Critical Points For Solution Providers In Dell EMC’s New Distribution Program
#DellEMC Execs Stress Stability, Predictability In Distribution Program Dell EMC is outlining its plans for distribution partners, and they include consolidating the number of companies the IT giant uses for global distribution. Other than that, however, the program – run by veteran Dell EMC channel executive Jim DeFoe – is largely unchanged from its current form. DeFoe and Channel Chief John Byrne are set to update Dell EMC distribution partners on specifics of the programs’ structure, coverage model and certain policies later this week. The execs have decided to keep the EMC “no switch” policy instituted last June that prevents solution providers from switching between distributors. When the policy was introduced, it was said to be a temporary measure to help calm anxious EMC solution providers in the run-up to the Dell EMC merger. In a note to distribution partners, Byrne and DeFoe explain that the “no switch” policy will remain in effect until at least August. Before the merger, EMC worked with Arrow, Avnet and TechData after dumping Ingram Micro in 2015. Dell works with TechData, Ingram and Synnex. Byrne and DeFoe said they will “consolidate” the number of distributors the company works with over the course of the year. Click through for a rundown of Dell EMC’s distribution channel strategy.