#DellTechnologies this week has tightened #DellEMC 's strategic alliance with #VMware through a new distribution agreement. According to the vendor, top-tier Dell EMC channel partners now can procure VMware enterprise licensing agreements through Dell Technologies and earn benefits, incentives and revenue credits available in the VMware partner program. The aim of the tighter Dell EMC-VMware alignment is to make it easier for partners to combine Dell EMC hardware with VMware software in single deals, while also removing friction between Dell EMC sales reps and partners competing for VMware sales.
"The essence of this [distribution agreement] is really in response to very consistent feedback that the partners have shared both with VMware and their executives as well as us" at Dell EMC, said Cheryl Cook, vice president of global channels and alliances at Dell EMC.
The Dell EMC-VMware distribution option is available exclusively to Dell EMC's Titanium and Titanium Black partners in the U.S., Canada, Mexico, Brazil, the U.K. and France. Cook noted plans to expand the option to 25 more countries by February 2018. Additionally, partners in lower tiers will eventually see the option, she said. "The intent is to take it more global and through the rest of the partner community as soon as we can," Cook said.
Scott Miller, senior director of data centers at World Wide Technology (WWT), a technology and systems integrator and Titanium Black partner, said WWT was excited about the new Dell EMC-VMware distribution option.
"First and foremost for me, it really shows the new channel leadership in this Dell EMC entity and VMware were really listening to their partners' feedback," he said. "This change allows everybody to win. Mainly, the customer wins because they can procure an end-to-end software-defined data center contract all the way down to the infrastructure with VMware and Dell EMC from a sole source."
"It was a change that was needed," he added.
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