The channel’s view of Dell Technologies

LAS VEGAS – So now we know what Dell EMC is going to be named: Dell Technologies. But what should the channel really know about the new company.

The most important thing is that the powers that be will operate with one single channel program starting from day one. Dell Technologies will also operate under one channel structure. No one at Dell or EMC wanted to confirm to CDN if there will be one worldwide channel chief, but the sense I get talking to partners is that will happen. Many EMC executives have told me more changes are expected sometime in February of 2017.

It does look like the new company wants to use the EMC Business Partner program over Dell Partner Direct but that there will be plenty of elements that will be ported over to augment that program.

One EMC insider told me that solution providers want them to see the best of both worlds used in the program.

From a Canadian perspective this deal could be really great for Dell Canada. The same insider said Dell has very few large enterprise accounts. And, since Dell is mounting a huge push to become a total channel company in Canada that could mean big dividends for solution providers in Dell Canada’s network of partners.

One channel partner told me at this conference they are growing better with Dell products than any other line.

And, lets not forget or lose sight of the fact who has actually acquired EMC. Its Michael Dell, the entrepreneur, Silver Lake and other backers.

That tells me that its not going to be one system over another. Or one culture over another. This acquisition is not a take over or an annexing and partners should not fear that.

One EMC insider told CDN when Oct. 16 comes around don’t expect one side or the other switching models. What the channel should prepare for is Dell Technologies and more specifically the Dell EMC division keeping the excellent parts of both models.

What the new company should be striving for is not losing logos because both have cache in the marketplace.

I think when the dust settles that one channel structured team will see what fits best and will keep all of their partners. However, right now, at least from an EMC perspective they will trim down their partner network to be ready for the new company.

Two quick hits before I go. Rob Stevens will be the new channel chief of Amazon Web Services Canada. If you read CDN you’ll know that he resigned from SAP Canada a few weeks ago. And, speaking of SAP Canada. Mary Peterson the one time channel chief of SAP before Stevens came onboard is now the vice president of IT and enterprise solutions at Samsung Canada. CDN wishes both executives the very best.


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Jim Love, Chief Content Officer, IT World Canada

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Paolo Del Nibletto
Paolo Del Nibletto
Former editor of Computer Dealer News, covering Canada's IT channel community.

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