Bengaluru: Just sometime back Dell EMC launched its unified channel program, however commanding the loyalty of the channel partners seems not really defined, given the two entities dealt with different distributors at different levels.
Dell EMC has appointed Tech Data, Arrow, Avnet and Ingram Micro as the primary distributors. The IT infrastructure provider has also appointed several regional distributors that operate in specific countries.
Among all of these, Ingram Micro’s appointment is a little different as it had a relationship with Dell but had been dropped by EMC previously.
“We’re excited to be back in the game,” Channel Insider quoted Kirk Robinson, senior vice president for go-to-market for Ingram Micro as saying.
The new agreement outlines that, until August, Ingram Micro is restricted to deals which include net new channel partners. The company will be free to participate at all levels after the termination of the stipulated period.
The involvement of Ingram Micro as a Dell EMC distributor also marks that the difference between value distributors has disappeared.
“We’ll put our services up against anybody in the business,” Robinson said.
With the new structure in operation, partners are open to sell products and solutions across both enterprise and commercial portfolio. However, for many partners it will be that first they would be selling these products. The company will ensure proper training to impart the required skills and infrastructure.
The company has over 40 strategic partners and 4,000 partners in India. Over 45 percent of the company’s revenue in India comes from the channel business.