​Dell EMC makes channel pledge as new regional chief takes charge

​Dell EMC makes channel pledge as new regional chief takes charge

New-look vendor confirms industry speculation with new Asia Pacific and Japan appointment.

John Byrne - President of Global Channels, Dell EMC

John Byrne - President of Global Channels, Dell EMC

Dell EMC has officially appointed Tian Beng Ng as channel chief across Asia Pacific and Japan (APJ), with the new-look vendor issuing a fresh pledge to its combined partner base.

In confirming long-held industry speculation, and as reported first by ARN in September, Tian Beng takes charge as senior vice president and general manager, with a responsibility for all countries except Greater China.

As part of the Global Channels organisation, Tian Beng will report to John Byrne, who took over as president of global channels in July.

In this role, Tian Beng - an 18-year veteran of Dell - will oversee the vendor’s overall Dell EMC channel business, with the core task of unifying each legacy company’s partner programs.

Based in Singapore, he will have primary responsibilities for Dell EMC’s sales efforts across all of its commercial channel partners, including distributors, resellers and system integrators.

“In this era of the fourth industrial revolution, our channel partners will play an increasingly important role in our go-to-market strategy and growth of the business as we seek to become the industry’s most trusted advisor," Tian Beng said.

“I am excited to lead the regional channel business once again, one of the most dynamic and fastest growing regions in the world, as we bring together Dell’s and EMC’s channel strategies.”

Channel pledge

As confirmed by ARN, Tian Beng represents a “channel-friendly” move for the vendor, following an “outstanding job” in leading the Dell South Asia & Korea (SAK) Commercial team for more than six years.

Tian Beng Ng - Senior Vice President and General Manager of Asia Pacific and Japan (APJ), Dell EMC
Tian Beng Ng - Senior Vice President and General Manager of Asia Pacific and Japan (APJ), Dell EMC

The appointment comes on the back of the completion of Dell’s acquisition of EMC earlier this year, creating Dell Technologies.

With the acquisition now completed, focus shifts to the channel and the eagerly anticipated new Dell EMC Partner Program, which will launch in February 2017.

As part of the integration process of the two companies’ channel programs, Dell and EMC will maintain separate deal registration and partner programs through 2016.

In the interim, and to protect partner accounts and deals, Dell EMC teams will cross-check all existing deal registrations to ensure alignment with the partner of record.

If multiple partners have the same opportunity registered, Tian Beng said Dell EMC now has rules of engagement in place that will address immediately to ensure the partners and customers are not adversely impacted.

“Our channel is a $35 billion powerhouse, with our partners in APJ playing an absolutely essential role in our collective success,” Dell EMC president of global channels, John Byrne, added.

“We are fiercely committed to helping our partners seize the extraordinary opportunity presented by the coming together of Dell and EMC, so that together we can transform our customers’ businesses.

“His experience and expertise will be invaluable to our partners as we attack the market together and win big.”

With nearly two decades’ of experience with Dell, Tian Beng has held multiple senior management roles.

Most recently, he was vice president and managing director of South Asia and Korea, where he was responsible for Dell’s overall business across both commercial and consumer customers in the region.

As outlined in the memo, the SAK Channel mix is the highest in APJ at 85 per cent, representing a contributing factor to Tian Beng's appointment.

“With the region in the midst of a digital revolution, our channel partners will be crucial for customers seeking to gain access to essential infrastructure for digital business and IT transformation,” Dell EMC APJ commercial, Amit Midha, added.

“Tian Beng has led the charge in expanding the business across South Asia and Korea, and his experience coupled with his foresight positions him well to integrate the Dell and EMC partner programs in the region and propel its growth forward.”

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