Dell Technologies Keeps Partners in Focus with Midyear Partner Update

In a FY20 midyear partner video update, Dell Technologies recapped partner progress for the first half of the year — partners delivered $52 billion in orders worldwide — and laid out what success will look like for the second half of the year. 

Dell’s Joyce Mullen

Reiterating some of what Cheryl Cook, Dell’s senior vice president, global partner marketing, recently shared with Channel Futures, Joyce Mullen, president, global channel, embedded and edge solutions, today added that channel order revenue for the first half of the fiscal year was up 11% year over year. Some other stats that highlight channel momentum in the first half of the fiscal year: storage revenue was up 15% year over year, server order revenue was up 13% year over year, client order revenue was up 6% year over year and, Dell Financial Services originations were up 9% year over year. Partners also brought in 35,000 new and reactivated customers, up 11% year over year. 

“That’s absolutely outstanding,” said Mullen. “This growth is a solid testament to your partnership and the investments that you’re making in our business.” 

She reminded partners of Dell’s three strategic imperatives, in place for almost two years now: make it easier for partners to do business with Dell; fast-track partners’ ability to deliver transformational solutions; and, embrace and monetize emerging technologies. 

Mullen also has a list of four things Dell and partners need to do to close out the second half of the year strong: continue to focus on growth; sell the whole solution across the Dell portfolio; attach services, client peripherals and displays, and leverage Dell Financial Service; and invest in training. 

Dell’s Gregg Ambulos

Gregg Ambulos, senior vice president, North America channel sales, homed in on the company’s NA channel business. Closer to home, the first half of FY20 saw double-digit growth — clients at 10%; server at 31% and storage at 19%. 

“Looking at the second half, our priorities will remain the same,” he said. Those priorities include continuing to grow server, networking and client businesses; continuing to accelerate Dell’s storage momentum; drive tighter integration across strategically aligned businesses, i.e., account planning; and building upon the partner experience. 

Territory-based modeling is in full effect at Dell. What that means is that all partners have coverage, an effort that Dell has been working on for some time. That territory-based modeling enables three things: it drives accountability for a meaningful local impact with partners; it broadens the reach and scale by increasing sales and technical mind share with partners; and it drives tighter alignment between partners and sales teams in the territories that partners serve. 

“We’ve aligned our commercial and enterprise sales segments within these territories, as well,” said Ambulos. “This way, we can assure that the sales leaders and reps understand the channel strategy, understand the programs we’re trying to dive with you and gain a deeper understanding and appreciation of your capabilities. We want to marry the partner within the sales organization — it’s as simple as that.” 

Dedicated resources within the regional partner model include PAM, technical generalists or PSE’s, specialty resources or subject matter experts around core storage, data protection and server offerings, marketing, services, client and inside sales. 

Ambulos had a few call-to-action items. He reminded partners about meeting their tier compliance for the year; to drive the programs and take advantage of rebates and incentives, and to make sure that they understand the new territory-based model.