Stories by Amanda Sachtleben and Hamish Barwick

Dell tight-lipped on Partner Direct recruitment

Dell has launched its long-anticipated Partner Direct programme in New Zealand, but is giving few details about the partners it has already signed, and those it aims to recruit in future. The programme comprises Registered and Certified partner levels. The Registered partner level offers onsite and online channel training, a partner portal for online ordering, use of Dell’s logo, a deal registration programme and financing. The Certified level includes the components of the Registered level, along with demonstration equipment use, enhanced financing options, and technical support. Dell says it will also offer market development funds. In addition, the vendor is offering Enterprise Architecture certification, which centres around servers, storage, virtualisation and energy efficiency. ANZ channel strategy and acquisition director Rob Makin says Dell approached a number of local partners to ensure it adequately covered market segments and regions, but wouldn’t say which or how many it had signed. He would only say it has a “quite a number” on board from launch day today, and will actively recruit more. However, he says the partners will ensure coverage from one to two person businesses to large organisations, and that the channel has a role in all of Dell’s four business units – small and medium business, large enterprise, public sector and consumer. The only partner so far named to migrate to Partner Direct in New Zealand is Business Technology Group (BTG).