Dell partners profit as product lines and supply chain shine

Tian Beng Ng (Dell Technologies)

Tian Beng Ng (Dell Technologies)

Credit: Dell Technologies

Partners are “switching allegiances” to Dell Technologies because of double-digit product line growth, healthy rebates and supply chain predictability, as the channel pursues aggressive market gains post-pandemic.

From India to New Zealand — and all regions across Asia Pacific and Japan (APJ) — the ecosystem is prioritising financial profitability and solution delivery above all else as markets emerge from the shadow of COVID-19 motivated by a desire to rapidly expand.

That’s according to Tian Beng Ng — senior vice president and general manager of Channels across APJ at Dell — who suggested that such a sea-change in partner approach — following 18-24 months of unpredictability and difficulty — has resulted in record-breaking channel revenues for Dell both globally and regionally.

“If you look at the market growth, we’ve had a really strong year,” said Tian Beng, when speaking to Channel Asia on the sidelines of Dell Technologies World in Las Vegas.

From a worldwide perspective, the vendor’s indirect business has grown US$21 billion within the space of five years, climbing annually from $38 billion in 2017 to $59 billion with FY22 numbers highlighting year-on-year growth of 27 per cent.

Closer to home in APJ, the channel business outpaced global figures to grow at 31 per cent during the past 12 months, triggered by double-digit growth across all product lines.

Notably, client sales increased 41 per cent while server and storage reported upswings of 39 per cent and 14 per cent respectively across the region — the knock-on impact resulted in Dell paying out 42 per cent more rebates to partners.

“These are massive numbers in APJ,” Tian Beng noted. “We all know the reasons for client growth but the server business growth is particularly huge.

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