Channel chiefs, Channel partner events, Channel partner programs, CSPs, Enterprise

Dell EMC’s CSP Partner Program: Dell Financial Services Provides CapEx, OpEx Secret Sauce

David Trigg
David Trigg
Jay Snyder

After launching a unified global partner program earlier this month, Dell EMC continues to enhance various pieces of the puzzle.

The latest move involves more support for service providers -- including communications service providers, cable multiple system operators, hosting/co-location providers, public cloud providers, vertical market cloud specialists, and consumer webtech providers, Dell EMC said.

Take a closer look and you'll discover that Dell EMC is investing in a Cloud Service Provider track to offer predictable, revenue-based rebates; enhanced rewards when partners sell across the cloud and solution provider tracks; and more marketing support.

Moreover, Dell EMC is building out a service provider solutions engineering practice. Initially, the practice will focus on network functions virtualization (NFV) solutions -- principally for communications service providers, the company says.

But longer term, watch for Dell EMC to expand its engineering support for mobile operators, including virtual evolved packet core (vEPC) efforts with Affirmed Networks and virtual IP multimedia subsystem (vIMS) developments with MetaSwitch Networks. Dell EMC also expects to introduce validated vCPE/SD-WAN systems with Versa Networks, the company said.

Leveraging EMC's Service Provider Heritage

Dell didn't have to build the CSP practice from scratch. The EMC side of the house, in particular, has longstanding relationships with big service providers.

Fast forward to present day, and familiar EMC names like Jay Snyder (senior VP, global alliances and service providers) and David Trigg (global VP, market development and service providers) lead the combined Dell EMC service provider charge.

Dell EMC had roughly 200 partners in the CSP program at the start of this fiscal year, and is expected to reach somewhere around 300 partners this year, Snyder and Trigg indicated during a call with ChannelE2E.

The overall effort already has a "multi-billion dollar" run rate, with double-digit growth expected every year for the next three years, Snyder indicated. Moreover, the engineering team is now developing products specifically for CSPs, Trigg added.

Secret Sauce: Dell Financial Services

But here's the thing: Service providers, just like their end-customers, increasingly consume IT hardware and software on an OpEx basis rather than a CapEx approach. That's where Dell Financial Services enters the picture.

Indeed, Dell Financial Services is "an asset unlike anything we've had before," asserts Trigg, an EMC veteran. "We know service providers are moving to different pricing models and consumption models. It's an area where we're working very closely with" Dell Financial Services.

During Dell EMC World in October 2016, Michael Dell touched on this shift from CapEx to OpEx within the enterprise IT market. Just like Snyder and Trigg, he pointed pointed to Dell Financial Services' ability to assist partners and customers with their OpEx financing needs.

CSP Competition Looms

Of course, Dell EMC's rivals are making similar moves.

Cisco Systems, in particular, has longstanding relationships with massive service providers and emerging CSPs. The networking giant has introduced multiple as-a-service and OpEx financing models for partners. Areas to track include Cisco Easy Pay and Open Pay Hardware Financing.

Back at Dell EMC, the new CSP partner program enhancements are available immediately.

Joe Panettieri

Joe Panettieri is co-founder & editorial director of MSSP Alert and ChannelE2E, the two leading news & analysis sites for managed service providers in the cybersecurity market.