Dell Channel Business Continues Strong Momentum in Asia Pacific

Dell reinforced its commitment to the Asia-Pacific and Japan (APJ) partner community, in light of significant growth in its channel partner business in the past year. 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.

Dell’s steadfast focus to the channel remains unchanged as Dell introduced its new go-to-market strategy earlier this year. 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.

As part of its continued support for the partner engineer community, Dell is also set to expand its Dell Engineers Club to include more APJ countries. The program, which was first established in 2012, has accumulated over 1,000 exclusive members in India, China and Korea, helping engineers further develop their technical expertise by providing them access to additional resources, information as well as training. Partner engineers in the program can benefit from training in specific practice areas, including four main competencies - Storage, Server, Networking, and Software.

New APJ channel leadership

To further drive the success and sustain growth of the channel business, Dell has appointed Ng Tian Beng, Managing Director, South Asia & Korea, Vice President, Commercial Channels, Asia Pacific Japan to lead Dell’s Commercial Channel business across APJ. In his expanded role, Tian Beng will be responsible for the growth of the Dell Commercial Channel business across all product lines including Enterprise, Client, Services, Software and Solutions across the region.

Dell also appointed Sumir Bhatia as Executive Director, Commercial Channels, Dell APJ to lead the Solutions & ISV business. Previously the Director of Enterprise Solutions, Dell South Asia, Sumir has continuously grown Dell’s Enterprise business in South Asia, leading to share gains in both the server and storage business in the South Asia region.

“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.

The new APJ Channel organization will be accountable for delivering sustainable business growth for Dell and its channel partners. The team will drive a focus on ISV/Solutions partners, distribution partners, channel enablement, channel talent.

Accelerating channel growth in 2015

To further enable partner productivity, Dell is delivering new Business Accelerator initiatives globally of $125 million 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. Dell is also enhancing its IT systems and will provide additional tools in areas such as lead management, deal registration, training and certification, navigation, and mobility.

The company is also helping partners take full advantage of its end-to-end solutions with the new PartnerDirect competencies to enable partners to offer customers comprehensive solutions for all their needs. Dell also introduced new advanced competencies in Storage and Identity and Access Management for partners who prefer to specialize in these single practice area solutions.