Dell EMC partners urged to pursue $14B midrange storage market

Dell EMC rolled out new SPIFs and support for partners that chase down midrange storage deals -- a top priority for the vendor going forward; other channel news from the week.

Dell EMC revealed this week it is bolstering its support and incentives for partners to pursue midrange storage deals.

In an online broadcast for Dell EMC partners yesterday, Dell EMC's president of global channels, John Byrne, said the company has identified the $14 billion midrange storage market as a top priority going forward. Jeff Boudreau, president of the Dell EMC's storage division, said the channel is responsible for about 70% of the vendor's overall storage business. Dell EMC currently has two products targeting the midrange market -- Unity and the SC Series -- and Boudreau said the next major releases for these products are slated for later this year.

To help incentivize Dell EMC partners, the vendor introduced four new sales performance incentive funds, which Cheryl Cook, senior vice president of global marketing at Dell EMC, noted will be globally available through the Partner Advantage Program. She said Dell EMC has also launched new sales guides through its partner portal, as well as sales tools and a refreshed midrange storage training program.

Kimberley DeLeon, vice president of global channels programs at Dell EMC, added the vendor's distribution community will see additional investments by the company in storage, including base rebates and "growth accelerators."

Apart from the storage-related announcements, company executives said in the broadcast it is addressing access issues that Dell EMC partners have experienced this year with the vendor's training program. DeLeon said Dell EMC expects to have "almost all of those access issues addressed" by Sept. 30. Training requirements will be waived for the second half of the year as a result of these issues.

Other news

  • Mercer, a human resources consulting firm and solutions provider in New York, has joined ServiceNow's sales and services partner programs. The arrangement lets Mercer deploy ServiceNow as a platform for implementing workforce offerings. Mercer, a wholly owned subsidiary of Marsh & McLennan Companies, also uses Workday as an implementation platform in the workforce solutions space, a company spokeswoman said.
  • AppOrbit, a San Jose, Calif., company that offers a technology platform for making enterprise applications portable, launched a partner program for systems integrators and value-added resellers. The company's current roster of services partners includes Capgemini, Ericsson, Infogain, Infosys, KPIT and Wipro.
  • Business software company Exact said the future merger of its Macola division and ECi Software Solutions, an ERP software provider, will not affect Macola's current business partner relationships or channel-led go-to-market strategy. "ECi supports our strategic direction, recognizes the importance of Macola's business partner network, and understands its vital role in the delivery of our solutions and services to customers," said Alison Forsythe, managing director and general manager of Exact, in an email. The merger is expected to close by the end of the third quarter. Terms of the transaction were not disclosed.
  • Security vendor Barracuda Networks expanded its Barracuda Backup technology to support replication to Amazon Web Services. Barracuda Backup's AWS replication is available now in North America, with plans to roll out globally.
  • OmniNet, a security-as-a-service platform provider, is partnering with Telarus, a master agent of data, voice and cloud services. The arrangement calls for Telarus to market OmniNet's cybersecurity offering across its network of cloud and connectivity sales partners.
  • Intermedia, a cloud business applications company, added new antiphishing features to its Email Protection product. The features include detection of several tactics used by spear-phishing campaign authors.

Market Share is a news roundup published every Friday.

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