Covering Disruptive Technology Powering Business in The Digital Age

“Individually we are one drop, but together we are an ocean,” said renowned Japanese writer, Ryunosuke Satoro.

These wise words ring especially true in today’s business world, where even the most formidable companies benefit from collaborating with the right partners. In an age of rapid innovation, access to advanced technologies, diverse perspectives, and the ability to adapt are crucial. Strong vendor partnerships, in particular, can serve as a catalyst for creativity and success by providing these crucial resources and fostering an environment of collaboration.

When it comes to the technology sector, for resellers, systems integrators and service providers looking for vendor partnerships it’s not always a simple decision. Finding the right fit to support your business and your clients requires a certain amount of due diligence.

Some of the areas worth thinking about include:

Finding the Right Fit: Not all partners are created equal. Incompatible cultures, misaligned goals, or lack of expertise can lead to friction and wasted resources.

 Conduct thorough due diligence. Research the partner’s track record, customer testimonials, and cultural fit with your organisation. Clearly define your goals and values beforehand and ensure they align with the potential partner’s offerings and approach.

Managing Expectations: Unclear roles, responsibilities, and communication channels can lead to confusion, delays, and unmet expectations.

Establish a formal partnership agreement with clearly defined roles, responsibilities, communication protocols, and escalation processes. Hold regular meetings to discuss progress, address issues, and ensure everyone is on the same page.

Vendor Lock-In: Overreliance on a single vendor can limit your flexibility, negotiation power, and access to new technologies.

Diversify your vendor portfolio by working with multiple partners for different needs. Importantly look for vendors that themselves have a wide ecosystem of cooperative vendors with whom they work.  In this way, you can tap into your flagship vendor partners’ own ecosystems.

Remember that building a successful vendor partnership requires ongoing effort and commitment. By acknowledging potential challenges and proactively implementing solutions, you can navigate the partnership landscape with confidence and unlock its full potential for growth and innovation.

Dell Technologies, with its robust partner program, epitomises the power of collaboration in driving innovation.

Dell Technologies recognises the pivotal role of local proficiency in forging partnerships. Consequently, a key element of their partnering strategy involves collaborating with distributors that boast a strong regional presence throughout Asia, enabling Dell Technologies to penetrate deeper into the partner ecosystem. A prime illustration of this approach is exemplified by their partnership with Ingram Micro, which possesses robust ties within the Asian partner community. Ingram Micro contributes significantly to enhancing Dell’s partnering experience by providing:

• Streamlined onboarding.
• Localised knowledge.
• Expanded availability of Subject Matter Experts for guidance.
• Collaboration and initiative for growth.

Not only will you have a distributor working hand in hand with you and Dell Technologies, but the program also grants you access to three key benefits that empower partners, old and new, to achieve greater success:

1. Flexibility: Building Your Way to Market

The Dell Technologies Partner Program acknowledges the need for flexibility in market engagement. It provides diverse options, allowing partners to choose the approach that aligns with their business model and customer requirements. Whether opting for a traditional transactional model or embracing a consumption-based approach via Dell APEX, the program accommodates various preferences. This adaptability extends to Dell Technologies’ extensive partner ecosystem, fostering connections and enabling partners to leverage each other’s expertise.

With over 90% of Dell Technologies partners operating multiple business models, the program showcases its flexibility in accommodating diverse growth strategies. Furthermore, 28% of Dell partners prioritise investing in new marketing capabilities, emphasising their commitment to expanding reach and impact.

2. Collaboration: Achieving Goals Together

Beyond flexibility, the Dell Technologies Partner Program cultivates a collaborative culture by uniting the expertise of Dell Technologies and Intel. This forms a dedicated community focused on success and inclusivity, transcending mere transactions. Dell Technologies actively supports partners’ visions, strengthening their market positions through meaningful human connections and a shared focus on success.

Recognising the power of human interaction, the program actively facilitates meaningful connections. Notably, 35% of partners stress the importance of demand generation, highlighting the value of collaborative marketing efforts. Additionally, statistics show that over 50% of workers rely on collaboration, with 75% considering teamwork essential for success.

3. Innovation: Fuelling Growth for a Brighter Future

Through Dell Technologies’ Partner Program, partners gain resources driving innovation, including cutting-edge Intel-powered solutions. This empowers them to implement groundbreaking ideas swiftly and precisely. The program encourages innovation investments, with 82% of partners reporting increased net profits within a year.

Innovation’s influence transcends individual endeavours; businesses that prioritise it experience a notable 16% increase in growth rates, demonstrating a substantial return on investment. Highlighting its significance, 33% of Dell Technologies partners identify customer success as a primary driver for new business, underscoring its positive effect on satisfaction and loyalty. Moreover, 79% of companies rank innovation among their top three objectives, cementing its pivotal role in ensuring long-term success.

What Do the Experts Say?

Let’s take a moment to hear from the experts themselves. These technology leaders and decision-makers have experienced firsthand the benefits of strong vendor partnerships with Dell Technologies:

• “By partnering with Dell Technologies, we have so many more opportunities than we had before.” Deborah Gannaway, Founder and Principal, DG Technology.
• “Dell Technologies offers a vast product portfolio, competitive pricing, a fair business model, customer-centric business practices and a very focused and successful partner team.” Raman Sharma, Vice President of Worldwide Sales, Stylus Networks.
• “Dell PC-as-a-Service is working really well with customers who are looking to save money and to utilise that money on bigger projects.” Blaine Castle, PCaaS Specialist, CCS Media.

It is evident that when your talent and expertise are combined with Dell Technologies’ resources and technology, you are creating a real impact for your shared customers. Together, with you and Dell Technologies, organisations are empowered to innovate and thrive.

Together, We Rise

Creating a prosperous future for your customers goes beyond technology; it demands collaboration, shared vision, and a commitment to innovation. Dell Technologies is not just a vendor; they are your dedicated partner in progress. With its collective expertise, your ideas will be unlocked to their full potential, empowering you to shape the future for your customers.

Strong vendor partnerships, such as with Dell Technologies, present substantial opportunities for innovation, growth, and success, unlocking your full potential whether you’re expanding your reach, exploring new technologies, or enhancing existing solutions.

Curious to learn more about the Dell Technologies Partner Program? Download the infographics below!

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