Dell EMC has named Ingram Micro Inc., of Irvine, Calif., one of its key U.S. distribution partners for 2017. That designation, which deepens an existing relationship between the two companies, means Ingram Micro resellers will have access to the entire Dell EMC portfolio of products and services through the end of this year.
“Expanding our relationship with Dell EMC is a significant win for Ingram Micro and our channel partners, and a direct result of the continued success we have achieved together in the U.S.,” said Kirk Robinson, senior vice president for go-to-market programs at Ingram Micro, in a press statement. “We are excited to grow our relationship with Dell EMC and engage with them to sell the full portfolio of products in the new Dell EMC Partner Program.”
Dell EMC is the back office infrastructure division of Round Rock, Texas-based Dell Technologies combining the server, storage, and services assets of the former Dell Inc. and EMC Corp., which officially merged last September.
The new Dell EMC partner program, which debuted yesterday, includes a core set of authorized distribution partners. Those companies receive rebates based on the volume of hardware and services they sell, as well as market development funds every quarter that they can invest in sales enablement programs, headcount expansion, and demand generation campaigns.
Once named an authorized distributor, companies like Ingram Micro retain the designation for one full year. To remain in the program after that, they must meet preset revenue, services penetration, and training competency requirements.
Those rules are consistent with the overall direction Dell EMC has set for its new channel program, which it says is designed for maximum simplicity, predictability, and profitability. There is one set of tiers and qualification criteria spanning the entire Dell and EMC partner spectrum, for example, as well as a single deal registration site and portal, which is set to go live on February 20th.
Solution providers, cloud service providers, OEM partners, and other program members all qualify for rebates just like distribution partners receive. An automated rebate payment service shows partners what they’ve earned on a weekly basis.
“This week we combined two great programs into one extraordinary program. The launch of our Dell EMC Partner Program is a historic moment for Dell EMC and we are thrilled to have an exceptional group of partners by our side,” said Jim DeFoe, senior vice president of global distribution for Dell EMC, in Ingram Micro’s press release. “Our distribution partners are an integral component in this new program and we are pleased to have Ingram Micro as a key global distributor. We look forward to a successful relationship ahead.”
Tech Data announced yesterday that it’s been named an authorized Dell EMC distributor for 2017 as well.
Dell EMC plans to shorten its list of distribution partners for its 2018 fiscal year. The company will maintain relationships with a strategic set of global distributors as well as varying combinations of local distribution firms in specific countries. Details of which current distribution will remain in the program going forward have yet to be disclosed.
