Should SMBs be worried about Dell EMC’s enterprise partner focus?
#DellEMC ‘s first combined channel programme could prove problematic for smaller organisations, due to its added emphasis on larger businesses. So says Anurag Agrawal, CEO and analyst at Techaisle, who has analysed the channel programme, highlighting some of the potential problem areas he sees on the horizon. Although both Dell and EMC had their own channel businesses before their acquisition, merging the two sets of partner programmes may cause some unrest and the firm will need to reassure SMBs in particular.
“A majority of midmarket and SMB-focused channel partners are hungry for communication and direction from Dell EMC, specifically revolving around the partners’ solution portfolio, competition, margins, discounts and sales support,” Agrawal wrote.
“Many SMB and midmarket focused partners are legacy Dell partners and do not want to be overshadowed by their larger colleagues,” he continued. “Any transition responding to the level of complexity resulting from the Dell/EMC deal is bound to create uncertainty.”
One of his biggest concerns about the new programme is offering free training to Dell-only partners in the US and South America, which could give them an unfair advantage over partners selling both solutions that don’t have the benefit of free certifications.