Dell Debuts PartnerDirect 2.0 Program, Affirms Commitment to Client Hardware

 
 
By Nathan Eddy  |  Posted 2011-09-21 Email Print this article Print
 
 
 
 
 
 
 

Dell's PartnerDirect 2.0 program features a new structure with increased rewards for certification and training.

Technology giant Dell expanded its commitment to providing customers with a portfolio of solutions to help meet the needs of the rapidly changing IT environment, including data management, desktop virtualization, endpoint security and other initiatives that require a combination of end-user devices and complementary services, software and solutions, as well as introducing a revamped version of its PartnerDirect program, aimed at resellers.

With trends like virtualization, data access, mobility, security and cloud computing continuing to grow, Dell said it remains committed from the end-user device to the data center and surrounding services and recognizes that stability and long-term commitment are important to channel partners. "We recognize that stability and long-term commitment are important to channel partners. We have listened to their feedback to develop a robust PartnerDirect program, offering free training, certifications and strategic programs to enable our partners to develop successful IT service practices and resale opportunities across the solutions spectrum," said Greg Davis, vice president of Dell's global commercial channel.

Dell offers a number of tools and resources, from business development to sales and marketing support, designed to help value-added resellers (VARs) raise profits. The company's PartnerDirect 2.0 program provides support from the Dell sales force and a single point of contact for partners, and features a revised structure with increased rewards for certification and training, including rebates for Premier partners, expanded deal registration terms, financial incentives, and marketing and technical assistance.

"Channel partners and their customers alike are looking for IT providers with end-to-end strength, from the data center to the edge of the network. Our research tells us that SMB resellers in particular are focused on providing value-add services as their primary source of revenue," said Jeff Hine, a consulting analyst with IT analytics firm Enterprise Strategy Group's channel program. "This means they need to partner with vendors who offer a broad portfolio of technologies to help them round out total solutions. With its focus on open standards, and its ongoing transformation as an IT solutions and services provider, Dell is a one-stop shop for enterprise and midmarket customers as well as a great partner for channel players."

To increase productivity and control, Dell is providing desktop virtualization platforms that include preconfigured solution stacks, hosted desktop-as-a-service and a simplified virtual desktop appliance. To protect data, the company's Data Protection platform offers encryption for client devices and Dell SecureWorks provides information security services to help organizations protect their IT assets, comply with regulations and reduce security costs.

"With one million PCs being sold every day, and with the continued growth in emerging markets like China, Brazil and India, it's clear that client hardware remains a key component of today's computing landscape," said Rick Echevarria, vice president and general manager of business client platforms at Intel. "Client computing based on Intel Core vPro processors transforms the way users securely connect and share information with intelligent capabilities prepared for the evolution of technologies such as virtualization or client-aware computing."

With an aim toward sustaining business growth and stability, Dell is also offering customers migration services that support multivendor environments, including image management, asset recovery and managed deployment. As a solutions provider with more than 40,000 services professionals and 75,000 commercial channel partners, Dell offers a variety of engagement models for delivering client solutions.

 


 
 
 
 
Nathan Eddy is Associate Editor, Midmarket, at eWEEK.com. Before joining eWEEK.com, Nate was a writer with ChannelWeb and he served as an editor at FierceMarkets. He is a graduate of the Medill School of Journalism at Northwestern University.
 
 
 
 
 
 
 

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