John Byrne, Dell EMC President, Global Channels, has spoken of services as being the real pot of gold in the Dell EMC Partner Program. As the VP, Global Channel Services Sales, I of course love this, as it shines a spotlight on a critical component of our business.
Why Dell EMC Services?
Services is important to our collective business for a number of reasons, but most notably for:
- Driving long-term customer relationships
- Increasing account control
- Accelerating technology adoption
- Ensuring customer satisfaction
In short, including services (yours or Dell EMC’s) delivers more value to customers, and often drives the purchase of more Dell EMC products.
Understanding the Dell EMC Services Portfolio
Along with our expanded product portfolio, we also have a services portfolio that drives the rapid adoption and optimization of digital technologies.
- Consulting – Experts with proven strategies, planning, tools, and execution to modernize your customers’ data centers, ensure their business resiliency, and power their strategy with big data and the Internet of Things
- Deployment – Onsite and remote teams design, plan, install, configure, image and migrate data for new systems to better serve your customers
- Support – Award-winning proactive, predictive and personalized monitoring and maintenance help prevent downtime and maximize productivity
- Training – Optimize your internal teams through continuous learning and certifications that empower users with knowledge to successfully manage technology
Together, We Deliver Value to Customers
You have the power to help us expand customer reach and build deeper relationships.
Many of you have deep benches of skilled professionals, often with skills that span different vendors. As well, you also maintain close relationships with customers that we can’t engage every day. These factors help us expand reach and build deep relationships.
At Dell EMC, we have more than 30,000 services professionals across the globe with deep expertise, knowledge and best practices who are ready to work with you and your customers to ensure our technologies drive positive business outcomes.
In the Dell EMC Partner Program, You Choose How to Maximize Services Profitability
These complementary capabilities are the reason why we give you the choice on how to profit from services. You can resell anything in our Dell EMC Services portfolio and it counts towards your services rebate goals. Or, you can obtain Service Competencies in those areas where you have expertise and deliver services yourself. It’s up to you.
It’s exciting to see how you take advantage of this flexibility to grow your services business and likewise improve your status in the Dell EMC Partner Program.
For example, one partner in North America realized that by attaching Dell EMC Support with every product deal, (either ProSupport or Enhanced/Premium Support – depending on the product they are selling) they would reach their services revenue targets and receive the services rebate.
At the same time, a partner in EMEA with a strong enterprise storage business was struggling to take advantage of the rising demand for data protection. The partner maintained Services Competencies for Unity and XtremIO Deployment, and delivered those services themselves. However, by reselling Dell EMC Services for Data Domain, they were able to meet customer needs and stay on top of the changes in their market. And yes, those Data Domain Deployment services, along with Enhanced Support for Unity and XtremIO, count towards their rebates.
The examples are endless.
Yet, what is clear is that this flexibility allows us all to grow our services business and be more profitable working together.
As we continue forward together, we are taking steps to make it easier for you to understand our services offerings and where and when to best use them. We continue to work on integrating our services portfolio and look forward to providing an update during the upcoming, Global Partner Summit at Dell EMC World 2017.
Win Big with Services … Together!