Dell banks upon Commercial Channel for partner profitability

VARINDIA- INDIA'S FRONTLINE IT MAGAZINE

Dell has consolidated a go-to-market channel strategy for its commercial channel partners to increase partner convenience, profitability and growth. Under the new initiative, Dell's PartnerDirect program will now be led by a separate Global Commercial Channel (GCC) team, which will serve as a single point of contact for channel partners across the company's different commercial business segments - Large Enterprise, Public and Medium Business.

The new GCC structure, with its single point of contact for partners, will lead to higher productivity and improved time cycles and enable more customized programs to support the partners in the market. The new structure will protect partner profitability by bringing consistent pricing across different Dell commercial businesses and offer the partners increased growth opportunities with solution centric offerings and a broader end customer base.

Commenting on the initiative, Mahesh Bhalla, General Manager, Consumer and SMB, Dell India said, "Dell recognizes channel as an important growth engine to gain greater coverage and customer access in a market like India, especially in the highly-distributed medium business segment. As we continue to engage with our partners, their feedback has helped us evolve a more robust go-to-market strategy for our indirect business. The single face to Dell will allow our partners to tap the market better and increase the width and depth of market penetration"

Talking about his experience under the PartnerDirect program, Ajay Mittal, HBS Systems, India said "Participating in Dell PartnerDirect saves us time and reduces costs by 30-40 percent; as a result we are able to focus on managing customer relations."

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