March 2009 - Dell Channel Blog

(Posted on behalf of the Dell ISV team)

Dell recently announced the Dell ISV Partner Program which enables ISVs (Independent Software Vendors) by offering systems management toolkits, technical documentation, integration guides and engineering support.  We’re very excited about the ecosystem we are building with the Dell ISV Partner Program’s system management vendors as they integrate their tools with Dell’s platform manageability to help reduce IT complexity.

Currently Dell has 12 ISV Certified Partners, including the industry’s most recognized vendors, certified on 20 systems management applications with over 100 Registered ISVs and 20 additional IT management products in the certification pipeline. Dell empowers customers to get the most out of their IT environment through tightly integrated third-party systems management tools that simplify deployment, monitoring and update of Dell platforms.

Customers recognize the value of choice and flexibility with integration in a standards-based systems management framework. The ISV Partner Program enables leading systems management vendors to seamlessly integrate Dell platform management into their tools. The integrated functionality is then tested and certified by our engineers.

Dell invites ISVs (Independent Software Vendors) to join us in transforming the way customers deploy, utilize, and experience technology. The ISV Partner Program offers global Independent Software Vendors access to Registration, Dell systems management toolkits, technical documentation, integration guides and engineering support through Dell PartnerDirect.

To become a member of the Dell ISV Partner Program, the first step is to participate as an ISV Registered Partner. More information on Dell ISV Partner Program requirements, benefits, and support is available at http://www.dell.com/partner/ISV.

Feel free to talk to us via the comment section on this blog and we’ll answer any questions around the ISV launch. Thank you.

As discussed last Wednesday, Dell’s next-generation of PowerEdge servers are grounded in the Simplify IT principles. In that blog posting, we included a video that talked about the new embedded systems management capabilities. We also mentioned how Dell, inspired by our users, re-designed the hardware itself to reduce deployment and administration time. Both these areas of features and capabilities will offer tremendous benefits to you. Offering simplified technology to you customers’ can save you time, make you more efficient and help increase your customers’ satisfaction.

Today, in conjunction with Intel announcing their new “Nehalem” processors (now known as the Xeon 5500 series), we unveiled details behind the five new Dell PowerEdge servers. In addition to the embedded systems management and enhanced hardware ergonomics, these servers reset the Dell PowerEdge Virtualization performance and Power/Thermal efficiency bar.

The new Intel Xeon 5500 series processors, embedded hypervisors, up to 125% increased memory footprint and more integration I/O enable these new servers to offer better overall systems performance and virtual machine per server capacity compared to previous generations.

For more details on the five new servers, including co-brand ready sales and marketing materials and sales/technical education materials, registered and certified partners should check out the PartnerDirect Solution Center.

Thanks

Ryan Shopp

Global Channel Marketing – Server/Storage/Software

Today, Dell announced some exciting additions to our portfolio of servers and storage platforms. Complimenting this, Dell also unveiled our new enterprise systems management software, Dell Management Console.

These additions are grounded in our commitment to offering our partners products and solutions that are simplified. Simplified technology saves you time, saves your customers (and you) money and helps you be more effective in keeping your customer satisfied.

As part of our server platforms, Dell is introducing a variety of user-inspired hardware ergonomic enhancements and new embedded systems management capabilities that will help you more efficiently deploy and administer servers for your customers. The below video highlights these exciting new capabilities through an interview led by Sean Phelan, the Director of the Advanced Solutions Group for our American Channel Partners. The video also talks about the unique approach Dell has taken with our new Dell Management Console.

The Dell Management Console is an exciting new addition to our portfolio that supports Dell and non-Dell hardware including servers, storage, client, printers and networking products while offering a modular architecture so you can use the base capabilities (software included with your Dell servers) or add-on, advanced functionality based on your customers needs. A new whitepaper is now available on PartnerDirect that highlights how a comparable solution from one of our competitors requires nine consoles versus Dell Management Console’s one (again, simplified technology to help you be more effective). This solution was co-developed with our strategic partner Symantec on Altiris’ Enterprise Management Solution which you may already be experienced with. In association with this newest member to our Dell OpenManage portfolio, a new PartnerDirect ISV partner program is now available to Independent Software Vendors (ISV) or channel partners who develop software products/solutions for managing and monitoring IT infrastructure.

