How the new Dell Technologies IoT Division affects channel partners

New YorkDell Technologies now has its first division that encompasses the entire breadth of the Dell Technologies family, and it will give channel partners in the IoT Solutions Partner Program access to every Internet of Things (IoT) solution under its umbrella.

The company announced at its IQT Day event in New York City that its two-year-old Dell IoT Solutions Partner Program has been expanded to support partners across all Dell Technologies businesses: i.e. Dell, Dell EMC, Pivotal, RSA, Secureworks, Virtustream, and VMware.

“The benefits to the partners are that it is easier to navigate across the different businesses,” Jason Shepard, director of IoT strategy and partnerships at Dell, explained to CDN. “You can access stuff across the whole division. It’s about making it easier for partners and increasing their scope.”

An example of what partners can now access is the new integrated solution for IoT analytics and vertical applications from a collaboration between VMware and SAP. The solution uses VMware Pulse IoT Center, SAP Cloud Platform, and SAP Leonardo to help customers roll out IoT use cases faster and scale easier, and channel partners can access that solution just through the Dell IoT Solutions Partner Program.

The IoT Solutions Partner Program itself hasn’t been changed, it has just been expanded to encompass all of these different businesses and their respective IoT solutions. Additionally, smaller updates have been added, such as being able to search for any solution under the Dell Technologies bubble.

“If you want to find a partner who is validated by Pulse or an Edge Gateway 5000, we built out the search engine to do that,” said Shepard.

The options that are now available for partners are where the value lies. Shepard pointed to an analytics at the edge startup partner, FogHorn, as an example for the value this brings to partners.

“The real value is being able to combine it with anything on the back end. Maybe work with VMware to do this, or Pivotal for that. Why should I have to work with seven businesses separately to do this?” Shepard said.

And channel partners within the IoT Solutions Partner Program don’t have to worry about an interference with other partner programs within the Dell Technologies family. The IoT partner program doesn’t interfere with programs like the Dell EMC or VMware partner programs.

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Alex Radu
Alex Radu
is a staff writer for Computer Dealer News. When not writing about the tech industry, you can find him reading, watching TV/movies, or watching the Lakers rebuild with one eye open.

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