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Virtustream to enter Dell EMC umbrella channel program

Channel Strategy

LAS VEGAS – When channel chief John Byrne launched the new Dell EMC channel program late last year it included most of the vendor’s end-to-end product portfolio. Conspicuous by its absence was Virtustream.

Well, no more. Bryne announced at the Dell EMC World conference that Virtustream’s enterprise cloud and storage cloud has been added to the global Dell EMC Partner Program. This means current partners can now become Virtustream authorized partners.

With Virtustream on board the Dell EMC Partner Program, the only remaining federated companies are VMware, Pivotal and SecureWorks.

Scott Millard, vice president, global channels and alliances for Virtustream, said entering the Dell EMC Partner Program is a game changer for solution providers.

“We are offering margin on monthly revenues. Dell EMC partners can now enter their tier and get credit up to three years of the committed contract value. They can earn category rebates, accrue MDF dollars, there is significant services opportunities like developing cloud strategies and advisory services, migration and onboarding app modernization,” Millard said.

Managed Services Providers (MSP) can offer Virtustream solutions as a utility supporting the new Flex on Demand consumption models announced at the Dell EMC World show. Millard added that MSPs can offer Virtustream as an on-premise cloud. The channel can also resell or deliver Virtustream xStream Management Platform and Infrastructure-as-a-Service (IaaS) on private, public and hybrid cloud environments.

John Byrne

Bryne said Dell EMC does not need more channel partners. What he and the channel team is working on is to enable the current partner network to sell more of the portfolio including Virtustream.

“We are comfortable being uncomfortable. Dell Technologies has around $75 billion in revenue and the channel accounts for $35 billion. We are having conversations not about growing but about doubling the business. There is no reason, the fact we are a private company, that channel momentum can’t lift the whole company. Only us can stop us now,” Byrne said.

At the Dell EMC World show, Virtustream also launched the Virtustream Healthcare Cloud. This provides cloud-based hosting of healthcare platforms and applications on Virtustream Enterprise Cloud in a HIPAA/HITECH compliant environment. This will be targeted at MSPs and can be deployed in public cloud environments with additional services on and off premises.