Our goal is to keep growing channel and outpace the market, which we are succeeding at.
Core Strength as a leader
Over the course of the last 20 years in the IT industry, I have been involved in building and managing businesses for several OEMs. In all these years, I have had the opportunity to interact and meet with business leaders from across various verticals and organization that have enabled me to build strong relationships.
Through the course of my journey in this industry, I have always looked at channel – be it distributors, system integrators or Tier 2 partners – as an extension of the OEM business. This comes from the belief that channel can add immense value in terms of the opportunities that help address customer requirements. The initiatives that have taken with channel have been with a long term view such as how do we as OEMs add value to the partner organizations and build the channel ecosystem.
Distinctive Decision Making
We are taking initiatives to build the channel ecosystem in India and the industry at large. At Dell, we are investing and working with a few select partner organizations to make them investor ready, in order to make it easier for them to infuse funds in their organizations to drive growth, target new customer segments and technology areas. We have engaged with some of the best third party consultants in the area of business consulting, to work with partners and educate them on the elements that investors look at before making investment decisions.
Our programs at Dell, such as the rebate program, Dell Storm are the best in class. Having open and transparent policies help you gain the trust of business partners, their focus and their mindshare. Due to this, we have made significant progress and it is evident in the results of most of the external and internal channel partner surveys that have been conducted in the last one year. We see increased channel partner participation in our business, a deeper and more meaningful engagement along with significant growth in revenue.
Channel Vision for 2016
Our channel strategy has been very stable since we began the PartnerDirect program more than half a decade ago. It will continue to be based on partner feedback and remain focused on winning in the data center, investing in training, being easy to do business with, and being a long-term partner. We wish to work jointly with partners on territory planning, account mapping, and developing a strategy to grow together. As part of our strategy, we will continue with our training and enablement for partners in key solution areas such as VDI and Analytics. We aim to help our partners to differentiate themselves and showcase their value in customer opportunities.
