New Marketing Tools to Help Partners Drive Customer Transformation

This year, we are accelerating our incredible momentum from 2017 by focusing on the four critical transformations impacting our customers: IT, Digital, Security, and Workforce. To further enable this acceleration, at the recent Global Partner Summit in Las Vegas, we launched powerful new marketing tools, trainings and materials, created with you—our partners—in mind and based entirely on your feedback. I encourage you to leverage these exciting new resources to enhance and invigorate your marketing and sales efforts:

Cheryl Cook on stage at Dell Global Partner Summit 2018

Elevate Your Consultative Skills with the New IT Transformation Campaign

In today’s fast-changing world, your customers know they need to embrace Digital Transformation and evolve to stay competitive—it’s not a question of if, but when. IT Transformation is a key enabler of wider Digital Transformation, and as Dell partners with access to solutions across the Dell Technologies family, you are uniquely positioned to guide your customers through this transformation and become their “go-to” technology consultant. We listened to your feedback and leveraged our own campaign—as well as a $1.5 investment in third-party industry research—to develop a comprehensive partner IT Transformation campaign to help you drive engagement and make IT Transformation real for your customers.

The campaign tells a complete, captivating story which positions the strategic value of our ISG portfolio and connects all of our ISG demand generation campaigns. Further, the IT Transformation Campaign enables your sales team to elevate the conversation to business outcomes, versus products or solutions, to drive consultative-led selling. Developed from the perspective of the buyer’s journey, the campaign delivers connected content at each step of the journey, and supports your customer nurture objectives while engaging potential prospects through digital interaction. Within the campaign, you can map technology to actual use cases and provide tangible, evidence-based assessments to further strategic conversations specific to each customer.

Within this campaign, you can also align your infrastructure services with your business services as the application experts in your customer proposals. And, of course, the option is available to sell Dell Services.

To make this content easy to access and launch, we have created a new campaign within the Digital Marketing Platform, and your sales teams can access a wealth of content and supporting activation components in the Knowledge Center, all of which is available on the Partner Portal. You can also view the campaign video for additional details.

Tell the Dell Technologies Advantage & Transformation Stories

We have created a compelling story to help sales teams understand the full power of our Strategically Aligned Businesses – and now they are available to all of our partners. These videos position the value of IT, Digital, Security, and Workforce Transformation to your customers, including how to realize business outcomes by leveraging the end-to-end portfolio of Dell Technologies:

MyRewards Incentive Platform

To incentivize your teams, we launched MyRewards, a new, points-based reward program for Sales Representatives and Systems Engineers at Dell Solution Providers globally* with exciting features including:

  • Intuitive, easy-to-use platform with simple navigation and personalized, engaging content
  • Simple express sales claiming to save time and earn points faster
  • Bigger, better promotions with additional benefits as partners advance from Level 1 to Top Achievers
  • Thousands of rewards including virtual prepaid cards, merchandise, events and travel experiences

Learn more about MyRewards and review the enticing Q2 promotions on the Dell Partner Portal Incentives Page, and you can register here.

New Solutions Competencies

We continue to introduce new Solutions Competencies within the Dell Partner Program to educate your sales teams on the new emerging trends in technology. At GPS, we announced the new Internet of Things (IoT) Solutions Competency, which joins our previously launched Competencies in Software Defined Infrastructure, Hybrid Cloud, and Connected Workforce.

Additional Solutions Competencies will launch soon, to further align our education programs with our marketing platforms and resources.

Continual Improvement

We have done all these improvements with your success in mind and will continue to enhance our marketing tools, including the Digital Marketing Platform, Marketing Institute and Product Syndication.

As always, we welcome your feedback and look forward to sharing another incredible year.


*The MyRewards platform excludes Greater China, Russia, and Poland, and Authorized partners in EMEA. US Federal, OEM, GSI, and Distribution partners are not eligible for the MyRewards program.
Cheryl Cook

About the Author: Cheryl Cook

Senior Vice President at Dell Technologies, Cheryl Cook spearheads development and strategy for the Global Partner Marketing organization. Beyond her main global responsibilities for branding, partner program marketing, channel events, partner communications and MDF/BDF program investments and execution, Cheryl drives long-term partner marketing strategy, together with Global Alliances, OEM, and global and regional business teams. A vocal advocate for the partner community, Cheryl is a 20+ year partner veteran, known as an innovative, collaborative leader who creates compelling business solutions that accelerate partners’ success. Prior to her current role, Cheryl served as Vice President, Global Channels and Alliances, leading channel strategy for the company worldwide. Her responsibilities included setting Dell’s partner strategy company-wide, as well as developing and executing channel programs, training, certification, and global marketing programs that enabled partners to grow their business with Dell. Cheryl and her team contributed to the growth of Dell’s global channel business from 33% to over 40% of Dell’s total revenue. Prior to running Dell’s channel business, Cheryl served as Vice President of Enterprise Solutions, where she was responsible for the go-to-market strategy and execution for Dell storage, server, networking and related software businesses. Cheryl has more than 25 years of IT and high-tech experience. Before joining Dell in 2011, Cheryl was Senior Vice President at Nuance Communications managing sales across all lines of business. She also served as Senior Vice President at Sun Microsystems with global responsibility for $6B in enterprise solutions revenue. A contributor to Fortune Magazine’s 50 Most Powerful Women’s community, Cheryl is an active proponent of women in business and technology. Cheryl is the founder and executive sponsor of the Dell Technologies Women’s Partner Network, an initiative that supports and empowers our community of women partners. Cheryl also contributes to Dell’s Women in Action and Dell Women's Entrepreneur Network. Honored by CRN numerous times as one of the Power 100 Women of the Channel, 50 Most Influential Channel Chiefs and Top 100 Channel Sales Leaders, as well as Channel Partners Top Gun 51, Cheryl serves on the board of directors for ARC Document Solutions, is a member of Channel Focus Club 50 and holds a Bachelor of Science in Computer Science from the University of Florida.