With the industries growing day by day and the customers becoming more aware and intelligent, it is very important to plan a well-defined strategy and engagement model that can help drive enhanced customer experience and outcomes. As end to end digital industrial solutions become more complicated, companies need to leverage the partner ecosystem across the value chain. Sharing a holistic partner enablement strategy can allow the partners to shorten sales cycles, boost lead conversion rates, and build relationships.
In a recent interview conducted by Sanjay Mohapatra, Editor, SME Channels with Rola Dagher, Global Channel Chief, Dell Technologies and Anil Sethi, VP and GM Channels India, Dell Technologies, they discussed about the strategies to raise the bar with automated tools and processes along with a game plan to leverage their leading capabilities with VMWare to capitalize on the new large addressable market base they have on the emerging technology space. With the channel continuing to be the key pillar of India’s success, the General Manager of Dell Technologies talked about their 3-4% year on year growth in the channel revenue.
“I am searching for opportunities and measures how to continue to accelerate our partner growth with best in class emerging technology because we are focused on delivering that end to end solution because we know it is not about a project or just an opportunity. It is all about the journey in that digital transformation journey that we want our customer to be on from a technology perspective,” said Rola Dagher, Global Channel Chief, Dell Technologies.
Anil Sethi – V.P and G.M Channels India, Dell Technologies, added, “We made a list out of the whole Indian system and selected some set of the partners, and there out of our mettle partners was a criteria setup for which they had to qualify. And once that was done they had to go through some training. I am glad to tell you, that today we have many of our partners who are completely authorized to support the entire portfolio.”
How are the partners getting ready from a post-sale service point of view whenever there is any service call?
We started this exercise about a year back when we got our partners to take their skills and capabilities and the investments that we make in our services. Hence, we made out a list out of the whole Indian system and today we have selected some set of partners and there out of our mettle partners there was a criteria setup for which they had to qualify. And once that was done they had to go through some training and everything. Today we have many of our partners who are completely authorized to support the entire portfolio which comprises of the client, DCC, servers and the storage. They can do deployment on their own. They can do a co-deployment or they can even get the entire thing done by Dell and get their emergence. So there are three different options available and this is as we speak is implemented operationally and in fact now being run on a programmatic way. Therefore, this is really accelerated and has been launched a couple of quarters back and is running in full swing now.
Can you throw some light on the statement which reflects on the fact that Dell Apex Solutions are 50% cheaper than AWS and Azure?
My post talked about AWS, not Azure. It goes on to say that when we had investigated and done some stats and research with the customers with the mission critical to the applications and workloads that they run and that they had been running on the public clouds. When they ran it onto the Apex, we did some kind of a cost analysis with them. And when that was seen and they were AWS users, so there we found that they were putting up the mission critical one, and the other normal workloads when they were doing it when they were putting the entire thing up there, and the kind of consumption they could have it done at the peak times and onto the non-peak times when due to the role analysis, that is where it was found that you know this could be 50% cheaper.