Anil Sethi, vice president and general manager, Dell EMC Channels, India, joined Dell in 2017 prior to which he was the director and general manager - channels and public sector, Dell International Services India. With over two decades of experience in the industry, Sethi specializes in business turnaround, profit center management, operations, channel management, strategy, sales, brand and marketing management.
In an exclusive interaction with ChannelWorld, Sethi spoke about how Dell EMC wants its partners to evolve to become software resellers in 2019.
Which are the technologies that will be business drivers in 2019?
As per Dell’s 2019 prediction, the coming year will be a lot more about data driving a number of technology trends and turning the emerging technologies into more mainstream experiences for everyday life. Data gold mine will spark the next ‘Gold Rush’ in tech investments with insights driving new innovations and more efficient business processes.
New start-ups will emerge to tackle the bigger challenges that make AI a reality. The year will also experience the launch of 5G devices with more data game in terms of speed and accessibility. With new innovations and trends coming up, the data forecast will call for more cloud based technology such as multi-cloud and hybrid clouds. Multi-cloud environments will drive automation, AI and machine learning processing into high gear because they give organizations the ability to manage, move and process data as and when they need to.
“Training and building capabilities of partners will be the core focus of Dell EMC India. For reducing the go-to-market time for customers, it has specialized resources that can help partners to configure faster."
What is your focus in terms of the partner community this year to maintain loyalty and help them grow?
It is important for a partner to participate in the emerging government led projects, be it digital India or smart cities. Learning the new ways with a strong capital will be the two ‘must-have’ eligibility for partners to be part of this drive. Training and building capabilities of partners will be the core focus of Dell EMC India. For reducing the go-to-market time for customers, it has specialized resources that can help partners to configure faster.
We have specialized teams in all the core areas, be it storage, compute, network followed by smart pricing concept. We also have an insight engine that does a great job. Through our MDF (Market Development Fund), partners are now involved in the demand generation exercise. Instead of passing leads to them, we provide them with the required funds and in turn want them to provide return on investment here. After having put in the strategy along with our channel partners, it’s all about execution now. We really want our partners to make the transformation from just being a hardware reseller to reselling solutions that meet business objectives. They may not be able to move 100 percent in quick time but they can at least start the journey.
Hybrid cloud and multi-cloud environment is being pegged as the biggest trend this year. How do you plan or strategize to serve customers as they shift to a hybrid cloud environment?
Multi-cloud and hybrid cloud could definitely be in the top trends, as we see organizations are not just adhering to AWS, but rather moving away and trying for new opportunities.
“We believe around 50 per cent of the traditional way of buying IT infra will change and channels need to shift gears to fulfil these needs.”
Mutli-cloud, because it has the advantage of not holding on to one open cloud supplier, but rather moving between various ones. A hybrid cloud, because it allows data to move between clouds with more control. Customers can utilize VMWare capabilities to move their workloads between various clouds.
Dell for many years has been predicting the rise of hybrid cloud to provide relevant services to its clients.
If there is one key message you have to partners for 2019, what will it be?
We really want our partners to make the transformation from just being a hardware reseller to reselling solutions that meet business objectives. They can add great value at the customer end as new models and buying methods evolve faster. We believe around 50 per cent of the traditional way of buying IT infra will change and channels need to shift gears to fulfil these needs.