Channel takeaways from Dell EMC World 2017

By Sejuti Das May 10th 2017
Channel takeaways from Dell EMC World 2017

Enterprise channel partners in India attending the conference expect profitability, predictability, and transparency from the tech giant. 

An enhanced, automated, modernized datacenter infrastructure is the key to businesses moving forward with their digital transformation. And David Goulden, president, Dell EMC highlighted the same at Dell EMC World 2017.

Goulden said that the digital transformation for businesses will only intensify by initiating the IT transformation journey. He believes that digital transformation will fundamentally change the operation of every business in every industry and how it interfaces with customers.

Also read: Dell EMC’s single-finger stable is a money-spinner for channels: Anil Sethi

To succeed in this new digital world, Dell EMC helps customers to develop its IT on a modern architecture and makes it easier for them to buy products through the adoption of a cloud-like pricing model.

Dell EMC’s refreshed product line is going to be beneficial for customers. Keeping low-end customers in mind, the company has also changed the price range of hyper-converged systems.

Deepak Jadhav, Director, VDA Infosolutions

Dell EMC introduced a number of enhancements to its partner program, as well as a slew of new products at the Dell EMC World Summit 2017. The company has aligned itself with a three-pronged transformational strategy--workforce transformation, IT transformation, and digital transformation. Many of the company’s partners are already seeing the growth potential that comes with selling across the large Dell Technologies portfolio.

Deepak Jadhav, director at VDA Infosolutions, a large Mumbai-based solution provider that worked with both Dell and EMC before the acquisition, believes that his business, post-Dell EMC acquisition, is steaming up.

“The refreshed product line from Dell EMC, starting from servers, mid-range storage to flagship product VMAX, is going to be beneficial for customers,” said Jadhav. “In fact, keeping low-end customers in mind, the company has also changed the price range of VXRail Hyper-Converged Systems‎.”



Centralized model with best of prior programs to offer


Improved processes with one partner portal


Simplified sales training and compliance


Program with annual strategy and mid-year compliance review


Predictable and market-aligned thresholds and targets

Jadhav also believes that post-acquisition, the combined portfolio of Dell EMC can be utilized to meet IT challenges faced by the customers, and can provide huge benefits to partners.

Dell has also encouraged partners to seize upon the opportunities created by customers, shifting their focus to IT as a prime strategy, which is essential for improving efficiency, value, and profitability.

Delhi-headquartered, Arrow PC Network has been working with Dell for a few years and is keen on the new business opportunities with Dell EMC post acquisition.

Managing director Gurpreet Singh said, being the next generation IT powerhouse with a commitment to grow with partners, Dell EMC has built a strong channel ecosystem and industry’s best channel program.

“The breadth of the portfolio is extraordinary, and caters the next generation customer requirements,” said Singh.

Singh believes that this partnership will help them grow in this highly dynamic but exciting time. “We are expecting to grow as a system and services integrator, and provide customers the core data center solutions.”

On the same wavelength, Ajay Sawant, managing director at Orient Technologies, another Mumbai-based solution provider that works with Dell EMC, believes that partners need to develop their skills continuously on latest technologies so as to remain relevant to customers.

According to Sawant, new and latest technologies really does bring a lot to the table. “It allows us to get more aggressive, and look for growth in demanding scenarios. Therefore we are betting big on the hyper-converged offerings from Dell EMC.”

Latest technologies allow us to get more aggressive, and look for growth opportunities in demanding scenarios. Therefore we are betting big on the hyper-converged offerings from Dell EMC.

Ajay Sawant, Managing Director, Orient Technologies

Sawant also said the new partner program by Dell EMC along with the new portfolio, is purely driving growth and clearly incentivizing partners to sell across the portfolio, including services.

Sanjay Patodia, CEO, and Director at Galaxy Automation, a solution provider partnered with Dell EMC also considers newer technologies as one of the biggest stimuli for the business.

Dissecting the channel approach, he said that the new program provides transparency and continuity, as well as the opportunity for greater profitability. “The new partner program has been built on the pillars of simplicity, predictability, and profitability, which now covers the new products like Virtuestream.”

In a nutshell, the event was a great show of Dell EMC’s business strength starting from end computing to cloud solutions and provided new ways to look at current challenges that are being faced by partners, agreed partners.

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