Dell announced this year that it would be offering a new program for solution providers by the end of 2007, but many are doubtful Dell will be able to pull it together.  The following 10 items are what many believe Dell needs to do in order to fully serve its solution providers and succeed at this new initiative.

1.    Top management will have to really build and enforce a true solution providers channel plan.  Because of all the structural, business plan changes Dell has presented in the past few years, someone in charge needs to make a decision about what will happen.

2.    Dell must hire a top-level channel executive from outside the company to lead the channel program.  This will mean going outside its own company.

3.    Dell has to listen to solution providers and let their ideas inform the plan for the program as well as actually be willing to make necessary changes.  

4.    The business needs to appropriately pay sales people for channel sales and pay them more than for direct business.  Solution providers need encouragement.  

5.    The company needs to get out on the street and actually spend time working with solution providers rather than stand back from a distance and delegate.

6.    Having solution providers summits will be necessary in order for Dell to figure out who partners are and how they work.  Similarly, Dell’s top executives have to meet with solution providers regularly so they can build trust with solution providers and help them rethink the company.   

7.    Dell has to work on deal registration and build a program that will work – with a conflict resolution clause.  Solution providers need to know where they stand.  

8.    Solution providers involved in the program have to be able to make money along with Dell.  Dell needs to offer a good discount program as a reward for partnering and also give solution providers a reason to recommend Dell to their clients and customers

9.    The computer business needs to move quickly with plans for the new program.  Dell is already taking so long to put together its program that the skepticism among solution providers is only getting worse and will be a barrier for partnering in the future.    

10.    Top executives have to really lead the construction and enforcement of Dell’s new strategy and bring it to the table clearly for solution providers so they have confidence in the program and want to be involved.

For more information on this story for solution providers, visit the attached link. 

Blogged By:  Computer Consulting 101 Professional Kit