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Pillars of opportunity

ABP_8362The two-day Dell Software conference for partners and end-users shed light on the company’s strategy to enable channel partners to grow their business.

Last month Dell Software hosted a partner event at Grand Hyatt, Dubai, which gathered over 100 channel partners, distributors, vendors and resellers. The main objective of the conference was to orient partners with Dell’s channel strategy and partner programme.

Gaby Matar, Managing Director, EMEA Emerging Markets, Dell Software, kicked off the event by saying, “Dell Software is a big part of the Dell Solutions brand. We are among the top 15 software companies in the world with 6,000 team members. We are also recognised by large industry analysts including Gartner.

“Dell Software is serious in developing its products in order to maintain and even progress its position in the market. We have grown rapidly over the past few years and we aim to continuously develop quality products and further add value to the market,” he added.

Matar went on to explain the current status of the software and technology industry. Describing the challenges and trends present in the market today, he added that about 82 per cent of businesses in the EMEA region will be moving to the cloud in the next three years. In light of this, the complexity of data platforms is increasing as time passes because as more businesses migrate to the cloud, issues on data management security also increase.

“The mission and purpose of Dell Software is to help our partners provide the right information management and security platform to their customers. We aim to always fulfill three commitments to our partners – simplify IT management, mitigate risks and accelerate results.”

Dell Software’s strategy for helping their partners win in the industry is outlined by five pillars. The first one is ‘enablement’, which entails providing their partners with the right market knowledge and skills, through training, workshops and exposures in the company’s roadshows. The second pillar is ‘demand generation’, through which they help partners generate leads. Next is ‘support’, wherein the vendor ensures that its partners are always aptly guided whenever needed, especially when speaking to potential customers in selling Dell solutions. The ‘awareness’ pillar entails promoting partners’ brands with the best marketing strategies. Finally, ‘rewards’ is through which the company aims to provide their partners with rebates and other incentives to motivate them to further grow with the Dell Software brand.

The conference also included other speakers including Brent Schroeder, Senior Distinguished Engineer, Dell Software Group, Office of the CTO, who discussed the different IT trends and capabilities setting in the future and how their partners can capitalise on it; Sandy Audi, Channel Strategy Programme Lead, Emerging Markets, talked about the Dell Software’s channel strategies and Partner Direct Programme; Rachel Meuleman, Marketing Manager, EMEA Emerging Markets, also discussed the different marketing campaign that they have and how partners can be incorporated in it; and lastly a presentation from Shahnawaz Sheikh, Distribution Channel Director, which delved into the latest updates in the channel market.

The second day of the conference brought together both end-users and partners on a platform that looks into different opportunities in the channel space. The event also featured an awards and gala dinner where the company honoured its top performing partners.

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