"We are fully committed to supporting the partner community navigate through the changing environment"

Anil Sethi, Vice President & General Manager, Channels, Dell Technologies, India

“The India region, in the past year, emerged as one of the largest channel regions for Dell Technologies and we have been consistent with our channel strategies, which are very critical for us and our partner’s success. We are fully committed to supporting the partner community navigate through the changing environment. Our world-class partner program, we drive our Simple, Predictable and Profitable message, to position it as the best program in the market, providing superior value to the channel partners. Given the ongoing situation, the priorities were strategically modified to help our partners evolve and meet the business goals. In order to help the channel partner community continue to serve their customers better, we recently announced ‘Partner Relief Package’, to provide financial relief. Information technology is become more specialized and requires Partners and OEMs to build expertize, leading to a shift in the partner ecosystem.

In addition to technology needs, our customers and partners have been vocal about their need for financial support in the current environment. The Global Dell Financial Services (DFS) team listened and responded with the new Payment Flexibility Program (PFP). One of the best in the industry, the program offers more choice and predictability for our customers. The Program is built on the strong foundation of DFS and our end-to-end portfolio. Dell has also announced $9B in financing available this year to cater to their critical technology needs. We are committed to helping our customers and partners drive business continuity in this new normal. Dell Technologies has always focused on raising the bar towards its promise of delivering a simple, predictable, profitable partner program. Our FY20 partner program focused on making it easier for partners to achieve gold status and also introduced a simplified market development funds (MDF) process.

The strategy and plan for FY21 needed an upliftment, given the ongoing scenario. Partners are looking up to us to maintain business continuity and to mitigate fluid situations. Financial support and capital are of utmost importance for our partners to adapt to the rapidly changing environment. Many of our partners needed help in this area to device a strong plan as they try to serve their customers better. Keeping this outlook in mind, we recently announced ‘Partner Relief Package’, with the intent of providing immediate financial relief to our metal partners. It is helping them to strengthen their capabilities and build pipeline for the future. In addition to this, Dell Technologies Working Capital Solutions (WCS) Program is working on ways to continue supporting our partners, to help them support their customers. We are also introducing new team-based pricing options for solutions providers to make all training more affordable for our partners’ teams.

• MDF (Marketing Development Funds) validity extended till end-July 2020 – thus giving partners more time to plan and execute (up to 3 months more than the current 6 months window)
• Option of advance withdrawal – up to 50% of their earned MDF – to ease cash flow
• Free training and certifications – for solution deployment capabilities
• Digital Marketing Tool – enabling partners to execute Digital Marketing – the best tool in current contact-less economy to run customer outreach marketing activities
• Attractive Working Capital Solutions – minimizing the financial burden and working capital pressure for partners – when they transact with Dell.”