PCR Tech and IT retail, distribution and vendor news
Dell has stressed that it will not operate a revenue threshold when it comes to its Certified Partner channel scheme, allaying fears of some partners.
The new partner level, as reported on by PC Retail last week, will see co-operative marketing and new levels of favourable pricing for those that qualify.
It revealed that it intends to ‘promote’ several hundred of its 10,000 registered partners over the coming months, with it expected to unveil the first of those within the next few weeks.
Speaking to CRN, vice president of EMEA channels at the vendor, Josh Clamen said that the new tier requires no revenue threshold or mandatory training on Dell’s equipment – although it will require completion of qualifications from CompTIA and Skillsoft. He did, however, reveal that partners will have to commit to four consecutive quarters of enterprise business and demonstrate that 40 per cent or more of their revenue comes from services.
It was further elaborated on by EMEA marketing director Michael Buck. Speaking to Doug Woodburn, he said that the vendor was already ‘in discussions with the channel’s big names’ and that it would ’embrace solution providers with annual sales of $3 to $4 million’ (£1.5 to £2 million).
"If a partner has additional specialisation in a solution or vertical category, that is more interesting than the partner’s size," he explained. "If someone knows how to sell virtualisation solutions into finance, this is an expertise we could not replicate because it is not scalable."
