Dell is introducing reseller certification paths for networking/security and systems management next month amid efforts to build the data centre portfolio for partners.
The one-time direct selling Texan purist is formalising the sales accreditations following its acquisition of KACE in February and after signing an OEM deal with Juniper, first mooted last year, to push its kit through the Partner Direct channel programme.
"We have found a formula that works for servers and storage and are trying to apply it to brand new categories for Dell," Greg Davis, global head of channels told MicroScope.
In EMEA Dell has a certification stream for SME and one for Enterprise Architecture (EA) which encompasses servers and storage, with 361 resellers signed up in total and a further 260 going through the process.
The networking and security track launched in the US last month as part of EA and certification features the PowerConnect J-Series and associated services, while the KACE system appliances path was put in place across the pond in April.
"As we acquire companies or integrate new technologies into Dell our intent is to build channel training and certification programmes for our partners," said Davis.
Certified partners are promised better margins, account support from the vendor and close "collaboration" with the direct sales force, with many of the issues that arose over channel conflict now largely dealt with according to Davis.
"We are seeing significant engagement with our direct sales teams, a lot of the issues that we had in the past have been resolved and I would say that collaboration is better than it ever has been," he added.