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Dell ramps up channel investment

Dell ramps up channel investment

Dell sets up partner advisory council and gets more services support in for channel partners

Dell has reiterated its investment in the channel by bringing on more resources and launching its partner advisory council.

Dell president of SMB for Asia-Pacific, Amit Midha, said the company had built up its channel organisation over the last 12 months and would continue to pour more investment into it.

“The channel is key for us,” Midha said. “We’re launching an expanded portfolio around datacentre, software and solutions. We’re going to need more partners from a service and value-add systems integration side.”

Midha explained its channel business was growing much faster than its direct touch.

“In the Asian region, more than one-third of my business comes from the channel,” he said. “It’s grown substantially and the channel business alone is worth more than $1 billion.”

Within Australia, the vendor is investing in services support and within its systems consultancy business, which will provide backbone project design and infrastructure planning, Dell channel director for A/NZ, Jay Turner, said.

“We’re growing so quickly right now, we need to make sure we’re doing a good job of being able to support partners in relation to their quoting, support and account management requirements,” Turner said. “It’s one of the areas that we’ve heavily ramped up in particular. We’re going to start to expand more geographically on a face to face sense across ANZ as well.

“We will continue to invest more in the services support space and in the systems consultant space to make those specialised skills are available for our exclusive set of partners.”

The vendor held its first partner advisory council this month with 11 partners in the team. They include Regal IT, Myriad IT and IT Mildura. Across Australia and New Zealand, Dell has about 500 partners.

“Our strategy is to form close relationships with the right number of reseller partners. We want to have a close-knit community of partners,” he said. “It is a good measure of how important you are to partners.”


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