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.
The Dell Technologies Partner Program 2025 aims at driving collaboration and growth by accelerating predictive engagement across storage, client and AI
By Denise Millard Senior Vice President, Global Alliances, Industries, Partner Strategy & Programs at Dell Technologies
As we enter our new fiscal year, I’m incredibly proud of Dell’s partner ecosystem. Together, we’ve built one of the largest go-to-market engines in the industry, with partners contributing approximately 50% of our net revenue– an extraordinary achievement.
Creating exceptional outcomes is only possible through strong partnerships. We’re excited to announce the 2025 Dell Technologies Partner Program, which delivers apredictable engagement modelandisdesigned to drive profitable, sustainable growth for our partners.
“Dell gets it—predictability is key to a successful partnership. Their open communication and collaborative planning processes create an environment where partners feel valued, heard, and empowered to contribute to our collective success,.” says Nicholas Voth, Global Leader, Channel and Alliances GTM, DXC Technology.
Grow and Modernize the Core Business
We are committed to helping partners expand their business with powerful new incentives, a focus on collaboration and a consistent tier structure.
- Enhanced growth incentives: Titanium partners will receive a new 2% Storage+ growth incentive when they meet quarterly targets. Dell recently introduced one of the largestinvestments we’ve ever made in our Dell partner Client PC business with an incremental 1.5% Client growth incentive for Titanium partners when they meet their quarterly Client PC unit target. With these incentives, we’ll grow and win together.
- PC refresh: Our newly unveiled AI PC portfolio will enable partners to capitalize on the upcoming PC refresh cycle. The Client growth incentive, increased Client+ base rate eligibility and recognition of consumer products towards base rate eligibility will help partners meet customer demand.
- Compete Select rebate: Dell will reward all metal tier partners with an incremental 4% Compete Select acquisition rebate when they win new business with Dell storage, data protection or Client+. The rebate is eligible for large, underpenetratedaccounts, adding previously ineligible end users to acquisition rebate eligibility.
Salesh Rampersad, Arrow Intelligent Solutions Global President, Arrow Electronics, states, “At Arrow, trust is the foundation of our collaboration with Dell. Together, we leverage our combined expertise to deliver innovative solutions that meet the evolving needs of our customers. This mutual trust, alongside Dell’s leadership in technology and Arrow’s commitment to excellence, has enabled us to drive success on behalf of our collective customers.”
Build New Market Opportunity
Canalysprojects the global addressable technology market will reach over $5 trillion in 2025 and expects more than 70% to be partner-delivered. AI will be a key driver of this growth, and we are investing in tools and resources to help our partners accelerateenterprise AI adoption.
We’re embedding AI in our solutions to make them more intelligent,enabling customers to run AI workloads on our products,supportedby our services offerings.We’re giving partners access to AI-enabled architecture like the Dell AI Factory to help them build AI capabilities on our industry-leading portfolio. We’re co-engineering an open AI ecosystem with strategic partnersso deployments are repeatable, scalable and drive time-to-value.
Our 2025 program helps partners capture opportunities in several key areas:
- AI Networking Multiplier: We have a joint opportunity with the infrastructure that supports AI solutions including data management, power and cooling and networking. We’re doubling down on our base incentive for AI Networking with a 3X multiplier on our Dell PowerSwitch Z-series.
- Competency: We updated our Data Science & AI training competency to enable partners on our offerings across Dell AI Factory and on positioning Dell products for AI.
- Dell services: Dell Asset Recovery Serviceswill help partnersplan for the PC refresh by securely and responsibly retiringlegacy IT assets to drive environmental impact. To help assist partners with increased metal tier services revenue thresholds, we are retaining a 3X services tier revenue accelerator for all storage-attached services. Partners selling Storage+ with services and storage-based Dell APEX Subscriptions are best positioned to take advantage of this accelerator for next year’s metal tiering.
- Commitment to Powering Progress Together and driving efficiencies: Ourinitiativeequips partners with essential tools and resourcesto support their journey and fulfill requirements. We offeran energy efficiency calculator, messaging resources, an RFP portal tool, on-demandtraining and Product Carbon Footprint reporting. We also refreshed our Sustainability Competency, launched last year, to help partners engage in valuable efficiencyconversations with their customers.
“Dell is a trusted partner in our AI journey. Their commitment to innovation and customer success aligns perfectly with our vision. Together, we’re empowering organizations to leverage AI to solve complex challenges and achieve amazing results.” — Ross Salisbury, Director, Product Solutions Group (PSG), Datacom AU
Strengthen and Streamline the Partner Experience
We listened to our partners’ feedback and continue to enhance our tools, policies and processes to make it easier for partners to do business and engage with us.
- Accelerate growth and collaboration through Partner First Strategy for Storage: The introduction of the Compete Select rebate builds upon Partner First Strategy for Storage’s commitment to collaboration by making 99% of customers and prospective customers “partner first” for storage. With a 5X increase in Partner of Record storage accounts since launch, Partner First is fostering collaboration between Dell sellers and partners, helping to unlock new revenue streams and drive storage outcomes. We’re also driving consistency in Dell seller compensation for our Client business to be agnostic of route to market and to facilitate collaboration.
- Integrated technology: In-tool intelligence showcases partner capabilities based on pastcustomer account engagements, partner of record status and competency completions, making it easier for sales reps to identify partners to collaborate with.
- Accelerate time to quote: Leverage competitively priced storage, client and server pre-configured bundles for faster quoting and expedited time to market.
- Empowering business decisions: Early this year, we will launch Incentive Simulator, enabling partners to calculate their prospective deal incentives and profit potential in theIncentives Center.
“Partner First Strategy for Storage demonstrates Dell’s unwavering commitment to its partners. By embracing a channel-focused model, Dell is creating a winning situation in the storage market for both partners and customer,” says Tim McGrath, President and CEO, Connection
Winning Together
With predictable engagementand tailored rewards, we’re committed to our partners’ success. There has never been a better time to partner with Dell. The future is bright and when we work together, we win together. Here’s to another year of collaboration, opportunity and growth.
