Tian Beng, whose appointment to the company’s senior vice president and general manager of Asia Pacific and Japan role was confirmed in November last year, stresses that most partners won’t have anything to worry about as the new program comes in.
“As long as they can achieve their current tier, and they do the required training, they will get appropriately matched to their new tier,” he said.
Dell EMC’s general manager, channels and alliances, Australia and New Zealand, Geoff Wright, suggests that, on the whole, the rollout of the new partner program should not present any major surprises to most partners. However, there may be some that end up in a tier they’re not expecting.
“There will be [surprises] for some partners, because you can’t talk to everybody,” Wright told ARN, stressing that he expects most potential surprises to be of the pleasant variety rather than the not-so-pleasant kind.
Some, however, might not be so lucky, with Wright suggesting that some historic partners, which might not have maintained their certification and investment in the program, and may have continued along at a single level, may find themselves in a less than salubrious tier when they switch over to the new program.
“When you do a review and a reset, the program is all about rewarding those partners with whom we’ve committed together and we’re investing together, and that’s the right thing to do,” Wright said. “So I don’t have a problem with those partners that may be feeling that things have changed.
“We’ve been out working with each one of our partners, giving them help to get as high up the tiers as possible,” he said.
Meanwhile, Tian Beng has flagged that the company will reveal a number of more specific details about the new partner program following its launch next month, including the rebates partners can expect to see under the new model and their new tiers within it.
“It’s been an exciting time, because we’re combining two large companies together and two large channel programs together, but I think we’re making really good progress,” he said.