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Dell tempts Microsoft, SAP, General Electric and others into IoT Partner Programme

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Dell is continuing its investment in the Internet of Things (IoT) with the launch of a partner programme aimed at building up an ecosystem of vendors to help customers develop and deploy solutions that best meet their requirements.

The Dell IoT Solutions Partner Programme aims primarily to combine the capabilities of a network of top software vendors to work with Dell’s own portfolio of IoT assets.

These include the company’s purpose-built intelligent gateway devices (see picture) and embedded PCs, plus data centre infrastructure and management and analytics tools such as Dell Boomi.

The firm claims to already have the backing of over 25 partners, including well known vendors such as Microsoft, SAP, Software AG, General Electric and ThingWorx, drawn from a wide range of industries that further strengthen Dell’s expertise in areas such as industrial and building automation and transport.

“Dell believes that opportunities increase when you help others win. We are passionate about collaborating with this strong group of companies and believe ISVs are critical in building the bridge between the exciting industry potential of the IoT and profitable market reality,” said Andy Rhodes, Dell’s executive director for commercial IoT solutions.

Rhodes had previously told V3 about the need to bridge the gulf between the IT and operations technology departments to drive a successful IoT project, and Dell claimed that it is able to create a unifying IoT strategy for their differing business approaches.

Creating use case blueprints is one of the ways Dell believes the partner programme will help customers speed up their IoT projects. As an example, the firm is working with Software AG and others such as Kepware to develop IoT-enabled predictive maintenance models using analytics to address challenges such as unplanned downtime, maintenance costs and return on assets.

Jason Shepherd, director of strategy and partnerships for Dell’s IoT division, explained that the Partner Programme has multiple tiers – Executive, Associate and Registered – based on the partner’s expertise and ability to deliver in the IoT market.

“Our entry-level Registered partners are doing very interesting things that warrant us helping them drive awareness, but we haven’t had enough experience with their solution to broadly recommend them to Dell’s customer base,” he said.

Those at the Associate tier offer more proven solutions, while the Executive tier comprises “highly strategic companies” that offer clear differentiation, best-in-class solutions and a proven ability to execute, he added.

Dell launched its dedicated IoT division last year, and followed it up with a European lab in Ireland to drive innovation.

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