Dell for Cloud services
IT Giant Dell has now launched a highly innovative "Partnership Direct Channel Program" to penetrate an untapped large nascent business of Cloud Services. The pilot program with partners has been on since April 2012 and Dell is now extending it to their entire Partner Direct community. Like in their other businesses Dell believes in reaching out to its clients before others get there.
Dell in its research has learnt that most customers were wary with regard to security of their data when the topic of Cloud Services came up. Interestingly customers seemed to be willing to obtain Cloud services from trusted IT partners; they have heard of or done business with in the past. Dell hopes to reach out to a very large target audience that would undoubtedly have requirements for Cloud Services in the private and corporate sectors. Dell would surely utilize their brand value and its instant brand recall to its fullest potential while addressing this emerging area.
Dell business pattern
Dell has two business models in the Partnership Direct Channel Program. Direct partners have the option of either reselling Dell's offerings or referring clients to the company directly.
In order to ensure highest levels of service, and in keeping with the standards of the company, partners would have to be certified in competency levels, when providing Dell's Cloud solutions and services.
Dell's Global Commercial Challenge team has, introduced a channel certification program called the Cloud Services & Solutions certification competency for channel partners, which partners are expected to certify in.
In providing cloud services and solutions while maintaining standards set by Dell and its partner's technologies, emphasis has been thrust on three special areas for partners: Cloud Builder, Cloud Provider and Cloud Services Enabler.
A Cloud Builder provides solutions and services in helping develop and design a cloud, according to the needs of their clients. A Cloud Provider is in charge of the smooth running of an NOC or Network Operating Center backed by Dell Technologies. Customers are provided with all the Cloud services and solutions Dell has to offer.
Infrastructure as a Service (IaaS), Platform as a Service (PaaS) and Software as a Service (SaaS) are some of the other services included.
A Cloud Services Enabler needs to identify, secure and integrate from multiple sources, appropriate sets of cloud technologies. The resulting cloud then needs to be managed by and through a set of services Dell's partners can now offer customers, a whole range of services and solutions that is backed by data centers, expertise and technologies directly from Dell. Dell wishes to provide its customers with multiple cloud computing solutions. Cloud continuity, Replication, Secure archives and Backup are some of them.
Realizing that partner requirements vary according to the business environment they are in across the globe, Dell has designed a structure that caters to multiple needs of their partners.
Most partners are really excited that Dell Cloud with VMware vCloud Datacenter Services could now offer their clients end to end solutions.
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