Crossing The Channel – The Integration of Dell Technologies Solutions

I recently attended the Dell Technologies Worldwide Leadership meeting and it was energising to hear the leadership team talk about the purpose, pride and passion that will underpin our business and technology solutions and how this will in turn help our customers and partners in 2020.

The key partner-focused presentations and talks from the meeting have been made available here and give a great insight into plans for the year ahead.

Our Guiding Principles

The Dell Technologies Partner Program operates under our 6 Guiding Principles. In 2020, these central tenets will continue to be at the cornerstone of how we work with our partner community.

  1. Channel partners are integral to Dell Technologies’ overall success in delivering an excellent customer experience.
  2. Dell Technologies commits to deliver a simple, predictable and profitable partner program.
  3. Sales engagement between Dell Technologies and our channel partners will include elements of deal registration, joint territory/account planning and teaming agreements. These are designed to build trusting, long-term relationships that result in satisfying our mutual customers.
  4. Dell Technologies commits that conflict will be managed and resolved with the highest level of prioritisation and transparency.
  5. Dell Technologies commits to offer comprehensive training and enablement to our channel partners for all Dell Technologies solution offerings.
  6. Dell Technologies commits to strengthening relationships with distributors to develop and enable a robust partner community.

The Dell Digital Way

The Dell Digital Way is the agile approach we’ve developed to deliver on our partner program guiding principles. It’s the way we do business with you, how we prioritises your business needs, develop the best solutions and simplify how you can work with us. These enhancements to our partner program will create a truly seamless end-to-end online experience for partners.

In the 2020s, data will be put to work like never before. Your customers will look to make their processes and procedures more efficient and find ways to realise real value from their data. To do this, they will need partners with detailed knowledge of their business and the expertise to leverage complex technologies for their advantage.

This partner-focused strategy ensures we deliver on our simple, predictable and profitable value proposition with dynamic deal registrations, integrated configuration and pricing and predictiable and intuitive administration. This fast, seamless process has powered growth in our channel business to deliver an amazing $52bn in orders over the past 12 months. We want to continue to make it easier for our partners to do more business with us.

Dell Technologies World Partner Summit 2020

The annual Global Partner Summit, taking place during Dell Technologies World, is a great opportunity for partners to learn more about our business, technology and solutions. From masterclasses to interactive labs and technical certifications, there’s something for everyone. I really encourage you to join me and my team in Las Vegas for a fun and educational few days. Head to to find out more and register.

About the Author: Shant Soghomonian