Channel partner programs, Channel technologies

Dell IoT Partner Program Engages Systems Integrators


Dell Technologies, as ChannelE2E expected, has expanded its Internet of Things (IoT) Solutions Partner Program to include systems integrators (SIs). Dell's growing IoT partner efforts are separate from the company's traditional channel partner program.

Still, the IoT partner program and traditional channel program have some similarities -- including tiered perks. The IoT program initially focused on independent software and hardware vendors. But the expansion toward systems integrators has been expected since earlier this year. Key SI partners include Action Point, Datatrend Technologies, L&T Technology Services and Mobiliya, just to name a few.

Dell isn't seeking to push into the sensor network game. Rather, the company wants ISVs and partners to build IoT solutions atop Dell's data center hardware. According to the company:

"This program expansion is reflective of Dell’s effort to build a holistic ecosystem of IoT solutions that span industries – from energy to manufacturing to transportation. With the addition of SIs, there’s now a broader selection of partners that can help customers navigate the fragmented IoT landscape, identify the right solution to address their needs and take projects from proof of concept to a robust deployment."

A growing number of companies are building IoT partner programs or closely associated ecosystems. Much of the work involves cloud platforms like Microsoft Azure IoT Suite, Amazon AWS IoT, GE Predix, Google Cloud IoTIBM Watson IoT Platform and Salesforce IoT Cloud, among others.

Meanwhile, Dell's expanded IoT partner program arrives one week before Dell EMC World 2016, a major gathering of customers and partners set for Oct. 18-20 in Austin, Texas. During the conference, the company is expected to explain how the Dell and EMC partner programs will unify and blend into a single program by February 2017.

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.