By Ramdas S
In a bid to strengthen its credibility as a channel-friendly company, Dell has unveiled measures to fortify its channel programs.
The company has also handed over 1,300 large enterprise accounts—which were previously handled directly by the company—to its partners across the country.
“With the success of our indirect business addressing government and SMB accounts, we decided to widen the canvas of opportunities that our partners can address. Over the past four months we have distributed well over 1,300 large enterprise accounts, which Dell was addressing directly, among our 200-odd channel partners,” revealed Neeraj Singh, Head, Commercial Channel Operations, Dell India.
According to Singh, the company has strengthened its rules of engagement policies by adding a new clause which penalizes its direct-selling team for any transgressions made into accounts managed by partners. Dell has also reworked its rebate program to encourage solutions partners by giving additional incentives in the server and storage business. “In addition, we have floated a new program called Dell Achievers for the sales representatives of our partners. We have nearly 450 such reps who are part of the Achievers program; this is an indication that partners are investing in resources to drive their Dell business.” Dell recently flew some of these reps to Kuala Lumpur for pre-sales training.
The company has so far signed on 200 partners to address the SMB and enterprise space, and doesn’t intend to expand its partner base for at least another year. “We plan to engage intensively with our existing partners and continue to explore with them incremental product lines, segments and geographies. This is clearly in line with our strategy of not being over-distributed, but rather to have a set of partners with a strong go-to-market strategy and a solution-centric approach,” Singh explained. |