Dell EMC Picks Three Distributors for Revamped Federal Channel Partner Program; Kelli Furrer Quoted

Dell EMC has revamped its federal channel partner program by reducing the number of distributors to three companies in an effort to address complexity when offering technology platforms and services to federal market clients, CRN reported Monday.

Carahsoft, Arrow and Ingram Micro are the three distributors included in the new Dell EMC Federal Partner program, which includes approximately 3K platform providers.

“We’re prioritizing relationships with these three distributors who have our same deep understanding of the federal space in order to provide the best possible support and service to our partners,” Kelli Furrer, vice president of federal channel sales at Dell EMC, told the publication in an interview.

Furrer noted the new program will offer partners in the distribution framework with back office resources and field sales support.

“In this new model, the partners are able to select one distribution and do all of their federal business through a single distributor,” Furrer said.

“It’s really about simplifying the go-to-market strategy for our channel partners and distributors and make it easier to do business with Dell Technologies for our end customers,” she noted.