DELL EMC Strives to Seize Great Opportunities and Win together with its Channel

Knowledge Exchange, Peer Engagement, One-one-One Meetings, Fun & Folic – this is how the recent Dell EMC India Partner Summit 2018 can be defined that took place at Lisbon (Portugal). The four-day event brought together 80 channel partners of Dell EMC from India – distributor, titanium, platinum and authorized resellers – gathered together, alongside the company’s global and regional leadership. The platform provided Dell EMC an opportunity to connect, share and spark conversation with its partner ecosystem to understand their challenges and help to educate them on the future of digital transformation.

While Anil Sethi, Vice President & General Manager, Channels India - Dell EMC speaks about Dell EMC’s support for its channel and how it addresses their challenges through its various expertise, the partners who participated at the Summit talk about their experience while also sharing about the kind of commitment they hold for the brand -  

How are you seeing partners to address security challenges in the country?

Lloyd’s of London estimated that a serious cyber-attack could cost the global economy more than $120 billion – as much as catastrophic natural disasters such as Hurricanes Katrina and Sandy. Most cyber-attacks are financially motivated and Ransomware continues to be a major threat. However, Ransomware isn’t the only type of attack companies are worried about since data corruption can stem from different attacks including insiders and wiper-ware (e.g. NotPetya). Earlier, security was an afterthought but today it is a part of the board room discussion. As the world is getting more and more digital, data is becoming more valuable to hackers.

Today, partners are also upping the ante against cyber threats and becoming the first point of contact for the customers in case of any security breach. They have played an active role in helping customers recover from ransomware attacks, and helped prevent prevalent malware in their networks. With the help of vendors, partners have also helped with intelligence on breaches in security, helped in incident forensics and have also collaborated with law enforcement agencies to nail cyber criminals.

In the last 2 to 3 years, partners have matured to address security challenges in the country more efficiently and effectively.

How is Dell EMC committed to support extra mile to its partners?

We are constantly working towards a holistic strategy aimed at delivering results for our partners. We are focused on driving profitable growth; all while continuing our promise to be Simple, Predictable, and Profitable. In addition to this, we are strongly focused on data protection solutions this year. The Dell EMC partner program has now seen several enhancements along with the support of channel partners that can help deliver higher growth rates. We have a team called Emerging Channels that looks to bring new partners into the fold while we build and sustain the relationships we have with existing partners in the program. We want partners to work with us long-term and we want to equip them with the skills and capabilities and relationships to stay competitive in the market.

At Dell EMC, we take the responsibility to educate organisations to think differently today. They need to transform from the “security as per budget” mind-set to “budget as per security needs” approach. This is important as organisations typically spend huge sums on IT infrastructure but do not have proper financial planning when it comes to securing the same.

Col. Balwinder Singh
Managing Director – Targus Technologies

The event was meticulously organized and executed keeping all fine details in consideration. It was a fun filled, informative event which focused on the participants’ bonding. The major takeaways have been the – the information on market trends, the Dell portfolio vis a vis competition in terms of popularity and saleability; the latest roadmap of Dell; Information on new channel initiatives and the detailed deliberation and information on partner enablement in terms of upcoming technology trends. 

Dell is a great vendor to work with. It ensures timely or early delivery by shipping the orders directly to the customers on behalf of partners to reduce the transit period. It also ensures to keep up the pace with the latest technology trends and assist with the POC as and when required.

Sanjiv Krishen
Chairman - Iris Computers

The event was extremely well managed, meticulously planned and executed to perfection. In my opinion, a big event like the one held in Lisbon should be held once a year. However, there should be one smaller event during the year to keep the channel contact alive and to update them on the directions Dell EMC is focusing so that their business can be increased.

It is great to know that Dell EMC as a rapidly growing organisation company is building for the future and is concentrating vigorously to become a channel focused entity. The company is helping us offer products that are on the forefront of technology. This gives a compelling proposition for our customers, covering the entire IT range of PCs, Servers, Storage and Networking. 

Diego Utge
SVP & Chief Country Executive – India, Ingram Micro

The event was top-notch, right from the venue to the audience to the activities. It was everything we could expect from Dell EMC and more. In terms of the key takeaways, we got a good understanding of the focus areas for 2019. As always, it was great to interact with Anil Sethi, Tian Beng, Alok Ohrie and the senior management of Dell EMC in a fun environment.

Dell EMC is one of our largest vendors globally both in the Enterprise and Consumer spaces. We are privileged to have such a fantastic working relationship with Dell EMC and we look forward to working together on launching offerings that combine Dell’s world class products with our unparalleled reach. We will continue to work closely with Dell EMC to help our partners and customers across the region.

Ranjan Chopra
CEO & MD - Team Computers

If I put it in simple words, the event was Absolutely Wonderful. I enjoyed every bit of it;from fun bonding over ‘Kiss the chef’ to Vijay Ramachandran’s session.I cannot describe the peels of laughter we all were in when people from different
regions met. The whole event was spot on; one that could be etched in the heartas a beautiful memory.

I took away a lot of learning from Vijay Ramachandran’s session. I also learnt from the effort put into the marketing. It was theatrical- just how Marketing should be.

Such events are always fun and full of learnings. Once again, I had an absolutely brilliant experience and am already up for making new memories with Dell.
 

Tarun Seth
Managing Director, Hitachi Systems Micro Clinic

The Dell EMC India Partner Summit 2018 was interspersed with intuitive keynotes, round tables, breakouts, focusing on building a compelling channel ecosystem. We have gained meaningful insights which will help strengthen the relationship with Dell EMC and seize business opportunities together. We are also proud to be recognized as ‘Partner of the Year’ and ‘Titanium Partner of the Year - Server Solutions’ at Dell EMC India Partner Summit 2018 for exemplary commitment to the growth story of Dell EMC business in India. 

As businesses shift and create new imperatives for enterprise IT, a growing number of CIOs are challenged because they remain focused on delivering traditional business critical workloads. Along with Dell EMC, Hitachi Systems Micro Clinic helped customers realize faster delivery, greater productivity and efficiency.

Sanjay Patodia
CEO & Director - Galaxy

The Dell EMC India Partner Summit held in Lisbon last month provided an excellent platform for system integrators to connect with Dell EMC’s leadership team. We could network with some of the leading names in the industry and discuss a range of topics, including specific challenges, and how we can jointly resolve them to achieve revenue growth. With a relatively informal setting that helped set the tone for such hands-on discussions, we could deep dive into many areas of mutual interest and map the path forward.

The PAC meeting too was important, since lots of crucial things came up during the course of this meeting and we could together identify some areas of improvement.

Deepak Cano
Director - Aspire NXT

The event was very well organised and one of the best amongst all the Dell events in the past. Lisbon was a great place. We are absolutely convinced that Dell EMC is on the right track from a partner success perspective, and is continuously investing to raise the bar for themselves and partners like us. Such strong partner program, coupled with the excellent line-up of end-to-end solutions are ensuring continued success for customers, business growth for partners, and for Dell EMC itself.

Dell should continue to organize these annual events as we get a better perspective on their GTM for the year ahead.