Partner Direct Community

• HP Favors CDW in Latest Announcement

  Fri. Aug. 08, 2008
  by Amie Paxton, Channel Community Manager

  We’ve learned via a memo leaked to CRN that HP has moved to strengthen ties with its biggest vendor, CDW. The Web is full of chatter as the channel weighs in and discusses the ripples this will create for smaller HP SMB solution providers.

  For example, The VAR Guy asks about the perception of trust. Dell has been under the microscope since the launch of its PartnerDirect program, with many questions focused on our trustworthiness. Now, you have a channel program that’s known for its longevity and, as The VAR Guy calls out, “perhaps those solutions providers should worry more about a potential betrayal by Hewlett-Packard.”

  I asked Greg Davis, VP of Americas Channel Group, for his perspective on this turn of events. Here’s his take:

  “It is clear that HP sees greater value in CDW and continues to invest millions of dollars to advantage CDW over traditional solution providers.  We are committed to drive value to our network of solution providers.  Our partners work with Dell to take advantage of our build to order model, custom configuration capabilities and lower operating cost to compete with CDW.  While HP is walking away from these partners we are embracing them and adding great value.”

  This HP deal seems to run counter to what Dell is creating with PartnerDirect, which is a simplified solution and relationship with our channel partners. With Dell, our partners and their customers are our customers, if you go with HP/CDW, can you be sure whose customer you are?
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• You're Invited to Blog for Dell PartnerDirect

  Fri. Jul. 18, 2008
  by Amie Paxton, Channel Community Manager

  Dear Dell Partner,

  I'd like to invite you to take part in our Dell Channel Blog. The blog is designed to be an open forum for the greater PartnerDirect community. That's why at anytime, you're welcome to submit a guest post.

  By creating a guest post on the Dell Channel blog, you can:

  · Share your perspectives with other partners, vendors, Dell Channel team members, industry analysts and the public at large.

  · Offer expert advice on Dell's latest products, technologies and services.

  · Promote your case studies that might benefit the PartnerDirect community.

  · Spark a discussion on almost any topic, from general best practices to specific trends.

  · Help shape the future of the PartnerDirect program.

  Posts should be approximately 150-250 words, and submitted to Amie_Paxton@Dell.com. Please feel free to contact me if you have any questions about blogging.

  Thank you in advance for your time and participation,

  Amie Paxton

  Dell Channel Community Manager
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• PartnerDirect – Are We Making Strides Yet?

  Mon. Jul. 07, 2008
  by Amie Paxton, Channel Community Manager

  In a recent article on SearchITChannel.com, Colin Steele questioned the progress of our PartnerDirect program. I really like Colin and respect his fair coverage of Dell’s channel strategy -- in particular, he's reinforced the value of our social media initiatives and how we're giving Partners a voice in all of our decisions. However, this article also emphasized the need for improvement in our partner training programs, along with other "complaints" popping up in our partner communities. These definitely need to be addressed and we’re doing exactly that.

  First off, a Dell Partner noted that our online training and testing was "laborious." This is the second time I’ve read a comment like this, so I’m curious: What would the ideal training program look like? We are always looking for Partner perspectives on how to make our training a better experience. If you have any thoughts on this, please comment here!

  In addition to training programs, Colin mentioned the problems being discussed across our online communities (our PartnerDirect forum, Channel blog and PartnerStorm). But this is the risk we take in seeking partner feedback in a public forum. It's inevitable that issues are going to come up -- no one is perfect. Through interactive exchanges with our partners, Dell is able to find out exactly what we need to do to improve our program.

  Basically, the Dell channel program is a work in progress, and we're excited to see all the talk about it within our own forums and across the IT marketplace. We've learned a lot in seven months, and look forward to seeing what the future brings.
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• Tag Transfer Process Under Review, Your Feedback is Needed

  Thu. Jul. 03, 2008
  by Anita Shaw, Channel Project Manager - PartnerDirec

  Dell is always striving to improve our processes to benefit our Registered and Certified Partners.  As a result of this effort, we are reviewing the current Transfer of Product Ownership (Service Tag Transfer) process.  We are gathering customer experiences and suggestions in hopes of improving the Service Tag Transfer process.  Your feedback is critical to our success, and we ask that you please take a few moments to respond to our survey. If you have any more feedback about this process and would like to elaborate more, please comment here or on the PartnerDirect forum.  We are extremely excited to partner on this adventure with each of you.
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• Just what are you looking for in a channel program?

  Mon. Jun. 30, 2008
  by Jeff S. Johnson, Enterprise Strategist

  It seems to me that one of the things Dell does really well is listen to customers. So as I enter my fifth week working in the Dell channel, I’m starting to see why we developed the kind of channel program we did.

  What I’ve heard is this: It is harder than ever to be a channel partner with most companies. The average channel program is complex, hard to manage, and difficult to track. There is some hesitancy in sharing deals, because you never know if your vendor will undercut you. And since everyone sells the same brands, the price wars are having a real impact on profitability.

  So you’re asking for a program that is simpler to administer, that lets you spend less time on the program and more time with customers. You want your vendor to help win more deals, not compete with you. You want your vendor to work to increase your profitability and efficiency. And you want the coolest brands with the latest features.

  Do I have this right? Am I missing anything?
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