This year, we are accelerating our incredible momentum from 2017 by focusing on the four critical transformations impacting our customers: IT, Digital, Security, and Workforce. To further enable this acceleration, at the recent Global Partner Summit in Las Vegas, we launched powerful new marketing tools, trainings and materials, created with you—our partners—in mind and based entirely on your feedback. I encourage you to leverage these exciting new resources to enhance and invigorate your marketing and sales efforts:
Elevate Your Consultative Skills with the New IT Transformation Campaign
In today’s fast-changing world, your customers know they need to embrace Digital Transformation and evolve to stay competitive—it’s not a question of if, but when. IT Transformation is a key enabler of wider Digital Transformation, and as Dell EMC partners with access to solutions across the Dell Technologies family, you are uniquely positioned to guide your customers through this transformation and become their “go-to” technology consultant. We listened to your feedback and leveraged our own campaign—as well as a $1.5 investment in third-party industry research—to develop a comprehensive partner IT Transformation campaign to help you drive engagement and make IT Transformation real for your customers.
The campaign tells a complete, captivating story which positions the strategic value of our ISG portfolio and connects all of our ISG demand generation campaigns. Further, the IT Transformation Campaign enables your sales team to elevate the conversation to business outcomes, versus products or solutions, to drive consultative-led selling. Developed from the perspective of the buyer’s journey, the campaign delivers connected content at each step of the journey, and supports your customer nurture objectives while engaging potential prospects through digital interaction. Within the campaign, you can map technology to actual use cases and provide tangible, evidence-based assessments to further strategic conversations specific to each customer.
Within this campaign, you can also align your infrastructure services with your business services as the application experts in your customer proposals. And, of course, the option is available to sell Dell EMC Services.
To make this content easy to access and launch, we have created a new campaign within the Digital Marketing Platform, and your sales teams can access a wealth of content and supporting activation components in the Knowledge Center, all of which is available on the Partner Portal. You can also view the campaign video for additional details.
Tell the Dell Technologies Advantage & Transformation Stories
We have created a compelling story to help sales teams understand the full power of our Strategically Aligned Businesses – and now they are available to all of our partners. These videos position the value of IT, Digital, Security, and Workforce Transformation to your customers, including how to realize business outcomes by leveraging the end-to-end portfolio of Dell Technologies:
- New, on-demand webinar outlining how Dell Technologies provides the essential infrastructure for organizations to build their digital future, transform IT, and protect their information.
- Videos explaining The 4 Transformations – the same ones used to train our internal sales teams.
MyRewards Incentive Platform
To incentivize your teams, we launched MyRewards, a new, points-based reward program for Sales Representatives and Systems Engineers at Dell EMC Solution Providers globally* with exciting features including:
- Intuitive, easy-to-use platform with simple navigation and personalized, engaging content
- Simple express sales claiming to save time and earn points faster
- Bigger, better promotions with additional benefits as partners advance from Level 1 to Top Achievers
- Thousands of rewards including virtual prepaid cards, merchandise, events and travel experiences
New Solutions Competencies
We continue to introduce new Solutions Competencies within the Dell EMC Partner Program to educate your sales teams on the new emerging trends in technology. At GPS, we announced the new Internet of Things (IoT) Solutions Competency, which joins our previously launched Competencies in Software Defined Infrastructure, Hybrid Cloud, and Connected Workforce.
Additional Solutions Competencies will launch soon, to further align our education programs with our marketing platforms and resources.
As always, we welcome your feedback and look forward to sharing another incredible year.