Wednesday at ITEXPO closed with an SMB focus. Erik Day VP & General Manager, North America Small Business, Dell Technologies explored some of the challenges SMBs face and how a good partner can put these organizations in a position to succeed.

Day explained, vendors must “Make sure we are coaching our SMB clients,” and this starts with data backup, which involves ensuring the appropriate IT, security and business continuity protocols. While many SMBs fear sticker shock of a “fancy security system,” Dell is addressing the matter head on, pointing companies in the direction of subscription based models, making industry leading technology solutions more affordable.

Next up is the matter of scalability. Day explained, “Dell wants to give you hardware to support not only your existing, but future teams as well.” It’s important to look at where you think your SMB will be in five or 10 years, as being able to paint a forward looking picture can aid in developing a game plan for scalability.

Day noted too many SMBs start with buying a few computers, than consider getting a server after adding a few more people, instead of putting a growth plan in place. It is the difference between cramming for a test and spending time studying the week ahead of time.  Scaling software is one thing, but hardware is a much different animal. As Day put it, “You need the right team that will flex with your company. A team that becomes part of your family.”

That team is here, and it’s called the Dell Expert Network for MSPs. Unveiled at ITEXPO, the new partner program provides each MSP a dedicated account manager. Day hammered this home, “They are yours, only yours.” The program also offers a shortcut to services and support. “We want to deliver MSPs access into tech support to help customers as quickly and easily as possible,” he continued.

Day went on to boast on Dell a bit, explaining “ We are the only tech company in this market that has a rewards program for our clients…we give you 3% on whatever you sell to your client even though we do all the heavy lifting.” The final piece to the Dell Expert Network for MSPs is certification. Understanding the importance of training, Dell will provide MSPs and IT consultant with as much information as possible.

The SMB built America. I don’t feel as though I’m stepping out on a limb here. Today, however, it can pose a great challenge for SMBs to find the right technology partners, and enjoy the spoils of the Digital Age. MSPs make this possible, and now paired with Dell, managed service providers have the wind of a tech titan filling sails.

Great idea, Dell. Well played.