In pictures: Dell's first PartnerDirect awards

Meet Dell's top-performing ANZ partners

By Chris Jager on Jul 3, 2012
1 of 9
Dell yesterday presented three of its most valued A/NZ channel partners with the company's first PartnerDirect Excellence Awards in the Asia Pacific region. MCR Computer Resources, Regal Information Technologies and Business Technology Group in New Zealand were among just 17 partners receiving a nod out of a pool of 15,000.

Partners were judged based on their revenue achievement, certification level and overall standing with the Dell business between February 1 2011 and January 31 2012.
Jay Turner, A/NZ channel partner director at Dell, talked up the company's growth and achievements within the channel during the Sydney-based luncheon.

"There's been a lot happening at Dell in the past few years in A/NZ within the channel. A lot has been put in place that wasn't there two or three years ago," Turner said at the event. "For the past five years globally, every month [the channel] has become a bigger portion of our business. We are growing faster than our traditional direct business. ...We've still got a lot of work to do and a lot to learn."

The channel now accounts for a significant portion of Dell's overall business, with 33 percent of all global revenue going through its partner network.
MCR Computer Resources took out the gong for sever excellence.

"We've been partnering with Dell for a few years now but with a really big focus on the past twelve or so months," Sam Vakili, director of sales at MCR told CRN. "We've found working with Dell really good – the channel focus has assisted us where we need it. We're really looking forward to building that business with the guys at Dell."

The trophy.
Regal Information Technologies was awarded for storage excellence. "Dell's been a new partner of ours for the past couple of years and it's growing from strength to strength," said Mark Gluckman, managing director of Regal-IT. "We're looking forward to a couple of good years with Dell."
New Zealand-based Business Technology Group nabbed an award for excellence in solutions. "We've been working with Dell for quite some time as well," said Steve Harris, channel account manager with Business Technology. "We've enjoyed the experience, so it's nice to be able to come here and share the success story."

Neil Dwight, operations director at BTG New Zealand added, "I'd certainly agree that there's been a lot of distance covered in the last couple of years. We were engaging with Dell prior to the formal launch of the channel. When they told us 'we're going to have this channel thing next year,' we didn't expect it for a couple of years because big vendors don't traditionally move that quickly. [It] was much faster than we expected."

The recipients of the PartnerDirect Excellence Award also received a Dell XPS Ultrabook.
Dell currently has 103,000 partners globally across 37 countries, with "around 500" in the ANZ region. "We've been pretty careful in making sure we have a relatively narrow set of partners to offer our partners some level of exclusivity and therefore a new point of view to their end users," Turner said at the event.

"New revenue streams to a relatively narrow set of partner relationships means that hopefully when you're going in and offering a solution you're not one of the five who are offering the same thing. We think that's a key part of what sets us apart from some of our peers."

In Q1 2012, Dell's channel business grew 12 percent globally, compared to 24 percent in Q4 the previous year.

"It was a bit of a slowdown in terms of the growth from Q4 to Q1, but we think 12-percent growth in the current economic environment is a reasonable effort," Turner said. Dell declined to divulge local revenue numbers.

Copyright © CRN Australia. All rights reserved.

Sign up to receive CRN email bulletins
   FOLLOW US...
Polls
Will Windows 10 be good for resellers?

Latest Comments
CRN Magazine

Issue: 339 | June 2015

CRN Magazine looks in-depth at the emerging issues and developments for the channel, and provides insight, analysis and strategic information to help resellers better run their businesses.