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​EXCLUSIVE: Strong Aussie channel growth prompts Dell distie product expansion

​EXCLUSIVE: Strong Aussie channel growth prompts Dell distie product expansion

Dell is expanding the breadth of products available to its distributors in Australia, following strong channel growth across the country.

Dell is expanding the breadth of products available to its distributors in Australia, following strong channel growth across the country.

The one-time direct tech giant - who initiated a channel-friendly overhaul two years ago - is currently examining the prospect of rolling out the change at a local level in response to channel revenue in Australia growing by double digits every quarter.

As such, and to keep up with ongoing partner demand, the company has opened the door to a widening of the products available to its current distributor base in Australia, which covers Avnet, Dicker Data, Hills and Ingram Micro.

“Distribution is a critical part of our channel strategy and we never stop reviewing the options available to us to ensure we have the right platform and partners to maintain our channel growth,” says Geoff Wright, General Manager of Channels and Alliances, Dell Australia and New Zealand.

“We already have existing distribution relationships across Australia and New Zealand with Ingram Micro, Avnet, Hills and Dicker Data and we are committed to these partners and our business together.

“With some of the relationships focused on a single product category and some on multiple categories it is only natural that overtime we will review the overall distribution offerings, and respond to requests from our partners so as to better serve their needs.”

(L-R): Geoff Wright, General Manager A/NZ Channel and Alliances; Angela Fox, Managing Director, A/NZ at Dell; and Pieter Kolkert, CEO Tasmania (FAICD) at the Intuit Technologies Solutions Showcase Event in Hobart
(L-R): Geoff Wright, General Manager A/NZ Channel and Alliances; Angela Fox, Managing Director, A/NZ at Dell; and Pieter Kolkert, CEO Tasmania (FAICD) at the Intuit Technologies Solutions Showcase Event in Hobart

Wright told ARN that the move is in keeping with Dell’s position as a leading end-to-end vendor, as the company continues to educate partners on its wide range of offerings within the marketplace.

As reported by ARN in September 2015, Wright says the company is on a transformational journey, citing the channel as its main way to penetrate both local and global markets.

“Dell already drives 50 percent of its worldwide revenue from the channel," he adds.

“Here in Australia and New Zealand we are not yet at that level but we are growing our channel revenue by double digits every quarter and are on target to continue this growth rate through 2016.”

Specific to Australia, Wright says a review of Dell's overall distribution offerings is still in its early stages, with no word yet on which products will be added to the channel roster.

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