Dell EMC Pricing & Sales Tactics Guide


Dell EMC is one of the most difficult suppliers to negotiate with, consistently inflicting price increases and premiums on their customers. This document shines a light on Dell EMC's pricing tactics, discussing ways to achieve competitive discounts and mitigate Dell EMC risk.


This Dell EMC pricing report will focus on the following topics:


1. Dell EMC Pricing Statistics 

How does Dell EMC price vary from customer to customer? We detail the average Dell EMC price increase experienced by their customers across hundreds of observed deals, and other pricing statistics such as price variance. This section sets up the document to illustrate how successful Dell EMC is at their pricing strategy, consistently pricing customers at premiums and maximizing their revenue per transaction.

2. Dell EMC Pricing and Discount Percentages 


Provided in this section is a detailed table highlighting the average Dell EMC pricing across all major Dell EMC product families. This table provides transparency into the price ranges we have observed over the last year, exemplifying the large range in discounting offered to customers. Though many customers may find themselves in these ranges, this section explains that the best deals include discounting that exceed the highlighted range, and with proper planning and negotiating leverage any customer can improve their Dell EMC price.

3. Dell EMC Pricing Tactics and Risks

Dell EMC uses a number of pricing tactics to ensure they win deals, maximize margin, and increase costs for the customer. This section details three unique Dell EMC tactics used in their licensing model that can present pricing-related risk for customers:


  • Dell EMC Product Bundling: Dell EMC commonly bundles all products under their Transformational Licensing Agreements into one bottom line price. This lack of transparency and price ambiguity translates to future premiums inflicted on the customer without the need for price justification.

  • Dell EMC Product Demand Inflation: Dell EMC sales reps will commonly inflate the number of products included in a proposal to maximize costs for the customer. This section details tactics to use to identify hidden demand inflation and ways to mitigate this Dell EMC pricing risk.


4. Dell EMC Price Incentives


In the last section of this Dell EMC pricing report, we detail the top three motivators for Dell EMC sales reps. If a customer understands the incentives and compensation plans for a Dell EMC rep, they will have all the tools needed to form a negotiation strategy for the Dell EMC purchase. We dive into how compensation for Dell EMC reps are calculated, applicable bonuses achieved through specific deal scenarios, and which Dell EMC products hold a higher weighted value for a sales rep’s compensation.



To increase your chances of achieving higher Dell EMC discounting and lower costs, this document will aid you in identifying competitive pricing, Dell EMC pricing strategy, and Dell EMC sales rep incentives to facilitate movement on your bottom line. For additional assistance on your Dell EMC purchase, review some of the other ClearEdge resources listed below to help plan your strategy and mitigate risk.


Download Our Dell EMC Pricing Guide

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See our other Dell EMC guides below.

Negotiating with Microsoft


with Dell EMC

Rightsizing Your Spend with Microsoft

Top "Gotchas" in a

Dell EMC Contract