As technology priorities evolve, Dell wants its partners to scale sustainably

ATUL MEHTA SENIOR DIRECTOR & GM COMMERCIAL CHANNELS, DELL TECHNOLOGIES

“At Dell Technologies, strengthening channel performance begins with creating profitable growth opportunities for our partners. We are focused on helping partners move beyond transactional selling toward higher-value engagements in areas such as AI, hybrid cloud, cybersecurity and modern workplace transformation. Through simplified programs, incentive-led growth models and solution-led opportunities, we are enabling partners to expand margins while delivering stronger customer outcomes. Our approach is centered on long-term collaboration, where partners can scale sustainably with Dell as technology priorities evolve. A key example of this is our continued VxRail Transition Program, designed to help partners guide customers from Dell VxRail environments to a modern disaggregated infrastructure aligned with the Dell Private Cloud. Through this initiative, partners can unlock greater profitability with incentives and rebates of up to 10%, while also benefiting from no-cost training, migration services, trade-in and try-and-buy programs, as well as flexible financial services offerings. This ensures partners are well positioned to help customers modernize with confidence while creating new revenue opportunities. Equally important is empowering our partner ecosystem with the right skills, tools and support. We continue to invest in structured training programs, technical certifications, sales enablement workshops and access to solution experts so partners can confidently engage customers across emerging technologies. With AI reshaping the market, we are ensuring our channel community is equipped to have strategic conversations around infrastructure readiness, data modernization and secure AI adoption. In addition, we provide marketing support, demand generation initiatives and dedicated account collaboration to accelerate go-to-market success.”