The VAR Guy

Changes appear imminent within Dell’s channel partner program, and they’ll take effect on February 1. The two-part question: Are they super-small, isolated tweaks? Or is something bigger going on? Alas, The VAR Guy is having a difficult time finding answers. But here’s the chatter so far.

Dell Channel Chief Greg Davis says the company is exploring a range of new partner initiatives, including IT certifications for health care and federal government partners. Davis also says changes are coming to Dell’s deal registration system, which currently doesn’t accept engagements valued at under $50,000. For more, check out a podcast with Davis hosted by our sister site, MSPmentor.

Is Dell facing a partner revolt? Not really. But a few VARs allege that customers who buy direct from Dell receive better pricing than solutions providers. Now, Dell has a memo to help communicate its pricing policies to partners. Here’s a look.