Dell channel partners adopt ecosystems, industry focus – TechTarget

The forecast for Dell channel partners calls for ecosystem collaboration, as-a-service offerings and a vertical-market orientation.

That’s the word from channel and industry executives speaking at the annual Dell Technologies World conference, held this week in a digital format. In February, Dell refreshed its global channel program, offering new VMware sales options and an Incentive Center for a centralized view of rebates and other financial benefits. The company also unveiled an Online Solutions Configurator for pricing and quoting.

Dell Technologies global channel chief Rola Dagher emphasized partners taking “an ecosystem approach” to working with customers as a key priority going forward.

As customers focus on achieving business outcomes, they frequently engage more than one partner, Dagher said. A single product or technology is not enough to meet client objectives.

In addition, distinctions among different channel business categories become less important within ecosystem efforts.

“The lines between partner types are blurring,”

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