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Channel Perspectives: The Foundation Of Great Partnerships

Technology is going through a massive change, to which it’s even being called the fourth Industrial Revolution. As customers embrace new and emerging technologies, now more than ever, partners must act as trusted consultants. “We know at the crux of all of this is terrific consultative selling. Our partners are masters at this. They understand those customer environments more intimately than anybody else,” says Joyce Mullen, president of global channel, OEM and IoT solutions at Dell EMC.

Just like customers are turning to solution providers for trusted advice, partners expect that same level of trust from technology vendors. “We want to have a trusting relationship with our partners,” says Maureen Gaumer, senior director of North America channel marketing at Dell EMC. “We want to be able to say the hard things to each other and that builds trust. That builds a strong relationship.”

Dell EMC knows it’s critical to listen and incorporate its partners’ feedback at every turn. Mullen says, “Our partners look to us to live up to the promise of being simple, predictable and profitable. And, we strive to do that every single day.”

Dell EMC recently announced its new Partner Preferred Program, a partner-led approach in large, whitespace accounts. The program offers dedicated channel resources, joint sales planning to drive greater predictability, more competitive pricing with higher front-end margins and more.

“We’re going to be around a long time helping customers through these transformations,” Mullen says.

Learn More: Professional Services

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