For many years, in fact for most of Dell’s existence, it has had a distance (at best) relationship with local resellers. HP has been the primary leader in massaging and nurturing relationships with local consultants and helping them sell computers and other products and services to you.
Although, officially Dell has not courted local consultants, nothing prevented consultants from buying millions of dollars worth of Dell hardware on behalf of customers and installing them in any case.
Earlier this month Dell rekindled its lagging reseller relationship to embrace local technology consultants.
This is all part of Dell’s ship to sell via the “channel”. Going into Staples, it’s sometimes a bit shocking to see Dell computers in the Window.
Based on feedback from thousands of solution providers, new features developed for channel partners include:
- Access to a dedicated partner Web site at www.dell.com/partner;
- 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.com’s partner relationship management tool.
This new relationship wont’ affect your business directly, but it could affect, to some degree the computers your local consultant recommends you to purchase and/or resells to you.
Dell will have two levels of partners:
Registered Partner, which delivers basic benefits including logo usage; access to Dell’s partner Web site for online ordering, white papers, knowledge-base articles and marketing materials; deal registration, enhanced post-sale support and financing options.
Certified Partner, a designation 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.
Lastly, Dell, like HP will court these resellers to not just sell boxes but also sell critical services, especially managed services.
Dell’s press release reads by offering affordable 24×7 remote monitoring and management of a their entire IT infrastructure for both Dell and non-Dell products. Initially, managed service providers will be able to leverage Dell’s 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.