Dell says half of EMEA sales now through channel

Dell says 50 percent of the company’s EMEA revenue is now generated via the channel, “in line with previous targets”. The company says it welcomed thousands of new partners to the Dell PartnerDirect programme last year.

Dell also says it saw “double digit growth” for its distribution business. More than 24,000 new resellers are said to have purchased Dell products and solutions through its growing network of distribution partners.

And in 2015, 27,771 Dell competency courses were completed across the EMEA region. Dell’s training modules and recently redesigned Partner Document Library provide partners with access to courses and assets to specialise in one or more chosen technology area.

The supplier also says there was a 33 percent increase in partners selling Dell Software’s data protection solutions. Dell data protection partner incentives are set to continue into 2016.

To further nurture new relationships and boost opportunities for all, registered partners in Europe who purchase via Dell distributors will now have access to a range of sales assets, training and campaign materials available on the Dell PartnerDirect portal,” said Dell.

Once various training modules are complete, these partners can join the Lifecycle Incentive Programme, a loyalty programme to earn points to redeem against hardware from Dell distributors.

Michael Collins has been appointed as vice president, strategy and channel, Dell EMEA, to lead the Dell channel business across the region. Most recently, Collins was leading Dell’s business strategy in EMEA, in addition to 13 years’ experience in overseeing Dell’s EMEA Emerging Markets business, where channel and distribution are primary routes to market.

Sarah Shields, executive director and general manager, Dell UK, said: “We are still relatively new to the channel and as the landscape changes we must adapt. One of the benefits of being the ‘new kid on the block’ is our ability to be nimble.

Our leadership team and structure therefore needs to adapt to the market. The next year promises further momentum and we will continue to build our relationships with partners and other contacts to strengthen our growing network.”

New channel boss Collins said: “2015 saw a great year for our partners and we are moving into 2016 with a range of new and improved benefits and sales enablement tools.

Strengthening Dell’s omni-channel offering has been a key area of focus and over the last 12 months, our distribution business recorded double digit revenue growth, and there was a fantastic response to new incentives and programmes. We look forward to continuing the great work.”

@AntonySavvas

Antony Savvas

York, UK-based Antony Savvas has been a technology journalist for 25 years and has expertise in all major areas of enterprise and consumer IT. He has worked for a number of leading technology magazines and websites and his work is syndicated across the internet. He also undertakes corporate work for some of the world's leading technology companies.

Share
Published by
Antony Savvas

Recent Posts

Flashpoint enters new chapter with global partner programme

Security vendor Flashpoint debuts partner programme following $28m funding

7 years ago

Channel partner “disconnect” hindering growth

Complex buying journeys and sprawling partner networks hampering customer experience, says Accenture

7 years ago

Cyxtera launches global channel partner programme

Datacentre provider Cyxtera says launch is “milestone in our go-to-market strategy”

7 years ago

US IT provider brings mainframe services to UK

Ensono highlights importance of mainframes still to major industries

7 years ago

VASCO and Nuvias expand distribution across EMEA

Security vendor VASCO looks to replicate UK and German set up across EMEA

7 years ago

Splunk says channel investments driving growth

Splunk details investment in Partner+ programme at .conf2017

7 years ago