Dell Technologies’ Project Apex Solidifies as-a-Service and Cloud Strategy
… Flex on Demand. Businesses get to configure what they need across hardware, systems software, essential deployment capabilities and support services. It is available for Dell Technologies channel partners to resell. And the vendor’s global partners will get a rebate up to 20% on Flex on Demand solutions.
“We see this as a big stepping stone to our cloud and storage as a service, and other as-a-service offers we continue to roll out,” Grocott said.
Partner Opportunity
Dell Technologies’ Project Apex embraces customers and partners, so it’s the way forward for Dell and its partner ecosystem.
Looking at some of today’s specfics, Dell will provide channel partners access to the Cloud Console, as well as APIs. The APIs will allow partners to integrate their own system of record to the Cloud Console.
“This will make it simpler and seamless to provision infrastructure on behalf of their end customer,” said Varum Chhabra, vice president, product marketing, Dell Technologies Cloud.
Today, partners actively participate in Dell’s Flex on Demand program. There are two routes to participate — referral or resale (for titanium or alliance partners).
“With this announcement, what we’re also doing is announcing an increase in the front-end rebate that partners will be eligible for,” said Akanksha Mehrota, vice president, marketing for Dell Technologies on Demand, Services and Dell Digital business units.
That’s up to a 20% rebate of a committed contract value on storage, data protection offers and up to 10% on the services.
“Our hope is the combination of the pre-approved pricing, the broad portfolio that it covers and the profitability that’s baked in will help our channel partners drive traction,” she added.
Referring to announcements made around the Dell Technology Cloud Platform, the company is also extending Dell Technologies Cloud Platform subscription availability to the U.K., France and Germany. Additional global expansion is coming soon.
All Aboard
Dell Technologies joins the crowded field of big-name vendors putting a transformational stake in the ground.
HPE formally announced its shift to an as-a-service company in June 2019. The multiyear transformation, with a 2022 target date, positioned GreenLake as a key part of that strategy.
In November 2018, Cisco announced its shift as a traditional infrastructure company to software. More recently, in August of this year, the vendor reported that while quarterly revenue was down 9%, at $12.2 billion, 78% of Cisco revenue is sold via subscription — beating its own target of 66%. And, to take $1 billion out of its cost structure, Cisco CEO Chuck Robbins said to expect to see an acceleration of the company’s portfolio to be delivered as a service.
And while IBM has been morphing its business for years, the company made a bold move announcing a strategic plan to split into two. IBM will separate the managed infrastructure services unit from its Global Technology Services division. IBM is calling the spinoff, a new public company, “NewCo.”
- Page 1
- Page 2