Dell EMC Canada regionalizes channel revenue targets

Newly named Dell EMC Canada channel chief Deanna Thomson has confirmed the threshold for Canadian solution providers with the combined Dell EMC Partner Program will be lower. Also the training requirement for Canadian partners will not be as intense as those of their American counterparts.

Cheryl Cook, the vice president of global channel alliances, told CDN that solution providers can take two paths in the program.

Path one for Titanium partners have revenue ranges between $80 million to $100 million, while path two will be at $25 million.

Thomson said she was pleased that Dell EMC embedded regional thresholds into the newly created program.

“We listened to the partners in the community and internally too and created a zonal program. The rollout will see two zones in North America. Canada is in zone two and the company has realized that Canada is a separate market and we have done this globally. So it’s the same in EMEA and APJ. This enables us to represent Canada as a unique entity,” she said.

The way it will work is Thomson and her team will be evaluating partners and putting them into the new tiers Gold, Platinum, Titanium and Titanium Black. The EMC Canada and Dell Canada partners will retain their status for the entire year. Then in the middle of 2017 Dell EMC will re-evaluate those revenue targets to see if they are tracking the Canadian solution provider community properly.

As far as Titanium Black, Thomson said there are a couple of Canadian companies in that tier. She added that partners who have attained Titanium Black status in another region will have that status in Canada.

Thomson said that the Canadian channel team are ready to roll out the new models. The integration of both the EMC and Dell channel teams is complete and each team member has their own assignment where it is national or regional.

The focus for the new channel team at Dell EMC Canada will be in these product groups:

  • End user computing and peripherals with some security solutions from the Wise product area;
  • Server, storage and networking;
  • Convergence and hype-converge;
  • Security;
  • Data protection; and
  • Cloud.

Going forward Thomson has set up a regional webcasts to address partners and distributors on Feb. 20th. That day will also be the launch of Dell EMC’s single sign-on portal. Then on Feb. 27th all partners will be informed of their tier status. The global partner summit now called Dell EMC World will take place on May 8th in Las Vegas.

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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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