Changed channel strategy works wonder for Dell

In light of significant growth in its channel partner business in the past year Dell reinforced its commitment to the Asia-Pacific and Japan (APJ) partner community. To further deliver sustainable growth for Dell and its partners, the company has appointed a new channel leadership team in APJ and has announced new programs to accelerate this growth into 2015.

Over the past 12 months, Dell’s channel revenue has recorded double digit growth in APJ. Channel now represents half of Dell’s commercial revenue in APJ with over 45,000 commercial partners. Distribution is a core part of Dell’s omni-channel strategy and has thus far demonstrated over 50 percent revenue growth in the past year.

To further drive the success and sustain growth of the channel business, Dell has appointed Ng Tian Beng, MD, South Asia and Korea, Vice President, Commercial Channels, Asia Pacific Japan to lead Dell’s Commercial Channel business across APJ. Dell also appointed Sumir Bhatia as executive director, Commercial Channels, Dell APJ to lead the Solutions & ISV business.

“Critical to the success of our channel business in APJ is the strength of its leadership. As we continue to create greater customer value and grow the most profitable parts of our business, Tian Beng and Sumir both bring impressive experience in continuously expanding and cultivating our partner relationships across South Asia. I am optimistic of their ability to focus on increasing awareness of our end-to-end solutions capabilities, strengthening our customer relationships and growing the channel business across APJ,” said Amit Midha, president, Asia-Pacific and Japan, and chairman, Emerging Markets, Dell.

To further enable partner productivity, Dell is delivering new Business Accelerator initiatives globally of $125 mn to help partners bid and close new acquisition and retention deals with customers. The program will help partners increase storage share within customers’ accounts, provide accelerated rewards for growth in client and enterprise solutions businesses, and double investments in demo equipment and lead generation efforts, enhancing its IT systems by providing additional tools in areas such as lead management, deal registration, training and certification, navigation, and mobility.



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