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Categories: Cohesity DELL EMC Nutanix Partner Program Pure Rubrik Veeam

The New @DellEMC #PartnerProgram Dell EMC is doubling down on its one-year-old unified Partner Program with new services rebates, storage incentives and revamping its MDF strategy as its fiscal year 2019 gets underway. “We are in excellent shape as we begin 2018. Together, we’ll continue to be unstoppable,” said @JoyceMullen (pictured), Dell EMC’s new channel leader during the company’s quarterly Partner Broadcast on Wednesday. “We’re a $43 billion channel business in a $3 trillion industry … We know exactly what it takes to get to $50 billion.” Mullen, as well as several other Dell EMC executives, unveiled a slew of new channel incentives today that partners can take advantage of. CRN breaks down the 12 biggest incentives and announcements revealed during the broadcast.

New $20,000, $40,000 And $60,000 Rebates

Scott Millard, vice president of global channels specialty sales at Dell EMC, said he is “fired up” to announce new partner sales reps and sales engineers (SE) incentives in the Partner Program.

Partner sales reps and SE’s can now can earn 3-percent of the deal size, up to $30,000 each, for any competitive swap or net new account, with a total potential payout of $60,000 per deal.

Additionally, a partner sales rep and SE can earn 2-percent of deal size, up to $20,000, for cross-selling any storage deal with data protection, with a total payout of up to $40,000 per deal. Sales reps and SE’s can also earn 1-percent of the deal size, up to $10,000 each, for “selling modern architectures,” said Millard, with a total payout of up to $20,000 per deal. A sales rep and SE can also each earn $250 for completing a proposal in Dell EMC’s Quick Proposal tool with a valid deal registration.

New Storage Services Rebates

For storage deals, partners can now earn 3.5-percent on attached deployment, consulting, and education services starting at $1. “We’ve removed the services gates, so you will be paid on every single eligible dollar and earn you money faster,” said Kimberly DeLeon, vice president of Global Channel Programs at Dell EMC.

New Services Rebates

For client, servers and networking, partners can now earn up to 1-percent when Dell EMC ProSupport is attached or 1.5 percent for attaching ProSupport Plus. The rebates are based on the total revenue of the deal. Also, partners will earn 3.5 percent of all other services that are included.

“You earn services rebates now starting from dollar-one,” said Erica Lambert, vice president of Global Channel and Alliances Services Sales at Dell EMC. “We are dedicated to making services more profitable and predictable for you.”

8 New Solution Competencies

Dell EMC will roll out a total of eight Solution Competencies throughout 2018. On Wednesday, the company launched a software-defined infrastructure, hybrid cloud, and connect workforce competencies which are now available.

“For these solution competencies, much of the content is foundational, and will count towards multiple other competencies, optimizing your time and investment,” said Mullen.

MDF Revamp

In 2018 Dell’s MDF philosophy is to deliver competitive rates while taking cost and friction out of the MDF management process, according to Cheryl Cook, senior vice president of Global Channel Marketing for Dell EMC. The company made changes to further simplify the program such as providing the ability to track future activity or planning requests and decreasing MDF administration. Dell EMC also removed front-end documentation and proof of execution requirements and granted the ability to upload multiple activities at once.

“We’re significantly looking to decrease the overall administration burden that you’ve experience with MDF,” said Cook.

$4.5 Billion In R&D

Millard said @DellEMC would spend $4.5 billion in research and development in its current fiscal year 2019.

“That’s more than @Pure, @Veeam, @Nutanix, @Rubrik and @Cohesity’s total annual revenue combined. We spend more on R&D than those five competitors combined revenue,” said Millard.

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