As the future of #DellTechnologies business takes shape, @CherylCook reported that #Dell 's channel initiatives and share-gain aspirations are gaining momentum.
As Dell looks to close its pending #EMC buyout, the company has reported that its channel strategy is gaining momentum.
Speaking with SearchITChannel,the vendor's channel chief Cheryl Cook highlighted the inroads made during the first quarter. She also spoke to Dell's divestment of the software side of its business and the integration of Dell and EMC's respective channel communities under one partner program.
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Dell's global channel revenues, which currently accounts for more than 40% of the company's overall revenue, are building, Cook asserted. "We're growing in the channel at about three times the rate of the market right now. We've been sustaining that kind of momentum and growth for probably the last consecutive eight to 12 quarters," she said, adding that Dell is seeing double-digit growth inNorth American distribution, as well.
Cook also noted that deal registrations are up 30% year on year in North America. As a consequence, Dell is paying out more rebates to its partners, with payout increasing 48% year on year. "We had over 43,000 deal registrations in North America, and globally they're up 20% year on year -- over 120,000 deal registrations just in [the first quarter] alone."
Dell introduced new partner incentive structures that aligned to its different business units and portfolios, such its client and traditional PC business and enterprise business, which includes servers, storage, networking, software and services. "Our client rebate payments grew 95%, and, in software, our identity and access management [IAM] payouts were up 150%," Cook said. She cited market research firm IDC's April 2016 report that revealed Dell had overtaken HP as the No. 1 vendor of PCs in the U.S for the first time since 2009.
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