driving growth and success with our partners.

To learn more about how Dell Technologies supports partner growth across AI, the modern workplace and the data center, visit partner.dell.com.