Dell is updating and expanding its enterprise architecture certification tracks, adding new categories and requiring additional staff from solution providers. As of today, the Round Rock, Texas-based computer manufacturer is expanding its solution partner certification paths to include servers as well as storage.
The enterprise architecture (EA) storage specialist will be joined by the EA server specialist, as well as the EA certified partner track, which is a combination of the two. "Solution providers are telling us that the enterprise architecture certification path is interesting to them, but not all of them have a storage practice," said Bob Skelley, director, enterprise architecture channel for Dell.
"After listening to the feedback, we've decided to introduce a server track to the program." Of course, gaining certifications from the company on any of the tracks requires a commitment from both new and current Dell partners.
In order for a solution partner to maintain EA standing, they must add one additional full-time technical professional and one full-time sales professional by the end of December of this year. "We felt the bar was a little too low on these tracks and we wanted to raise it a little bit," Skelley said.
"Out of the gate, we wanted to make the program fairly easy to enter as we got traction in the channel. Now, like any program, it's time to re-evaluate and take it up." Initial requirements for service providers looking to gain EA certification in any of the tracks requires two certified sales professionals and two certified technical professionals. Part of raising the bar on all three of these certification tracks includes upping the amount of money a solution provider is doing in business with Dell.
In order to qualify for the EA storage and server specialist tracks, solution providers must do a minimum of $200,000 in annual enterprise run rate. The EA certified partner track -- which includes both storage and server certifications -- requires an annual run rate of $500,000.
In return for investing the time in training, Dell will provide EA certified partners with discounts on hardware such as blade servers and the PS series storage arrays from the company. Additionally, solution providers can expect priority on some of the programs the company runs, Skelley said. Other advantages include getting market development funds and lead distribution. "These are benefits we offer to all partners, but if there happens to be a limited number of leads, those will go to EA certified partners, as opposed to a storage or server specialist," he said. Dell launched its partner program in December of 2007. From the beginning, the company's partner program has been active in seeking out opinions and feedback from the solution provider community in order to grow its channel practice. The changes to the EA certifications came through the same process, Skelley said. "Before Dell decided to make these changes to the certifications, we got feedback from our partner advisory council. They felt it was worthwhile to bring the requirements up a little bit," he said. In order to achieve those requirements, the computer manufacturer is offering training, depending on what best suits individual solution providers.
The courses are being offered via the Web and through instructor-led courses that are offered around the country. At the end of the courses, solution providers must take an accreditation exam. However, if a solution provider feels that he or she has the technical knowledge to skip the course, the exam can be taken anytime. As per Skelley's philosophy about the channel, training is free. "The investment solution partners have to make in the training programs is their time," Skelley said. "The time away from selling and being in front of customers -- that's the cost solution providers are putting in. We're not going to charge anything additional." See original article on CRN.com
Issue: 277 | March, 2010