Dell EMC’s channel program, in partnership with the Dell EMC enterprise sales organisation, has announced the Enterprise Preferred Channel Program. The program is leveraging joint sales and partner planning to provide a joint approach to the market, simplifying sales engagement and specifying how sales teams and partners work tougher.
The program includes dedicated channel team members to support sales engagement in Enterprise Preferred accounts, collaboration between teams to create joint account plans, leveraging strategic partner relationships, competitive pricing as part of a new acquisition deal registration, compensation uplift for Dell EMC sales teams – protecting their commission, partner protection through an ‘earned partner or record’ model
“There is a powerful combined expertise of Dell EMC’s enterprise sales organisation and the channel partners working with the top enterprise accounts in APJ. By creating this platform for collaboration, both Dell EMC and its partners have vast potential to successfully grow their businesses with the next tier ‘Enterprise Preferred’ accounts. There is a significant opportunity for expanding market coverage, joint account planning, more competitive pricing and compensation uplift. By enabling customers on their digital and IT transformation journey for these preferred accounts, both Dell EMC and its channel partners will be able to leverage this simplified and profitable relationship, and grow together in successfully creating a combined offering for customers,” said Tian Beng Ng, Senior Vice President and General Manager. – Channel World