Dell Expands IoT Solutions Partner Program to Systems Integrators

In October 2016, Dell announced that it was adding systems integrators to its IoT Solutions Partner Program in an effort to reach a broader range of vertical markets. Dell’s integration of systems integrators into the program is strategically aimed at leveraging SIs vertical and regional expertise in order to better help customers partner with the right solution providers for their needs. Dell launched its program in 2015 with its series of IoT Edge Gateways and embedded box PCs, but over the past year it has also released data analytics and security tools.  Dell’s program has shown early success and has grown to 67 members over the past year. Dell focused its program on creating alliances with like-minded partners across multiple sectors in an effort to continue to drive the value of IoT services to more customers.  

On its IoT Solutions Partners page, Dell’s 67 partners are divided into either a technology or service provider, with the latter category being comprised of four SIs: Action Point, Datatrend Technologies, L&T Technology Services, and Mobiliya. Dell breaks its technology solution providers offerings into the following categories: end-to-end platform, backend platform, big data tools, analytics, visualizations, security, device management, wide area networking, edge I/O & Networking, OS/virtualization, edge platform, and sensors and endpoints. The target verticals that Dell highlights on its IoT Solutions Partners page are: communication, energy, healthcare, manufacturing, natural resources, retail and hospitality, and transportation and logistics. The target use cases highlighted are: automated process and quality control, compliance and documentation, factory optimization, fleet management, logistics and supply chain management, predictive maintenance, remote asset management, security and access control, smart infrastructure, and smart metering and energy management.

Each of the listed SIs has a different selection of target verticals. Action Point is focused on manufacturing, natural resources, and transportation and logistics, while Datatrend targets communication, energy, healthcare, manufacturing, retail and hospitality, transportation and logistics, as well as financial services and security. By expanding its program to SIs, Dell is attempting to build an ecosystem of industry-focused, end-to-end IoT solutions. Dell’s program “de-fragments” the fragmented IoT landscape and allows customers to find the solution that works best for them. 

Dell has been involved with IoT since 2012 in the form of developing solutions on the infrastructure cloud side around server-run sensor data. Dell’s IoT partner program was not the first of its kind with Cisco, IBM, Intel, Microsoft, Oracle, SAP, and ThingWorx all having launched IoT partner programs before Dell. Dell was and still is a member of the ThingWorx partner program ecosystem. Through that partnership, Dell realized that it could deploy solutions on both worldwide and regional levels while allowing it the time focus attention on developing its own solutions. Partnerships with other companies allow Dell to expand its customer base with less effort than pursing those additional customers alone. Additionally, partnerships allow for customization of projects. Dell’s IoT engagements are custom and vary greatly from one industry to another, with Andy Rhodes, VP and GM of IoT Commercial Solutions at Dell remarking that every project is somewhat of a snowflake. Partners are also incentivized for their role in the program. Participating companies have access to build partnerships not just with Dell but with other program participants, as well as increased market awareness, co-selling opportunities, and incremental business opportunities. As the IoT universe continues to expand, partner programs like Dell’s will help simplify and drive the IoT adoption process for enterprises.