ESG Blogs

Our final 2018 Award Winner is Hewlett-Packard Enterprise (HPE), and we’re finishing up the year on a high note. As you will see below, the introduction of the new GreenLake Flex Capacity for Partners Program is a game changer!

Always fun, we’ve had the chance over the past year to meet with the top IT channel leaders as they use the tools at their disposal (technology and product sets, program elements and options, resources, and teams) to gain attention from and drive business through IT partners of all types.

Lots of forward-looking going on at this year’s Dell Technologies World (DTW - the former Dell EMC World) with main stage focus on the promise of Digital Transformation and IT Transformation on the world of IT.

Of course, no IT event in 2018 would be complete without a discussion of the 4th Industrial Revolution, the merging of the cyber and the physical, and the impact of AI and machine learning on everything related to IT infrastructure, IoT, and beyond!

The ESG Channel Awards give us an opportunity to highlight partner-led companies that have invested in their partners; taking steps to help them do more deals, drive their top and bottom lines, and continue to solve customer problems quickly and efficiently.

Next up in our 2018 Award Winners is Trend Micro. Trend really went for it this year, focusing on creating new go-to-market programs with key alliance partners. This effort provides options for customers to consume Trend technology, and gives great flexibility to Trend Micro partners that shortens sales cycles and makes it easy to deliver a range of solutions that end-users want to buy.  

Next in our 2018 Award Winners is Dell Technologies. After bringing Dell and EMC together officially in late 2016, making sure that two different programs and partner bases merged and stayed relevant was key. Maintaining mindshare from the top IT partners in 2017 was a complex task, one that they pulled off with flair!

We’re back with the second in our 2018 Award Winners, companies that are climbing up the "line cards" and earning mindshare from the top IT partners serving growth markets. Hard work seems to pay off!

These awards allow us to share our thoughts on channel-focused companies that stood out over the past several months – and the steps that they took to help partners do more deals, drive their top and bottom lines, and continue to solve customer problems quickly and efficiently.

We’re baaaack! Once again, we’ve had the chance over the past year to meet with many IT channel leaders as they use the tools at their disposal—technology and product sets, program elements and options, resources and teams—in order to gain attention from and drive business through IT partners of all types. One thing that hasn’t changed is that companies are trying to make sure that they climb up the "line cards" and earn mindshare from the top IT partners serving growth markets. It’s a tough job, for sure.

It's surprising how many channel people we talk to that do not have a clear understanding of how their partners make money selling their products. If they do, they quite often don’t incorporate all the factors affecting partner profitability into their programs.

When we talk with our clients about the importance of a strong economic value proposition to support their recruiting and re-recruiting efforts, they report many of the same challenges:

• Why aren’t they more engaged?
• Why aren’t they pushing my new product line?
• Why does it seem we are doing all their work?
• Are we recruiting for the right profile with our partners?

OK - This title doesn’t refer to all the great, productive, and innovative products that the IT industry churns out with amazing regularity, and it doesn’t mean that the cloud will make technology products obsolete. It’s just that we have found that customers are a lot less concerned today with ‘what’ it runs on than ‘if and how’ it runs... and by ‘it’ I mean the complex infrastructure and solutions that deliver the business outcomes critical to their companies.

We came into Dell EMC World Partner Summit expecting a healthy dose of enthusiasm and energy, as personified by Scotsman and President, Global Channels John Byrne and his goal of becoming the #1 Channel company in IT. Well, that was delivered in spades, or should I say kilts, on the opening day of Dell EMC World in Las Vegas, when Partner Summit kicked off with The Red Hot Chili Peppers and the most rock-and-rolling bagpipers this side of the Atlantic.

90 Days Later – the New Dell EMC Partner Program is firmly in place

After getting the crowd of about 1,000 top Dell EMC Partners from around the world up on their feet and ready, John first recapped the highlights of the first 90 days of the new, combined Dell EMC Partner Program, brought together under the binding premise of “Simple. Predictable. Profitable” in order to drive growth, profitability, and deeper ongoing customer relationships through the Channel.