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Dell promises 'strongest ever offerings' for partners, disties and SPs after a successful 2015

Laura Barnes
Dell promises 'strongest ever offerings' for partners, disties and SPs after a successful 2015

Dell has announced new products and solutions, enablement tools and incentives for partners and disties.

The vendor said 2015 showed increased momentum for Dell’s channel business, with the improved integration of the EMEA distribution business cited as a key focus and highlight.

2015 saw a 33 per cent increase in partners selling Dell Software’s Data Protection solutions and continued growth of Dell’s SonicWALL business.

Dell said its ongoing success has been achieved as a result of its efforts to build an omni-channel offering, including a renewed focus on distribution, and has assured that these efforts will continue into the upcoming year.


2016 will see more access to incentives, assets and training for partners, additional enterprise and client business incentives, and an expansion of Dell’s products and solutions, including additions to the Latitude notebook portfolio and the launch of new Vostro 3000 Series desktop and notebook products, future-ready servers for SMBs, new financial services to help businesses move to hybrid cloud, and the introduction of new Dell One Identity Manager solutions.

The firm has also updated its leadership team. Michael Collins has been appointed as vice president, Strategy & Channel, Dell EMEA, to lead the Dell channel business across the region.

Collins brings a wealth of experience to the role, including most recently leading Dell’s business strategy in EMEA, in addition to 13 years’ experience in overseeing Dell’s EMEA Emerging Markets business, where channel and distribution are primary routes to market.

Collins said: “2015 saw a great year for our partners and we are moving into 2016 with a range of new and improved benefits and sales enablement tools. Strengthening Dell’s omni-channel offering has been a key area of focus and over the last 12 months, our distribution business recorded double digit revenue growth, there was a fantastic response to new incentives and programmes, and Dell won a number of awards – all of which are great accolades to how far Dell’s PartnerDirect Programme has come.

“Those who attended our PartnerDirect Solutions Conference in EMEA heard first-hand how Dell is 100 per cent committed to the channel and how important it is to our business. We look forward to continuing the great work with our partners throughout 2016.”

As part of an ongoing commitment and focus on making the UK channel business ‘future ready’, two new senior roles have been created to support MSPs and large-high potential partners.

“MSPs are an increasingly important part of the channel landscape as flexible, cloud-based infrastructures become standard in our customer base,” said Dell.

Sarah Shields, executive director and general manager of Dell UK, commented: “We are still relatively new to the channel and as the landscape changes, we must adapt. One of the benefits of being the ‘new kid on the block’ is our ability to be nimble. Our leadership team and structure therefore needs to adapt to the market.

“I’m very excited to be working more closely with our large partners and the MSP community. The next year promises further momentum and we will continue to build our relationships with partners and other contacts to strengthen our growing network.”

Tags: Dell, Distribution, Vendors, Appointments, sarah shields, New Gear, Dell UK, Michael Collins

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