When computer business stated it would start a new channel program, many were not fazed.  But the recently released requirements of the computer business’ Managed Services certifications are making some small VARs concerned about being left out of the new program.  

Last week the computer business based in Round Rock, Texas finally started to lay out its plans for the new partner program.  PartnerDirect offers a deal registration plan, a new compensation plan for internal sales people and many of the similar offerings of other channel partner programs:  partner tiers; access to marketing collateral; post sales support; financing options; certifications.  

Many VARs were disappointed by Dell’s announcement because it seemed to be a plan not very far off from every other program, after months of anticipation about what exactly would be offered.  What was more shocking about the computer business’ plan than the details was how long it took to reveal itself.

However, some e-mails sent from Dell to a series of VARs provided some additional information about the Managed Services certification. The first surprising requirement is that one person within a partner organization needs to be a certified ITIL Practitioner or ITIL Manager.  The plan initially for the computer business was to offer ISO 20000, but Dell has stated this was a mistake.

Partners that offer managed services must also buy an MSP Quick Start with Audit package for $4,999, and those that are new to managed services must purchase the MSP Quick Start with Business Builder package for $8,999.

A series of other costs are involved in the partner program offered by the computer business and must be paid out of pocket, leading to the question … how can small VARs afford it and actually participate?  There are restrictions also on the number of systems VARs must deal with, which is 100 or more, once again leaving many small VARs – particularly those just starting out – out in the cold.

For more information about this computer business story, including responses from Dell and VARs, visit the attached link.

Blogged By:  Computer Consulting 101 Professional Kit