New tiered threshold numbers for Dell EMC’s partner program
@Dell EMC unveiled a range of updates to its products and services during its Nov. 8 quarterly partner briefing, including changes to its tiered partner program. In particular, the company has unveiled new target threshold numbers after three successful quarters of its new channel partner program that will come into effect on Feb. 2, 2018 for FY19. Dell EMC will be auditing all of its partners starting in December 2017 to see how they performed throughout the last 12 months and to determine where they will fall on the upgraded tiered scale. While Dell EMC could not share Canada-specific figures, vice president of global channel programs, Kimberley DeLeon, provided the below example to show what changes were made to US-only partners: US (Zone 1) – Path One Gold: $5 million USD revenue; $500,000 from services; must sell at least one portfolio Platinum: $25 million USD revenue; $2.5 million from services; must sell at least one portfolio Titanium: $50 million USD revenue; $5 million from services; must sell at least one portfolio US (Zone 1) – Path Two Gold: $500,000 USD revenue; $60,000 from services Platinum: $15 million USD revenue; $1.5 million from services; must sell at least one portfolio/one client and one solution or two clients Titanium: $25 million USD revenue; $4 million from services; must sell at least one portfolio/one client and one solution or two clients DeLeon told CDN that for more information, partners could find the new thresholds in the Requirements and Benefits Documents section on the company’s partner portal, which was made available as of Nov. 8. ￼ She said that each of Dell EMC’s eight global zones were evaluated based on market dynamics and level of competition before threshold numbers were adjusted. The company will be aligning to a single revenue number as a way to live up to its “simple, predictable, profitable” motto, she added. However, there will be additional changes specifically to the services revenue threshold for partners in the US only, due to how Dell EMC applies discounts and reports revenue. “There is a downstream effect to the services targets we originally set. By no means is this a signal that we are lowering the bar for attaching services. We’ve tailored details to your country zone that you can easily find your program requirements located in the benefits and requirements document on the partner portal [on Dell EMC’s website],” DeLeon explained. In fact, she said 50 per cent of Dell EMC’s partners grew in the first half of the year, equaling approximately 20,000-plus net new customers and showing that the company’s partners “have been taking advantage of [Dell EMC’s] new business incentives,” DeLeon added.