Dell Technologies to use AI to enhance partner capabilities and opportunities

“We're on a journey. We want to go further and faster with our partners. This is the vision for the future of partnering,” says Denise Millard, Chief Partner Officer at Dell Technologies.

Advancements to the Dell AI Factory dominated Michael Dell’s keynote at Day 1 of Dell Technologies World in Las Vegas. From adjustments to the AI infrastructure to better integration capabilities, Dell believes that the success of the AI Factory since its debut last year will only drive simpler and faster AI deployments.

The chairman and CEO of one the world’s top provider of AI-centric infrastructure also announced innovations across the Dell AI Factory with NVIDIA which will help enterprises accelerate AI adoption and achieve faster time to value.

Specifically, the growth of Dell AI Factory has seen nearly adoption by nearly 3000 customers globally as it's proven to be 60% more effective than the public cloud and is driving ROI and productivity gains up to between 20% to 40%. With investments in AI projected to be US$1 trillion, there is plenty of opportunity for Dell and its partners.

“Agentic AI is coming fast and furious. It's capable of autonomous decision-making, the ability to reason, learn, adapt, and act. IDC just published a study saying agentive AI is the top CEO investment. And of course, every enterprise wants to unlock the value of AI. So, across our customers, across our partners, we're going to have new, modern ways of working,” said Denise Millard, Chief Partner Officer at Dell Technologies in a keynote session with partners.

Using AI to enable partners

Millard explained that Dell is reimagining processes with partners to bring productivity to a whole new level. This includes helping partners with AI agents to provide them with more informed capabilities on deals and customers to get greater outcomes.

“What I share with you is a glimpse and a vision for what's coming. And there's things that we're doing to lay the groundwork to really transform your experience with Dell. And this is going to be a multi-year journey. We're focused on three big areas as we modernize Dell and our working experience with our partners. We're focused on lead engagement. We're focused on collaboration and engagement. And we're focused on quote to order,” added Millard.

On lead engagement, Millard said Dell is levelling up its standard leads program to an enriched lead program that uses AI powered predictive insights and looks across billions of data points to create demand signals.

“Those demand signals give us the ability to give you the highest probability leads that we’ll buy, and we’ll refresh. And we're coupling that with contact information, account intelligence, and AI generated scripts, so your teams are informed and ready. So, it's all about how we get the right opportunity to the right partner at the right time. We're really turning innovation into action. We're seeing real results. In our last quarter during our pilot, we saw a 5x win rate associated with our enriched program,” said Millard.

On collaboration and engagement, Millard explained that this is all around tightened collaboration, consistency, and engaging with partners.

“We're listening and we're redesigning our collaboration tools. We're making sure that our tools support bidirectional communication both at the account and opportunity level. We're also giving our account teams greater visibility, providing them with the best information about our ecosystem across a single pane of glass. They'll have transaction history, they'll have registration history, your capabilities, and all of the history of transactions and co-sell so that they can understand the full impact of our ecosystem across every account and every opportunity. The more our sellers understand, the better engagement, the more predictable engagement with you,” explained Millard.

The third area is simplifying the coding and ordering experience.

“For the transactional side of the business, we are embedding intelligent pricing. The ability for partners to rapidly select, code, and order in real time, completely frictionless and independent of Dell. The second part is AI-guided selling. We're putting agents right into the coding tools so that you can configure the best solution for your customers with the right outcome,” said Millard.

As Dell modernizes, Millard wants partners to understand that the opportunity is being designed from the ground up. For lead management, Millard added that it's all about bringing the right opportunity to the right partner at the right time. For collaboration and engagement, it's about sharing the right information about the partner's capabilities and the role that they've played across the whole entire life cycle of the campaign. And once the deal is in place, Millard said it’s about taking the friction out of the process.

“All of this in the spirit of winning and growing with all of you. AI is going to play a huge role in how we do it. I can't underscore how significant these changes will be, and it's going to completely change the experience all of you have in working with Dell. So, we're on a journey. We want to go further and faster with our partners. This is the vision for the future of partnering,” concluded Millard.