Interview

Dell Technologies: Partner Relief Package to Boost Partners’ Business

Anil Sethi, Vice President & General Manager- Channels India, Dell Technologies

Due to COVID 19, IT business have slowed down, hat is Dell strategy for the partners?

Dell Technologies is fully committed to supporting the partner community navigate through the changing environment. The current situation demands the partners to collaborate with technology players to enable their businesses with required infrastructure to support business continuity.

Understanding the importance of financing and cash flow liquidity, we launched Partner Relief Package, with an intent to provide immediate financial relief to our metal partners, while helping them build capabilities and pipeline for the future. In addition to this, we have also introduced new team-based pricing options for solutions providers to make all training more affordable for our partners.

  • MDF (Marketing Development Funds) validity extended till end-July – thus giving partners more time to plan and execute (up to 3 months more than the current 6 months window)
  • Option of advance withdrawal – up to 50% of their earned MDF – to ease cash flow
  • Free training and certifications – for solution deployment capabilities
  • Digital Marketing Tool – enabling partners to execute Digital Marketing – the best tool in current contact-less economy to run customer outreach marketing activities
  • Attractive Working Capital Solutions – minimizing the financial burden and working capital pressure for partners – when they transact with Dell
  • The Dell Financial Services (DFS) team has introduced a new Payment Flexibility Program (PFP). One of the best in the industry, the program offers more choice and predictability for our customers.
  • In a global announcement we also talked about how our services are helping our customers and partners to drive business continuity in this new normal and how we are offering $9B in financing this year for critical technology.

Dell Technologies is constantly working on innovative ways to continue supporting the partners through these times and enable them to serve their customers better and help their employees remain productive.

How is Dell Technologies helping the situation of work from home? 

Flexible working is in Dell’s DNA and we have a longstanding culture of work from home. Dell has the right infrastructure, automation, monitoring tools and network technology, which has been empowering our team members to work from home. We use our established infrastructure to manage our facilities remotely, securing workspaces and seamless connectivity, to enable all our team members to be productive from any location.

In India, our entire workforce is working from home and with the required infrastructure in place, we are fully prepared to support this flexible work environment. Our global advisory on the current situation is regularly updated with the latest news, information about working from home, considerations for events and meetings and tips for keeping our people healthy.

Which vertical market segments will be your key focus areas? 

The present situation has enabled us to be closer to our customers and partners more than ever before. One of our key focus being digital transformation and given the current scenario we see it as a necessary journey which will enable companies to chart out the best of business continuity plans.

Our focus on sectors like healthcare, online collaboration, education, telecommunication and digital cities will be more now than ever. With the digital economy growing exponentially, Dell Technologies will continue to work towards enabling our customers and partners to achieve their goals.

What are the projects Dell is working on with the Government to help under this situation?

With an intent to make valuable contribution, we have developed a focused approach to support our societies and communities through various efforts nationwide.

Some of the key initiatives undertaken are:

  • Dell is technology partner to Ministry of Family Health and Welfare (MOHFW) for the Ayushman Bharat Non-Communicable Diseases (NCD) program and has developed a technology platform which is being used across 21 states. Studies show that people with NCDs like Hypertension, Diabetes, Heart Disease and Cancer are at higher risk for COVID-19 complications and would benefit from proactive interventions and monitoring. Hence, the Dell team is enhancing the NCD software system with a module for Covid19 Risk Assessment and monitoring of NCD patients
  • In collaboration with the Ministry of Health and Family Welfare (MoHFW), Dell has prepared a COVID-19 awareness video for Community Health workers. The video has been translated into 10 regional languages and is available on the Ministry website (link)
  • Through our partnership with Invest India – a national investment promotion and facilitation agency of NITI Aayog, we are contributing INR 3 crore to provide Personal Protection Equipment (PPE) for healthcare workers
  • Provided 25,000 N95 Masks to healthcare professionals through Invest India
  • To help the daily wagers, who have been the worst-hit community in India, due to lockdown, we are focusing on fund-raising efforts to support them with our NGO partner HOPE Foundation

What is your expectation and optimism about Post COVID19 situation?

The ongoing environmental change is going to open brand new opportunities that none of us have even dreamt of yet. The current situation is bringing us closer and making us innovative. We will witness new innovations, new capabilities and new ways for people to connect with one other, and new ways for businesses to collaborate.

We see four acceleration points which will shape the future:

  • We’ll have a larger remote workforce, expanding talent pools and reducing environmental impact: The remote workforce is here to stay. 451 Research finds approximately 40% of organizations expect expanded work from home policies to remain in place long-term or permanently. Our own pulse survey among customers validates this view, with up to 40% stating they’ll shift to a more robust work-from-home environment. This results in less people traveling and could have a compelling impact on reducing the carbon footprint. Passenger vehicles account for nearly 30 percent of greenhouse gas emissions. Reduce the amount of traffic and transportation – make a significant change on the environment
  • Global supply chains will undergo rapid transformation – diverse, resilient and digital: We’ve built incredibly strong global relationships throughout our supply chain over decades. And we’ve been undergoing our own digital makeover that put us in the position to be more agile during one of the greatest moments of uncertainly we’ve ever faced. We’ve got powerful data sets that give us real-time visibility, intelligence and automation across planning and delivery, procurement, manufacturing and warehousing. We can apply predictive analytics to model a variety of outcomes to make smart decisions with speed. This resiliency is core to being able to meet customer needs now and in a post-COVID world.
  • The 4th industrial revolution will arrive faster and gives us a path to economic recovery: The shift to a remote workforce and the “just stay home” movement have underscored the importance of digital transformation for organizations – to innovate and rapidly put technology to work to create new ways of doing business. Companies that have started optimizing for digital experiences are a step ahead as others grapple with creating the same – or even better, a seamless experience online as they offer in-person. AI and Machine Learning play a big role to glean meaningful business insights from vast amounts of data.
  • Healthcare and education will transform to have the greatest impact on society if we get it right: Embracing digital transformation means positive changes for healthcare and education, creating the ability to reach everyone to close skills gaps and prepare the workforce of the future. The gaps in the digital divide need to close. Government stimulus can further accelerate the speed at which education and healthcare organizations can digitally transform to serve their communities in new ways. 5G and scalable technology infrastructure can drive these necessary changes.

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