Dell Discloses More Channel Program Secrets

 
 
By Sharon Linsenbach  |  Posted 2007-11-15 Email Print this article Print
 
 
 
 
 
 
 

The PC maker will offer certifications and a tiered structure, Americas President Paul Bell told Channel Insider.

Dell has revealed further details of its much anticipated channel program, including specifics on a tiering structure and certifications in various competencies. According to Paul Bell, president of the Americas for the Round Rock, Texas-based PC maker, who shared the details about the new program in an interview with Channel Insider, the United States and Europe will run an identical program, with some Eastern European and African countries already running an indirect strategy. Formerly a direct-only company, Dell has been developing a formal channel program and it plans to unveil the full program before the end of the year. Bell, however, did reveal that as part of the program, VARs can use a Dell "authorized reseller" logo and marketing materials provided by the company. "Authorized resellers" are expected to be the entry-level program tier in what Bell said will be a multiple-tier channel partner program. "We have been doing this on an informal basis, but partners have told us that they want a Dell logo for their marketing packs and so the customer can recognize who they are selling," he said.
Dell will also offer channel partners certification on specific competencies such as storage, and on products such as PowerVault, Bell said. These certifications are designed to assure end customers that solution providers are experts on the technology, Bell said. "We have thousands of solution providers that specialize in storage and they wanted more support in technical certifications. We will go into the channel in phases, and there will be a list of competencies in phase one, then we will flesh the list out as we go along."
Pointer To find out what solution providers really think of Dells channel strategy, click here to read more. Bell acknowledged that the sales commission structure for Dell field representatives may also experience some changes, and "our direct sales teams will be properly incentivized to work with the channel." Dell field sales representatives who do team sales with channel partners will likely be working with a greater number of channel partners and do more volume to make up any commission percentage loss with total dollar volume, he added. Read the full story on Channel Insider.com: Dell Discloses More Channel Program Secrets
 
 
 
 
Sharon Linsenbach Sharon Linsenbach is a staff writer for eWEEK and eWEEK Channel Insider. Prior to joining Ziff Davis, Sharon was Assistant Managing Editor for CRN, a weekly magazine for PC and technology resellers. Before joining CRN, Sharon was an Acquisitions Editor for The Coriolis Group and later, Editorial Director with Paraglyph Press, both in Scottsdale, AZ. She holds a BA in English from Drew University and lives in the Philadelphia suburbs with her significant other and two neurotic cats. When she's not reading or writing about technology, Sharon enjoys yoga, knitting, traveling and live music. Sharon can be reached at Sharon.Linsenbach@ziffdavisenterprise.com.
 
 
 
 
 
 
 

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