Dell to bring channel into named accounts

On Dell World Day 1, Dell said it will incent its direct sales team to work with the channel and move to a channel-led approach for named accounts.

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Dell Inc. announced a series of enhancements to its 143,000-member PartnerDirect Program on Day 1 of its Dell World conference in Austin, Texas. The enhancements, which are set to launch in North America on Feb. 1, include incentives to encourage direct sales to collaborate with the channel, and consolidation of the channel and direct sales teams, and a channel-led approach to named accounts.

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At the top of the list of changes are greater financial incentives. The company said that it will pay its direct sales staff a 20% "compensation accelerator" to help channel partners close deals with new customers around PowerEdge VRTX converged infrastructure, storage, networking and software products; thin clients; workstations; and SecureWorks security services.

Dell also announced that it will move to a channel-led approach on specific named accounts, which will eliminate the possibility of conflict with Dell's direct sales team, it said.

In November, the company combined its channel and direct sales teams within a single management structure within Dell to ease collaboration with its channel partners. Dell said that the consolidation would improve the company's go-to-market model and produce faster decisions around customer deals.

Dell said it will also pour five times more money into demonstration units for customer and partner testing.

In a statement, Cheryl Cook, vice president Global Channels and Alliances for Dell, said, “We are making a significant monetary investment to make it easier for partners to work with us and to encourage Dell sales representatives to partner with the channel like never before.”

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