It has emerged that former Westcoast commercial director Andy Dow has joined Dell sending a message to the industry that it is serious about its expansion into the channel.
Dow will head up the vendor's UK and Ireland operation and will help the company to implement an indirect sales structure, as well as oversee the set-up of its reseller scheme, details of which were reported by PC Retail last week.
While at Westcoast, Dow was instrumental in helping HP to restructure its channel strategy in recent years – something that helped catapult HP to number one vendor worldwide. Dell is hoping his expertise will help it to repeat that success.
Interestingly, Dell's president of the Americas had warned that its US and European strategy called for little intention of relying on distributors when it entered the channel.