Atul Mehta
Senior Director and GM India Channels, Dell Technologies
“For Dell Technologies, a sustainable channel policy must go beyond margins and incentives to help partners build profitable, future-ready businesses. Partner profitability increasingly comes from moving beyond traditional resale towards higher-value, solution-led engagements. Customers are looking for trusted partners who can bring together infrastructure, applications, data, cybersecurity and services to address priorities such as AI adoption, cyber resilience and cloud modernisation. Dell’s 2026 Partner Program reflects this evolution by rewarding strategic value creation through initiatives such as the differentiated Focus Product Base Rebate and the Focus Accounts Incentive, which recognises partners for deepening relationships and expanding opportunities within existing accounts.
STRENGTHENING PARTNER TRUST
A truly partner-friendly program should also make it easier for partners to engage, collaborate and grow. Dell is investing in an AI-powered partner experience that brings together demand signals, deal registration, pricing, sales collaboration and account management. By reducing operational friction and improving access to intelligence, we are enabling partners to spend more time understanding customers and creating value. Trust is equally fundamental to this model. Partners need transparency, clarity and confidence that their investments in customer relationships, solution development and opportunity creation are recognised. As partners increasingly influence technology decisions earlier in the customer journey, Dell is also recognising the role of Advisory and Systems Integrator partners in shaping customer decisions and outcomes, alongside partners involved in the final transaction. This broader approach is important to building stronger, more collaborative relationships across the ecosystem.
CHANNEL STRATEGY FOR 2027
Looking ahead, our focus will be on helping partners capture the expanding opportunities created by AI while strengthening capabilities across cybersecurity, cloud modernisation and infrastructure. We see deeper co-selling, customer expansion, continuous enablement and AI-powered engagement as key to sustainable growth. The next phase of channel growth will not simply be about more transactions; it will be about creating greater value for customers and helping partners build durable, profitable businesses. Our goal is to give partners the technology, expertise, incentives and tools they need to move faster, scale sustainably and help customers translate AI ambition into measurable business outcomes.”
