713.864.4932 | Live Chat

  • Home
  • Company
  • Blog
  • Dell Technologies' Haas To Partners: 'There Will Be No Unknowns' In New Channel Program

Elevology Blog

Dell Technologies' Haas To Partners: 'There Will Be No Unknowns' In New Channel Program

Channel partners Wednesday get their first official look at the changes Dell Technologies is making to its partner program as it races to establish a new, integrated program by the beginning of its next fiscal year.

Details about the program began to emerge as soon as Dell completed its $58 billion acquisition of EMC last week. The changes were generally well received by partners, who said the company has done a good job of listening to the channel and taking action to ensure partners are treated fairly.

“Partners were concerned about the unknown, and we wanted to make an extremely clear statement that there will be no unknowns,” Marius Haas, Dell COO and president of commercial solutions, told CRN in an exclusive interview. "[We're telling partners that] the investments you made, the relationships you’ve established, we’re going to help you with those accounts to ensure business continuity for our customers, our partners and ourselves.”

[Related: CRN Exclusive: Dell Makes Ambulos North America Channel Chief, Assembles New Top Sales Teams]

A letter detailing immediate changes was sent to partners Wednesday.

Dell channel chief John Byrne said he and his team are “aggressively building out” a unified program. Byrne said he wants to unveil the new program at the annual Dell World conference in Austin, Texas, next month. The new program – a combination of the Dell and EMC programs – will go into effect Feb. 1, the start of Dell’s fiscal year.

“I’m really pleased. I think it’s a step in the right direction,” said Dan Serpico, CEO of Fusion Storm, a San Francisco-based solution provider that works with Dell. “The devil’s in the details, but what they laid out shows that they really have been listening to the EMC partners, and those of us who are Dell partners who have been talking about a hard deck and customer choice. It shows enormous sensitivity to the partner community. They’ve done a really good job of paying attention.”

As previously reported by CRN, Dell is evaluating its customer base going back three years, and customers identified as buying through partners will effectively become partner-led accounts indefinitely.

The move is a sign that Dell’s channel program will take on significant aspects of EMC’s successful program, which employs a hard deck, a system by which deals below a certain size are automatically handled by channel partners.

Dell is also grandfathering EMC partners into the Dell Partner Direct channel program at their current level, a strategy that allows EMC’s top partners join the Dell program with their current top-tier status, giving them all the pricing, discounts and MDF made available to top Dell partners.

In a move to help keep its sales teams and channel partners calm, Dell will also honor multiple registrations for competing products until the unified channel program is launched Feb. 1.

The focus is on “hot spot” product lines where Dell and EMC overlap and compete. For example, if a Dell partner is registered to sell Dell Compellent storage to a customer and an EMC partner is registered to sell EMC VNX storage to the same customer, both registrations will be honored, and the partners will have to compete for the sale.

Veritas Criticizes Competitors--Including Dell/EMC...
Channel Beat: Apple Won't Disclose iPhone 7 Sales

What our Clients are Saying

  • It has been such a pleasure to work with Elevology and especially its CEO, Donnie Rollins. From the very beginning, Donnie was so immersed in understanding our condo and our marketing needs. He was good about listenings and then suggesting and bouncing ideas off of us. As he took our conversations and tied them into reality, he truly captured the essence of who we are and where we wanted to go. We could not be more pleased with Donnie, with Elevology and with our new web site.
    Carol Loeb, President
    Sandcastle Council of Owners Association
  • My new look is Chic modern and mobile friendly.
    Charlotte Neal
    Houston Outcall Massage
  • Elevology offers great service and Donnie is always quick to answer any questions or concerns I have. I highly recommend them for your small business online services, they will not disappoint.
    Las Vegas
  • Our experience with Elevology has been of the utmost professionalism and quality. Mr. Rollins is a pleasure to work with. He promptly responds to our requests when changes are necessary to our web site. We highly recommend Elevology.
    Carl and Laurel Milentz
    Milentz Self Storage
  • Donnie Rollins is a great asset to our company and has an outstanding work ethic! He not only goes above and beyond the call of duty, but he has actually become part of our evolving progress to serve our overseas customers. I am very appreciative of Donnie Rollins' involvement in the branding of our company and his creative development of our website. We look forward to our many more years of great service and advice from a gentleman we consider part of our team.
    Tom George, CEO
  • We very much appreciate Mr. Rollin’s pleasant demeanor and his quick responses to when we have problems or need assistance in problem solving. As for this Court we would highly recommend Mr. Rollins and his company, Elevology, for any and all IT service needs.
    Connie Crenshaw CMCC
    Municipal Court Clerk Administrator
    City of Luling, Caldwell County, Texas
  • After recently acquiring a competitor and effectively doubling our production, we decided a make-over was in order. The team at Elevology worked with us in the midst of transition to totally re-design our company logo, websites, and install a voip phone network. Every aspect of the job has been handled with obvious dedication to meeting customer needs. Elevology is a prime pick for IT needs, web design, and more.
    J. Carroll
    AJAX Environmental
  • I like Donnie a lot, he is a good person. He is very smart and very efficient. I like the fact that he takes his personal Christian values to his company which to me it's honest, trustworthy, efficient and very professional. I would love to use Elevology with any personal and professional projects I have in the future.
    Karen Rocha

Online Payments

Copyright © 2005 - Elevology - Houston Joomla Web Designers and Houston Joomla Web Hosting Specialists