Dell EMC executives are playing channel matchmaker as they actively encourage well-suited partners to merge. Why? Dell EMC is gunning for growth, and the company is aware that not all solution providers will be able to meet the aggressive targets of its new partner program,
The strategy not only helps channel partners grow and maintain or advance tier status within the new Dell EMC partner program, it helps Dell EMC consolidate channel power as it boosts incentives for partners that work with the vendor exclusively and sets aggressive tier revenue goals as part of the new channel program being rolled out today.
“We are absolutely encouraging” M&A among channel partners, Dell EMC Channel Chief John Byrne told CRN. “We are already talking with other partners … As we look at our partner ecosystem to sell more of our portfolio with a full suite of services, you are going to see more and more of that. Partners are actively asking us to partner them with other partners in the community which we are doing when appropriate. ”
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Byrne, Chief Commercial Officer Marius Haas and their team orchestrated their first partner M&A love connection last week when Atlanta, Ga.
