Dell Announces Channel Program Details

Dell Inc. Wednesday announced PartnerDirect, a global program that formalizes existing initiatives to help partners increase profitability and deliver greater value and choice to their customers.

PartnerDirect participation is available now to channel partners in the United States and will be available in additional countries and partner groups starting in early 2008.

In addition, the company launched a dedicated partner online community to broaden conversations about how Dell can best meet the needs of its partners and work with them to simplify information technology for their customers.

Based on feedback from thousands of providers, new features developed for channel partners include access to a dedicated partner Web site; partner logos and guidelines for certain marketing activities; 100 percent dedicated sales and customer care; certification paths and training; credit options; and deal registration serviced by SalesForce.coms partner relationship management tool.

Dell hopes to grow its dedicated solutions provider sales organization, which today serves more than 30,000 partners worldwide, and create a new sales compensation structure that provides incentives to accelerate its partner business and develop tighter partner relationships, the company said.

Our partners around the world generated approximately $9 billion in Dell run-rate revenue in the past year alone, and were collaborating to help partners grow and become even more efficient, profitable and competitive, said Greg Davis, Dell vice president and general manager of Americas Channel Group, in a virtual town hall meeting of solutions providers today. Were also working with partners and across Dell to evolve our culture to create an environment where our teams are out winning on behalf of Dell whether thats direct or through a partner.

PartnerDirect offers two competitive partnership options. A Registered Partner receives basic benefits including logo usage, deal registration, enhanced post-sale support and financing options, and access to Dells partner Web site for online ordering, white papers, knowledge-base articles and marketing materials. The Certified Partner designation is reserved for partners who want to invest in a deeper relationship with the company and align with its strategic priorities from services to enterprise architecture to small and medium business.

In addition to Registered Partner benefits, Certified Partners can take advantage of access to demonstration units, field-based account management, and enhanced financing options, deal registration and support. Additional Certified Partner benefits available in 2008 include product roadmap reviews and incentive-based co-marketing funds.

Also announced Wednesday was the first certification path available to partners Managed Services. Through this certification, Dell aims to help partners and simplify IT for their customers by offering 24/7 remote monitoring and management of their entire IT infrastructure for both Dell and non-Dell products. Initially, managed service providers will be able to leverage Dells extensive capabilities enhanced by the recent acquisition of SilverBack Technologies. To further enhance its managed services offering, Dell will add capabilities from Everdream upon completion of the pending acquisition, which is subject to customary closing conditions.

Dell Inc.

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