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Dell considers establishment of distributor tier in A/NZ

Sathya Mithra Ashok | July 2, 2014
Global technology provider, Dell, is considering the establishment of a distributor tier to help and support its interaction with partners in the A/NZ region.

Dell A/NZ reflects its global nature in having four business units, including end-user computing, enterprise systems group, service storage and networking and software and services. In the region, most Dell partners are typically focused on the first three pillars, and not so much on the services end, according to Murphy.

Regardless of their focus areas, Dell continues to invest in training and enabling them.

"We have a variety of education offerings both online and instructor led. We have got some significant events. We have a partner sales summit, which is scheduled for this month, and where we will have roughly 100 different partners and members of the sales community attend that event for two days of intensive training.

"We have another four day event later in the year for the technical community. Around 120 engineers will attend for a technical deep dive," says Murphy.

Dell NZ has around 25 people in the country, with roughly the same number supporting operations from Australia. According to Murphy, growth in personnel will depend on the growth in solution sets, and will be done in combination with partners.

"We launched a programme in A/NZ about two months ago, where we are funding headcount for our partners. That means personnel are on their books, but I pay for them. Obviously that investment needs to come with a return. But if return is where we anticipate it to be and where we want it to be, I am sure we will quickly replicate that elsewhere," says Murphy.

Currently, three partners with three personnel are supported by Dell in A/NZ with the funding program.

"There are a number of partners that have a great deal of credibility and capability in the market. So I take a view of, is it easier for me to do it through partnership or have them as Dell badge? I guess it came down to a judgement call about which one would give me the best return, and so it is partly an investment which we fully expect to get a return upon.

"But it is also about supporting our partners to the fullest extent. It is about enabling them to be successful, which will have longer term benefits over and above just a raw return on investment. It builds a lot of good will. It is a demonstration to the partner community that I am deadly serious about partnership," says Murphy.

The parameters for funding personnel remains linked to the RoI that they can give the firm, though Murphy says specifics can not be shared at present.

Speaking about trends in the marketplace, Murphy shared his thoughts on the advent of the cloud and stressed on the need for partners to provide consulting services, to rid clients of ambiguity and help them gain the best from their investments.

"We make no apologies for wanting to be the best technology company out there in the marketplace. We have intentionally not built our own cloud platform. We want to power the cloud, we don't want to provide the cloud to people," he concludes.


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