Dell also continues to extend and enhance its iSCSI storage portfolio with the introduction of the EqualLogic PS6000 series. The new PS6000 series offers significant performance improvements and a variety of software enhancements for Microsoft Hyper-V and VMware’s vStorage initiative to complement existing integrations with Microsoft Exchange, Microsoft SQL, VMware and Citrix XenCenter.

For more details on each offering, including co-brand ready sales and marketing materials and sales/technical education materials, registered and certified partners should check out the PartnerDirect Solution Center. Also, stay tuned, more details will be coming specific to the new PowerEdge servers next week.

Thanks

Ryan Shopp

Global Channel Marketing – Server/Storage/Software

On March 24, Dell will sell select small business products through two major distributors—Ingram Micro and Tech Data Corporation. In response to Partner feedback, Dell is enhancing its PartnerDirect program and expanding Partner choice by offering select Dell products exclusively to the Channel in the U.S. through distribution. These products will be available via the same distributors in Canada later this spring.

“Our goal is to have a broad range of Dell products widely available, so partners can most effectively meet the needs of their customers, deliver value and grow their businesses,” said Greg Davis, vice president and general manager, Dell’s Global Commercial Channel group. “Our partners value our custom configuration capabilities, but there are times when customers need products on very short notice. This agreement demonstrates our commitment to the channel as we evolve our program based on partner feedback.”

What does this mean for Partners?

This distributor relationship helps you provide accelerated product delivery to customers with pressing technology needs. We’re essentially increasing customer choice by offering Dell products through multiple routes-to-market: direct, PartnerDirect and distribution. At launch, Vostro systems are the initial products available through the distribution agreement. In the near future, we will be offering a greater choice in products from different product lines.

As we’re increasing our flexibility to offer products on demand, you will still have access to Dell’s full, build-to-order product line that serves more than 35,000 Registered Partners worldwide via PartnerDirect.

What Can I Expect Moving Forward?

Products that Partners decide to purchase via distribution will be competitively priced with similar products available direct from Dell. As Partners, you do have options in the way your purchase Dell systems and distribution can help you receive your systems more rapidly.

Partner Resources

How do I assign warranty to the end-customer on systems purchased through a distributor?

The same process used today will remain in effect. It is up to the reseller and/or the end-customer to re-assign the service tag to the end-customer in order to receive service and support. The reseller or end-customer can do this by:

1) Going online at www.dell.com/support and click on Warranty Information, followed by Ownership Transfer. Fill out the form and Dell will be able to update its records so that the end-customer can call in for support.

2) Calling Dell’s Customer Service team at 1-800-624-9897 and informing them you would like to transfer the Service Tag of a recently purchased system over the phone.

More Questions? We Can Help You.

Please visit www.dell.com/partner/distribution to read more about this program. When you are ready to purchase these specific products, you can contact TechData or Ingram Micro directly.

As Dell is moves to multiple routes-to-market (direct, PartnerDirect, distribution), this distributor relationship helps Dell to expand customer choice, provide flexibility, and offer accelerated product delivery to most Partners and their small-business customers who have immediate technology needs. We’re here to help with any additional questions or comments that you may have regarding this distribution announcement.

Scott Bicheno, of Hexus.channel, recently sat down with Dell’s Kathy Schneider, EMEA Channel Marketing Manager, to discuss the first year of Europe’s PartnerDirect programme. In Kathy’s informational interview, she highlighted PartnerDirect’s milestones, programme simplicity, deal registration, partner feedback and the latest organizational structure under Greg Davis’ leadership.

While we’ve recently formalized our PartnerDirect programme, and made it available across the globe, Dell has been working informally with channel partners for years. By creating PartnerDirect, we’ve enabled 15,000 partners to work with Dell as Registered and Certified partners. Via programme simplicity, value-add through the PartnerDirect portal, marketing materials and deal registration, we’ve been able to grow our partner base substantially and incorporate ongoing feedback delivered by our partners worldwide. In return, our programme efforts such as deal registration have allowed over 8,000 partners to engage with us, share information and win business.

In closing, Kathy makes a great point about Dell’s latest global organizational changes as she comments about Greg Davis and his leadership. Kathy notes that this recent organizational change allows Dell’s channel team to respond to partners more quickly by understanding what they buy versus their location. With a more holistic approach, Dell’s channel program is maintaining its momentum and Dell leaders, like Kathy, will continue to inform our partners with programme updates and feedback.

To listen to Kathy’s interview, click here to visit Hexuschannel