Dell Technologies had a terrific year, adding just over USD 11 billion to its top line as reported in the company’s global partner broadcast.
“It has been really gratifying to see the reception in the market towards the combination of our companies (under the Dell Technologies’ family) and our messaging around digital transformation and IT transformation, application transformation, security transformation and workforce transformation. It really is resonating with channels and its customers globally,” said Joyce Mullen, President, Global Channels, OEM and IOT Solutions, Dell Technologies during a recent visit to India.
IDG Media had an exclusive interaction with Dell Technologies’ three channel chiefs for Global, APAC and India regions – Joyce Mullen, Tian Beng and Anil Sethi respectively, on the state of channels and the road ahead.
Mullen pointed out, “We are in a good spot given the breadth of our portfolio, the investments we have made over the last three years, over USD 12 billion in R&D that is really starting to show results as we are seeing products come to fruition, which is always very exciting.”
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India has emerged as a high growth market for Dell Technologies, the three executives agreed.
Does that mean Mullen will visit India more often and it has become the golden hen market for most technology companies in recent times?
Joyce replied, “I have never said that India is a golden hen but I am happy to say that. The foundation around innovation and entrepreneurship is so exciting in India and the VC ecosystem is incredible.”
She added, “India is one of the fastest growing channel markets in the world, and with one of the highest levels of partner satisfaction - it’s a powerful combination.”
Tian Beng Ng, senior vice president and general manager, APJ Channels, Dell Technologies agreed, “India is a very important market as part of APJ. This region is showing great growth with respect to Dell Technologies’ business. Channels and their customers are loving the extensive portfolio of Dell Technologies’ seven companies, which helps them navigate the digital transformation journey much more seamlessly and effectively rather than working with different OEMs in their IT infrastructure.”
The fact that some of these emerging technologies are going to be adopted really fast by the customers in APJ and India is exciting for Dell Technologies and its channels.
Dell Technologies measures its partner satisfaction every single year. And this year it had the highest partner satisfaction level with an NPS of 69. “The partner satisfaction level number in India is actually one of the highest in the world, even higher than 69, which indicates that our channel partners are happy with the three tenets of our partner program – simple, predictable and profitable,” said Anil Sethi, vice president and general manager, India Channels, Dell Technologies.
Device-as-a-service is picking up in India, highlighted Anil. “We have seen more buzz and discussion happening around PC-as-a-service, which is an easier sell in large corporates. On the SME side, financial credibility becomes a question on the risk involved, and hence, we have financing options that channels love. This helps them execute orders at times,” he added.
Dell Technologies’ teams take good care of channels, and they seem to be moving in the right direction, Mullen said.
Organizations are really changing their businesses and becoming digital, and that’s such an exciting thing for our customers, but also for the planet, according to Mullen.
“We are solving customers’ problems that could not be solved before. It is a great time to be at Dell Technologies, a great time to be in the industry, and I think it is a great time to be in the channel at Dell Technologies as we clocked USD 50 billion in orders through the channel last year,” added Mullen.