Dell Channel Blog

This week we announced the Enterprise Architecture Partner of the Year Awards (Note:  Login to the Partner Portal before linking to read the announcement). Congratulations to the winners:  (National) GreenPages, Open Storage Solutions and Nviron and (Regional) Corporate IT Solutions, Syscom Technologies, Keep IT Simple, Eagle Software and OPUS Consulting Group.

Looking back at the nomination award forms, I see a number of common threads.  First, these partners lead with Dell solutions to their customers, solving their critical business challenges using a consultative approach from needs assessment right through to planning and deployment. Second, despite encountering initial bumps in the PartnerDirect program road and challenges engaging with the Dell direct account team, these Partners persevered by staying the course – building relationships across all the Dell lines of business and customer segments and by figuring out how to best work together with the Dell Channel and direct account teams teams to grow their businesses.  And, third, these Partners fully utilize Dell Certified Partner resources by participating in Dell training programs, holding lead generation, tradeshow, and solutions events, scheduling Call Blitz Days, and passing along incentive and promotion opportunities.  In some cases, this level of engagement has earned Partners significant--even high double-digit growth year over year.

Having personally called each of these Partners to notify them of the award, I can tell you they were all very excited to be a “Partner of the Year” and looking forward to leveraging this recognition in their marketing efforts and in the press.  Even more important, the awards are just one more way they’ve been rewarded for their willingness to work through challenges with us and take advantage of the Dell brand and market share opportunities.  That’s the secret in the sauce.