"The channel is - more than ever - an essential element in our business strategy," says Dell UK CEO Tim Griffin

Dell’s entire product range now available through Tech Data UK

Distributor Tech Data will now offer products from Dell’s portfolio to its customers in the UK and Ireland, as first reported by PCR last week.

It’s the latest distribution agreement for computing vendor Dell, which has historically sold direct.

Seven years ago it launched its PartnerDirect program in a bid to become a more omnichannel company, and in recent years Dell has struck similar deals with Exertis and Ingram Micro to make it easier for customers to source its products.

The full end-to-end Dell portfolio of products will be offered (excluding its Alienware gaming line), specifically targeting customers in the SME space. There will not be any exclusive products available as part of the agreement.

Tim Griffin (pictured right), CEO at Dell UK, said: “Dell’s partnership with Tech Data will give customers greater choice about how to do business with us, as well as access to a broader range of skills and capabilities. Over the past few years, Dell’s PartnerDirect program has grown exponentially and the channel is now, more than ever, an essential element in Dell’s overall business strategy.

"Partners like Tech Data are pivotal to our success so we look forward to working together to bring Dell’s solutions to further markets.”

Andy Gass (pictured left), MD at Tech Data, added: “Dell’s end-to-end solutions are a great addition to our existing portfolio. The IT market is in continuous change and Dell has made a strong commitment to the indirect channel by opening their full product range to us.

"This extended partnership with Dell will help us to meet the ever-evolving and diverse technology needs of our customers.”

Sarah Shields, executive director and general manager, Dell Channel, UK, told PCR: "What makes Dell unique right now is the fact that we are the only company that can do that end to end solutions portfolio, and so it’s important to us that we engage with volume distributors that enable us to be part of that commitment.

"So as we start (and today is day one) the primary focus is going to be more on the client side. And we’re now in the process of investing in competencies and capabilities, so in other words training, hiring specialist staff etc so that the portfolio will grow."

Martin Boyce, sales director at Tech Data, also told PCR that the deal brings huge opportunities to Tech Data and its customers, and revealed that both Dell and Tech Data are now working on ‘interesting’ education programs which will be ready at a later date.

Dell added in a statement that various new benefits and incentives will be added to its own channel program in the future.

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