The Dell MessageOne™ Partner Program
Dell MessageOne has become the fastest-growing company in the business continuity industry by providing affordable applications and services that reduce risk, eliminate complexity, and provide enterprise control over business continuity. Today, more than 1,000 Chief Information Officers trust MessageOne to protect critical systems, data, and people against the unexpected.
The Dell MessageOne Partner Program provides the ability to offer Dell MessageOne award-winning products to the customers or markets that they serve. Dell MessageOne partners have the following traits in common: they are leaders in their chosen markets, they are focused on solving customer problems, and passionate about exceeding customer expectations.
Dell MessageOne provides three categories of partnership:
Referral Partner
Criteria for Success: A Referral Partner has domain expertise and a track record of delivering solutions to a particular market. Dell MessageOne products typically complement the services currently offered by the partner.
Business Model: Referral Partners introduce well qualified prospects to Dell MessageOne in exchange for a referral fee. The sales cycle, contract negotiations and on going support are managed by Dell MessageOne.
Commitments: There is no revenue commitment tied to the Referral Partner. The Referral Partner is only required to participate in product training sessions and joint marketing programs.
Reseller Partner
Criteria for Success: Reseller Partners have a strong customer base, solid reputation as a trusted provider of services in their market and a track record of reselling products or services.
Business Model: Dell MessageOne products are incorporated into the Reseller’s solution set and maintain the Dell MessageOne branding. Resellers manage the sales cycle with dedicated sales support from Dell MessageOne. Deals are signed on the Reseller’s paper and the Reseller receives a share of the revenue. Dell MessageOne provides implementation and ongoing frontline support.
Commitments: Resellers are required to make a significant annual revenue commitment along with participation in quarterly training programs, sales incentives and joint marketing programs.
Premier Reseller Partner
Criteria for Success: Premier Partners are industry leaders. They have dedicated resources to manage partner relationships, formalized product management and a willingness to make a strategic commitment to the success of the relationship at a senior management level.
Business Model: Dell MessageOne products are fully integrated into the product management process of the Premier Reseller. Premier Partners are able to co-brand or sole-brand the Dell MessageOne products and services. Premier Partners manage the sales cycle with dedicated support from Dell MessageOne. Deals are signed on the Premier Reseller’s paper and the Premier Reseller receives a share of the revenue. The Premier Partner provides frontline support and Dell MessageOne provides implementation support and second tier support.
Commitments: Premier Partners make a significant long term revenue commitment and participate and invest in the following:
- Formalized training and certification programs for sales and support staffs
- Quarterly product development review sessions
- Joint marketing events
- Dedicated marketing programs
- Sales forecasting
Next Steps
For more information on the Dell MessageOne Partner Program, click here to request a PDF of the complete BCPartner Program Overview.
To apply for the Dell MessageOne Partner Program, click here to complete a partnership application.
