Menu
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.


Follow Us

Join the New Zealand Reseller News newsletter!

Error: Please check your email address.

Tags resellerDellSIgrowthagilityVARprivatisationchannel

Featured

Slideshows

Sizing up the NZ security spectrum - Where's the channel sweet spot?

Sizing up the NZ security spectrum - Where's the channel sweet spot?

From new extortion schemes, outside threats and rising cyber attacks, the art of securing the enterprise has seldom been so complex or challenging. With distance no longer a viable defence, Kiwi businesses are fighting to stay ahead of the security curve. In total, 28 per cent of local businesses faced a cyber attack last year, with the number in New Zealand set to rise in 2017. Yet amidst the sensationalism, media headlines and ongoing high profile breaches, confusion floods the channel, as partners seek strategic methods to combat rising sophistication from attackers. In sizing up the security spectrum, this Reseller News roundtable - in association with F5 Networks, Kaspersky Lab, Tech Data, Sophos and SonicWall - assessed where the channel sweet spot is within the New Zealand channel. Photos by Maria Stefina.

Sizing up the NZ security spectrum - Where's the channel sweet spot?
Kiwi channel comes together for another round of After Hours

Kiwi channel comes together for another round of After Hours

The channel came together for another round of After Hours, with a bumper crowd of distributors, vendors and partners descending on The Jefferson in Auckland. Photos by Maria Stefina.​

Kiwi channel comes together for another round of After Hours
Consegna comes to town with AWS cloud offerings launch in Auckland

Consegna comes to town with AWS cloud offerings launch in Auckland

Emerging start-up Consegna has officially launched its cloud offerings in the New Zealand market, through a kick-off event held at Seafarers Building in Auckland.​ Founded in June 2016, the Auckland-based business is backed by AWS and supported by a global team of cloud specialists, leveraging global managed services partnerships with Rackspace locally.

Consegna comes to town with AWS cloud offerings launch in Auckland
Show Comments