Dell SonicWall reassures the channel

Dell SonicWall reassures the channel

Channel will remain key, Dell will not sell SonicWall directly


With Dell’s acquisition of network security vendor, SonicWall finalised, Dell SonicWall vice-president, Richard Ting, has confirmed that the channel will maintain its sales position.

The announcement was made at a Dell SonicWall forum in Sydney, where the vendor welcomed a dozen of its partners.

Ting’s confirmation eliminates previous concerns that Dell may sell SonicWall offerings directly and remove the channel’s role.

Lan1 and Avnet will continue to serve as Australian distributors. According to Dell SonicWall Australia and New Zealand country manager, Sandeep Joshi, the vendor is currently happy with its network and is not planning any distribution agreements.

On the reseller front, Joshi said that he is encouraging partners to step forward and raise their concerns with the vendor, and is happy for discussions regarding their issues.

The company anticipated great sales potential in the next 12 to 14 months, particularly in the enterprise space, which is a key target.

At present, local support in Australia and New Zealand has not been “mapped out” although SonicWall is looking to add to its teams.

The acquisition sees Dell SonicWall fall under the Dell Software Group. Dell is not making any SonicWall positions redundant, and is allowing headcount increases.

Joshi also said that growth in the local region is expected to reach double digits, and Ting added that worldwide year-over-year revenue is expected to triple from $US330 million.

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