Dell unveils channel strategy

Vendor to launch scheme in the UK this February
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Dell last night took the wraps of its first official channel strategy, with the vendor announcing that it would be launched in EMEA, including the UK, this February.

The programme, which will be known as PartnerDirect, will be divided into two streams called Registered Partners and Certified Partners, with benefits including deal registration, credit terms and a dedicated website for partners.

Dell also announced that its direct sales team would be 'compensated' to avoid any internal competition among its departments.

Speaking about the launch, which will initially take place in the US from today, with Canada following on in January, Dell's vice president and general manager of the Americas channel group told the press: "Our partners around the world generated approximately $9 billion in Dell run-rate revenue in the past year alone, and we're collaborating to help partners grow and become even more efficient, profitable and competitive.

"We're 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 that's direct or through a partner."

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