Dell has appointed Deborah Harrigan as its new general manager for small and medium business.
Harrigan replaces Kevin O’Kane, who has moved to Dell’s North Asia department.
Harrigan said Dell did not provide enough value-add solutions with its products in the past, and she was treating this as a priority.
“As we evolve from a transactional seller to a more solutions provider, we’re looking at how we wrap value-add around our lines of business,” she said. “We are now evolving to meet the needs not only of our global customers but also our small to medium businesses.”
She also claimed it was important to further educate SMB customers about the current offerings, both directly and indirectly.
“We’re spreading the word to small and medium business on how they can engage with Dell differently,” Harrigan said. “The other side is how we grow and expand our partner direct program within Australia and New Zealand.”
Harrigan has spent the past 10 years working at Dell in a wide variety of roles.
“I joined the organisation running our inside sales team for our relationship business spanning our commercial customers and global accounts. From there it was a leadership role supporting our key global customers in A/NZ," he said.
“I moved into an operations role where I had all operational support functions across all segments. And then from there I moved up to Malaysia and ran our consumer SMB.”
Prior to Dell, Harrigan worked in Toshiba’s channel program as an account manager before becoming a public sector manager and finishing as a national sales manager.