IT and Business Insights for SMB Solution Providers

Dell Sees More Hardware Sales Momentum Ahead: Page 2 of 2

Coming off a record quarter, the company expects the transition from remote work to hybrid home/office work, along with accelerating digital transformation investments, to drive continued sales growth for itself and its partners. By Rich Freeman

Addressing one of the most eye-catching headlines about Dell in its first quarter, Cook promised little impact for partners from the company’s planned sale of its 81% ownership stake in VMware

“It’s very much business as usual,” she says, noting that Dell and VMware have already negotiated an agreement to continue collaborating on R&D, sales initiatives, and partner incentives. The latter includes the adjustment to Dell’s partner program announced in February that allows Platinum- and Titanium-level members to receive the same base rebate VMware pays when buying VMware products directly through Dell.  

“All the financial benefits remain in place,” Cook says.

Dell previewed a new online incentives center and an updated edition of its Online Solution Configurator in February too. Both tools are in production now, according to Cook, who credits the revised configurator with streamlining the sales process. “A partner that has an approved deal registration will get the uniquely best price first time in the tool,” she says. “It helps our partners be more responsive to their customers.”

Self-serve tools that improve operational efficiency for partners remain an ongoing priority, according to Cook, who emphasized as well though that Dell tends to be sparing about modifying its partner program.

“Less is more in the way of trying to make wholesale changes to the program,” she says. “We consciously try and be very consistent and predictable to our partners.”

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