Dell’s channel can look forward to another 12 months of aggressive acquisitions and new opportunities, according to the vendor’s A/NZ managing director, Joe Kremer.
“If anything the acquisitions will accelerate this year,” Kremer explained.
Dell has made 10 acquisitions in the past year – most recently it has announced the intention to acquire storage vendor, Compellent.
For 2011, Dell has a clear acquisition strategy. It is looking for companies that will provide additional services capacity in regions where its currently lacking.
“It makes sense especially when it’s a small company with a strong IP, and we can globalise it,” Kremer said.
In the process, Dell will also look to help partners transition to the new products and solutions being offered through acquisition, but Kremer understands not every partner will do that.
Kremer said an additional benefit of acquisitions was introducing Dell to partners of those acquired companies. He claimed so far, it had little trouble in retaining those partners and introducing them to other products in the Dell range.
“A good example here is EqualLogic,” Kremer said. “We didn’t know those resellers, but we made a big effort and retained all of them.”
In A/NZ, the vendor has seen a 27 per cent growth in the SMB sector in the nine months from February through to October. Public sector grew 31 per cent, and large corporations grew over 40 per cent.
The vendor has also added around 200 staff locally – the majority of which have been in specialised roles. Kremer said it would continue this strategy for the next 12 months.