Dell EMC completes a successful year as a combined entity

At the end of a successful one year as a combined entity, Dell EMC has emerged as a holistic solutions provider empowering Indian enterprises to embrace change and transform their IT infrastructure. Dell EMC leads in the technology of today – servers, storage, PCs, virtualization and security – and tomorrow – cloud infrastructure, CI and HCI, PaaS, VR/AR, etc.

In the first year, the company integrated two differently structured salesforce into one holistic channel salesforce. In the first half of 2017, the Dell EMC Channels business in India added many new business customers, rolled out a world-class partner program which was embraced by the channel, praised by the media and built to partners’ specifications. Today, the company has a consolidated and comprehensive partner program with more than 4,000 registered partners in India. This has strengthened the go-to-market and has had a positive impact on the partner community.

In addition, the channel business also marked multiple milestones in the form of key company developments like:

* Launch of the Dell EMC PowerEdge 14G Servers: The New PowerEdge includes performance gains to provide customers a secure and optimized platform for every workload with simplified management. The scalable business architecture of Dell EMC PowerEdge servers helps customers efficiently meet their changing business needs with enhanced performance capabilities for traditional, virtualized and cloud-native workloads in a software-defined data center.

* Partnership with SAP to provide ERP ready servers to enable GST compliance: Dell EMC has announced that it will deliver comprehensive on-premise digital Enterprise Resource Planning (ERP) solutions to enable Micro, Small & Medium Enterprises (MSMEs) across India to become Goods and Services Tax (GST) ready. SAP’s pre-packaged ‘GST in a Box’ solution will be available to MSMEs through joint go-to-market initiatives across 30 SAP GST solution centers across 15 cities in India. Through the new solutions, customers can make their businesses GST ready in 100 days, thereby ensuring minimal disruption when it comes to transitioning to the new tax model while focussing on what they do best.

* Partnership with Ingram Micro to launch HaaS (Hardware as a Service):

Dell EMC has recently announced its partnership with Ingram Micro to launch HaaS (Hardware as a Service) to help accelerate IT adoption among organizations across the country. HaaS comprises hardware and premium services including notebooks, desktops, servers, networking equipment (Switches/Routers), and tablets coupled with payment options up to four years customized to individual organizational requirements. Dell EMC’s portfolio, the reach of Ingram Micro, paired with payment options of up to four years brings in affordability to companies of all sizes who can now look at a non-capital-driven approach as they move through their individual digital transformation journeys on the way to India realizing a $1-trillion digital economy.

Dell EMC Integrated Channel Partner Program

Channel contributes to almost 70% of the business as compared to 30% three years ago. The partners of Dell and EMC have been combined under a new channel program which is now called as Dell EMC Partner Program. The new channel partner program has been effective since February 1, 2017 and is the best-in-class in the industry. The new program is aggressive and covers every single product and types of market in India. The main objective of the new program is to increase reach as well as improve partner profitability.

Dell EMC’s single channel partner program spreads across all the partners and portfolios such as Clients, PCs, Compute, Storage, Networking and Virtustream. The partners are now categorized in the following categories (with certain number of partners allocated under each of the below mentioned categories):

* Gold

* Platinum

* Titanium

* Titanium Black (Only for elite partners)

In India, Dell EMC has about 35 strategic partners who have a “National Account Manager” allocated to them. The 35 strategic partners are a subset of the above mentioned categorization of partners. These partners have been identified based on their competency, business skills, reach in the market, market presence, reach across different verticals and geographies. Each partner now has a ‘Partner Account Manager’ from Dell EMC’s side. Dell EMC also has dedicated a huge number of resources for better engagement with the channel ecosystem in India and increase the base of channel partners for Dell EMC.

The integration of the channel partners was a very simple process for Dell EMC as 80% of those partners were already working with Dell. The balance of 20% partners (who came with EMC) have now been completely integrated into Dell EMC.

Tags: Dell EMC, holistic solutions, indian enterprises, it infrastructure, Dell EMC PowerEdge 14G Servers, Dell EMC PowerEdge Servers, SAP, Goods and Services Tax, gst, Enterprise Resource Planning, erp, MSMEs, Ingram Micro, Channel Partner Program, Dell EMC Partner Program, National Account Manager, varindia