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Dell privatisation to enable channel agility

Dell privatisation to enable channel agility

A/NZ channel growing at double digit rates and overachieving

Although Dell global intends to continue business as usual, the organisation believes its privatisation will allow it to accelerate channel operations within the local market, according to Australia and New Zealand (A/NZ) channel general manager, Pete Murphy.

Dell chief executive officer (CEO), Michael Dell, and investment partner Silver Lake purchased Dell for a recorded price of $US24.9 billion, with the deal completed on October 30. Michael Dell believed going private would eliminate shareholder pressures, giving the company operational flexibility despite initial goals of moving forward without drastic change.

From a local channel perspective, Murphy told ARN that privatisation will not trigger any significant change. He claims the Channel represents roughly a third of the company’s business globally and “brings great revenue streams, is critical to growth, and is critical to [Dell’s] geographical coverage model.”

Instead, the key impact of the company’s privatisation will be its ability to become more agile in its channel operations. He said it will assist in accelerating partners’ maturity in a rapidly-shifting industry, particularly with the pressures of customer Cloud transformations and Big Data.

Murphy also said the local channel is currently “growing at double-digit rates and is over-achieving the targets set for them” from both the revenue growth and partner ecosystem size perspectives.

NZ partners to drive go-to-market

Following his recent appointment as managing director of NZ operations (adding to his position as A/NZ channel boss), Murphy said there is a major opportunity for both Dell and its NZ partners to capitalise from procurement.

“The NZ Government had made some big strategic moves in terms of its adoption of Infrastructure-as-a-Service (IaaS) and Desktop-as-a-Service (DaaS) and that is certainly changing the market in terms of how people procure,” he said.

“There are a lot of geographic regions outside of the traditional Auckland, Wellington, and Christchurch. It becomes a coverage model about how to get the right type of coverage to enable both relevance, and ensure that the message from [the Dell portfolio] is well understood.”

As a result, Dell is searching for not only the right number of partners, but the correct quality and calibre which have the required reach, which will in turn allow partners to play a significant role in Dell’s NZ go-to-market strategy.

Nermin Bajric attended the Dell 2013 Enterprise Forum Australia as a guest of Dell.


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