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Dell EMC ups cloud service provider partner program focus

15 Mar 17

Dell EMC has bolstered its Cloud Service Provider partner program and added a solutions engineering practice as it gears up for ‘significant’ scaling of its partner ecosystem.

The changes come just weeks after the vendor launched its newly combined Dell EMC Partner Program.

The service provider track is one of five tracks in Dell EMC’s partner program. The expanded track includes ‘strengthened’ partner compensation benefits, including predictable revenue-based rebates and access to both earned- and proposal-based business development funds; and enhanced rewards for cloud resale partnering between those in the Dell EMC Partner Program Cloud Service Provider and Solution Provider tracks.

Dell EMC says it is also increasing its sales and marketing investments, expanding the available sell-with and sell-out resources on behalf of service provider partners both globally and regionally.

It says partners can leverage the program to create differentiated cloud services, shorten time-to-market and accelerate time-to-revenue.

Tian Beng Ng, Dell EMC Asia Pacific Japan senior vice president and general manager of channels, says customers expectations of service providers are evolving as businesses transform for the digital era.

“The industry needs to adapt how services are created and consumed – they need flexibility and speed at a low cost,” Ng says.

“With our investment in the expanded service provider track augmenting the Dell EMC Partner Program, we are committed to assisting the service provider partners with the best technology and go-to-market support to quickly scale and offer differentiated services.

“As a result, we foresee an increase in their capability to meet the changing needs of their customers, be more competitive and growth their businesses.”

Dell EMC says the cloud service provider track features an expanded go-to-market engine, anticipating significant scaling of the partner ecosystem.

The vendor is also investing in a global solutions engineering practice to produce tested and validated systems for various service provider use cases. The practice will initially focus on network functions virtualisation solutions principally for communications service providers.

Sandeep Shirodkar, Dell EMC Asia Pacific Japan alliance and service provider business general manager, says the vendor aims to help service providers digitally transform their operations and delivery models with modern internal infrastructures using common, scalable and flexible building blocks.

“With our deep knowledge of the service providers’ environments, business requirements and partners, we can deliver best-in-class solutions – from hardware to platforms to fully validated systems.”

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