Dell and its Partners are Reshaping Enterprise AI Innovation

Denise Millard Senior Vice President, Global Alliances, Industries, Partner Strategy & Programs at Dell Technologies

As Chief Partner Officer at Dell Technologies, Millard leads Dell’s partner strategy and vision, enablement, program design and experience. Her passion for connecting with customers and enabling sales and partner organizations has been a constant throughout her 25+ year career.

Effective collaboration is a hallmark of Millard’s leadership. During her decade in partner-centric roles, she launched partner and partner services programs, managed top partner relationships, and drove program enablement to support direct and partner selling motions. She played a vital role in the integration of Dell and EMC as a member of the Value Creation Integration Office focused on Go-To-Market integration and field readiness for the newly combined organization.

Intensely committed to developing the next generation of talent, Millard is a strong believer in mentorship and development. She is a long-standing sponsor and contributor to Dell’s Women In Action (WIA) Resource Group.

As AI transforms enterprise technology, partnerships are emerging as the key driver of innovation and growth. In this article, Denise Millard explains how Dell Technologies is empowering partners with AI-driven tools, strategic incentives and a unified platform to accelerate enterprise modernization.

As artificial intelligence reshapes the enterprise technology landscape, partnerships are becoming the defining force behind innovation, scalability and customer transformation. At this backdrop, Dell Technologies is reengineering its partner ecosystem through AI-powered platforms, strategic incentives and collaborative growth models. From accelerating cloud modernization to strengthening cyber resilience, Dell’s renewed partner-first vision signals a decisive shift toward a faster, smarter and more connected era of enterprise AI adoption.

The Inflection Point Is Now
Every technology cycle has a narrow window to act. We are in that moment. AI is actively reshaping how enterprises operate, compete and invest. The organizations that move decisively today will define the market of tomorrow. Those that wait will spend years catching up.

For Dell’s partners, this is not a challenge to manage. It is the biggest opportunity in our ecosystem’s history.

As customers consolidate, they are placing bets on fewer, more strategic partners who can guide them through enterprise AI adoption, cyber resilience and cloud modernization simultaneously. Partners who show up with the right solutions and expertise will win and retain those relationships for years.
That is exactly the position our partner ecosystem is built to occupy. Last year, Dell partners delivered double-digit growth across every line of business, a result that reflects both the strength of our ecosystem and the size of the market we are competing in together. The addressable opportunity sits at $6.1 trillion, with more than $4 trillion of that delivered through partners[ Source: Omdia, Global IT Opportunity, November 2025].

We are not slowing down. Today we are sharing the investments we are making to help every partner go further and faster.

Dell Technologies Partner Program 2026: Incentivizing & Rewarding What the Market Demands
Our program enhancements, launching in August, are built around rewarding the outcomes customers expect. AI adoption, cyber resilience and cloud modernization are no longer optional conversations. They are what every enterprise buyer is prioritizing right now. Our new incentives are designed to put partners at the center of those conversations and recognize them for winning.

Differentiated Rebate on Strategic Solutions
Partners selling solutions such as Dell Private Cloud, Dell Automation Platform, Cyber Resilience solutions, PowerStore, Z-Series networking, and premium Client+ products will be eligible for a new differentiated focus product base rebate. These are the solutions at the center of every enterprise modernization conversation and partners who lead with them will be rewarded.

Focus Accounts Incentive
One of the most consistent pieces of feedback we hear is that partners should be rewarded for deepening existing customer relationships, not just landing new logos. The Focus Accounts Incentive addresses that, recognizing line-of-business expansion in both named accounts and underpenetrated accounts.

Advisory & Systems Integrator Co-Sell Impact Recognition
Advisory and Systems Integrator partners are critical to enterprise transformation. They influence decisions long before a purchase order is written. We’re formalizing recognition of co-sell revenue, acknowledging the influence that these partners have on solutioning whether or not they transact it themselves, or work with Dell sellers directly on the final end user purchase.

The market is moving fast and so are we. These enhancements are designed to keep partners at the leading edge, complementing strengths and reflecting Dell's vision for how we grow with our partner ecosystem. 

A New Partner Experience: AI-Powered, Unified, Built to Move at Speed
The number one ask from our partner community has been clear for years: make it easier to do business with Dell. We heard it and built for it.

Over the past several years, we have been on a journey to deliver a simplified, standardized and automated partner experience. Later this year, we are launching our first modern partner platform. It will serve as a centralized, integrated suite that connects demand signals, sales collaboration, deal registration and pricing under a single unified partner account.

This is an agentic partner experience powered by AI at every stage of the journey. It is designed to reduce friction and give time back to the things that matter, including customer relationships and revenue-generating activity.

What that experience looks like in practice:

• Demand signals at scale: Dell delivered more than 200,000 demand signals to partners in FY26, predicting insights on the likelihood and timing of customer purchases and helping partners prioritize the right opportunities at the right moment.
• Deal registration enhanced: Automated deal registration with approvals in minutes, not days.  
• Dynamic, transparent pricing: Get to the right price faster with real-time account-specific and deal-based pricing, fewer email loops and sharper quotes from the start.
• AI-powered assistants: A new family of AI assistants guides partners through the full journey from next-best-action quoting to post-order support making solutioning, purchasing and account management more intuitive and self-serve.

The time saved by this platform is not just about efficiency. It is time that can be reinvested in customers, in building relationships and in the work that drives growth.

This Moment Is the Partner Moment
AI is creating an imperative to modernize and that imperative is arriving across every customer segment, vertical and geography simultaneously. Customers are not asking whether to modernize their infrastructure, rethink their cloud strategy or invest in cyber resilience. They are asking how fast they can do it and who they can trust to help them get there.

Partners who combine Dell’s end-to-end portfolio, supply chain advantage and global services with their own expertise and customer relationships are positioned to capture the opportunity. No other ecosystem can offer that combination at scale.

The investments we are announcing today in partner incentives, the partner platform and AI-powered tools are designed to make sure every partner can move quickly, compete sharply and let’s fuel the future, together.

At a Glance

• AI is the new enterprise operating model. The decisions organizations make in the next 12 months will define their competitive position for the next decade.
• Dell Technologies partners sit at the center of a $6.1 trillion addressable market, with more than $4 trillion delivered through partners, the single largest go-to-market opportunity in the industry.
• Two new incentives reward partners that lead with strategic solutions: a differentiated base rebate paying a premium on focus products and a Focus Accounts incentive recognizing performance in designated accounts.
• Dell is introducing its first AI-powered partner experience, streamlining deal registration, pricing, enhanced demand signals and account management into one unified hub.