Dell has brought on its first two distributors in the US but has played down plans to bring the model to Australia.
The traditionally direct PC vendor has appointed Ingram Micro and Tech Data to sell its SMB-oriented Vostro desktop and notebooks to the wider channel. The products will be available through both distributors in the US effective immediately, and in Canada later this year. The vendor plans to release more products through distribution in the coming weeks.
In the statement, vice-president and general manager of Dell’s commercial channels, Greg Davis, said distribution would allow partners to access products in more ways, while also giving Dell better speed to market.
He said systems would be made available at competitive prices with similar products available directly.
“Our partners value Dell’s ability to customer configure IT, but they’re telling us there are times when customers’ needs are more urgent, and this agreement shows our commitment to act on feedback from partners,” he said.
A Dell Australia spokesperson said there were no plans to introduce distribution locally at this time.
“When we launched our PartnerDirect program in Australia, we said we were not looking at distribution because we were looking to build strong direct relationships with resellers,” he said.
The decision issues a challenge to its channel-friendly rival, HP, which is distributed locally by Ingram Micro, Dicker Data and Synnex.
Ingram Micro president of North America, Keith Bradley, said the deal gave its customers more choice, while recognising its broad market presence and ability to drive demand.
Dell’s initiation to the Australian channel began last year, with the official launch of its official partner program, PartnerDirect, in Australia in September . The PC vendor also took its first steps in retail, appointing OfficeWorks in May last year, followed by The Good Guys in December.
The vendor claims to have 35,000 registered partners worldwide.