Interview

Emerging Strong in Channel Business

(L-R) Anil Sethi, Vice President & General Manager, Channels India, Dell Technologies and Tian Beng Ng Senior Vice President & General Manager Channels, APJ, Dell Technologies

Highlighting Dell’s channel momentum, Dell Technologies’ Channel Roundtable offered key insights into the evolving partner landscape and outlined priorities for FY23 and beyond.

Dell Technologies has upped its ante on the India market. In the recently conducted Channel Roundtable, the company provided a performance update around its global business as well as APJ and India businesses. It highlighted Dell’s channel momentum in Q2, key insights into the evolving partner landscape, and outlined priorities for FY23 and beyond and highlighted some key areas for channel partners to grow.

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“We really believe that scale does matter. If you have the biggest scale, you will have more negotiation power.”

Tian Beng Ng
Senior Vice President & General Manager Channels, APJ,
Dell Technologies

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“On the client business, our supply is coming back to the pre-COVID days. Our supply is back to normal. We absolutely see no challenge there.”

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

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Our editor Sanjay Mohapatra had caught up with the Dell team at the side lines of the roundtable. Here is a small recap of the interaction. Sanjay Mohapatra- SME Channels:

Your competitions have already into similar offerings. So, don’t you think the more delay you make, you are going to lose the market?  Or are you waiting for the right time or perfect product fit for a certain market?

Anil Sethi – Dell Technologies:

No, we are not delaying that. In fact, we already have launched it. More offerings under that are also coming up. We already have Flex on demand, which we called FoD. Flex on demand on storage services is already there for both storage and servers. It is there in the market for the last six months or more, rather, one year. That has also picked up very well. Other offerings are also coming up soon in the coming quarter. But there are some government formalities to be completed and there are some other things which are holding us back. Otherwise, production, as well as other things, is ready. So, the issue has been different. It’s more about working with the government agencies and there are some regulations that you have to go through which is taking time. Otherwise, we are completely ready. As TB mentioned, it is launched in ANZ, Korea, Singapore, as well as USA and India and many other countries. So it’s already there. We just need to complete some formalities.

Sanjay Mohapatra- SME Channels:

Supply chain disruption has caused lot of problems. India too is facing lot of challenges, quarters of delays happening on the product procurement and product rephrase. But as the Chinese market opens up and the tension starts to ease out between China and Taiwan, how are you managing your supply chain?

Anil Sethi – Dell Technologies:

On the client business, our supply is coming back to the pre-COVID days. Our supply is back to normal. We absolutely see no challenge there. On servers also there was something and we are pretty good on that. We just got a week delay and we are up with that. When it comes to storage, there’s no problem at all. I think on networking and other things, there are some delays but overall for us, we don’t see this as a challenge.

Tian Beng Ng – Dell Technologies:

On the supply chain, I had mentioned in my presentation too. We really believe that scale does matter. If you have the biggest scale, you will have more negotiation power. At over $100 billion, we are far larger than many other vendors there. So you can rest assured. I’m sure you hear the same from the partners that last year, when PC was in a big shortage, we were relatively better than many of our competitors in providing supply. This year, the situation has changed a bit, because PCs has nearly come back to normal for nearly all OEM vendors. But now, the challenge is more on the server and storage front. In this space too, we are confident that we will do better than our competitors in terms of lead time and being more predictable. All this because we have a very large scale. We are also known for our supply chain and how we manage it. We are very confident on that.

Sanjay Mohapatra- SME Channels:

How is the market impacted by the geopolitical situation? There is not much improvement, be it the European war, or the standoff between China and Taiwan.

Tian Beng Ng – Dell Technologies:

With the war happening in Europe, there’s lot of geopolitical tension. Thankfully, Dell usually does better in these kind of uncertain times, because we are very nimble, we can react quickly or do a scale for companies. But we are able to move fast even without big scale. If you look back, whenever there was a global crisis, for example, the last financial crisis, Dell has done well. If you look at the last previous quarters, we have done very well, even during COVID. We’re very optimistic and confident due to those advantages. In my slides, I had summarized all the seven advantages. That’s why we are really confident with our scale, our sales teams, with our channel ecosystem, with our end-to-end portfolio that we have. So, all these factors combined together makes us very confident.

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