Dell channel in $10m windfall

News Christine Horton Nov 14, 2012

Dell rewards 4000 enterprise resellers with $10m worth of discounts

Dell’s (NASDAQ:DELL) European enterprise partners can expect an early Christmas present with the news the vendor has set aside a $10m pot of cash for them to spend on closing deals.

The discount fund will be available to any partner that has invested in Dell’s enterprise portfolio in the last five years. The individual amount will be based on the partner’s spend on Dell PowerEdge, Compellent, EqualLogic, PowerVault, PowerConnect Dell Force10 products. It will be applied via an additional discount of five percent on all enterprise orders placed between now and December 31 2012.

The move is in response to aggressive pricing in the market, says EMEA channel chief, Emmanuel Mouquet. “The market is tough; partners are struggling to get decisions made by end users,” he told Channel Pro.

“So we set aside $10m worth of extra discount, which we will distribute to every partner that has traded with us on enterprise products over the last five years. Based on how much business you have done, you get a percentage.

“The smaller partners will get $5000, but the biggest ones will get $100,000 or $200,000.”

Dell says partners can use the money to offer an extra discount to their customers or they can keep it to make more profit. However, they must spend the number by the end of December.

It’s basically extra cash for them to do what they like,” added Mouquet.

Partners were today sent an email from Mouquet informing them of the windfall. In Europe the figure is close to 4000 partners.

Image: Shutterstock

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