Distribution is a critical route to the market…..it gives us wider coverage

In an exclusive discussion with Joycee Muleen, Anwar Dahab and Tian Beng Ng on the transformation from Dell EMC to Dell Technologies and Dell Technologies cloud. Joycee said, the partner team is off absolutely on fire to grow faster for businesses as we see a business opportunity of $3 trillion market.

Our investment is helping in achieving the growth numbers. We are seeing very clearly growth for the next 10 years because of this notion of which is pretty exciting for us. So we're pretty confident that we can continue to see growth like this and at the same time we are getting newer opportunities from the partners which are incredible.

I think it's pretty exciting that we didn't change the brand here, the Dell Technologies partner program is helping our partners transact and engage across the entire portfolio and then being able to apply any purchases are to their credit and it also apply the certifications across the board and use MDF across the portfolio. Again, a big differentiator to the competitors.

In Box: As a company, we have added 11 billion in a year by bringing two companies together, with the biggest merger ever where the number of people predicted it wouldn't work. But It has worked very well and beyond expectation.

Tian Beng Ng says, we are seeing a huge opportunity for us in Asia, especially in storage and hiring many resources over the last one year, which have been really focused in this space.

Anwar Dahab says, channel is growing fast in Europe, too. It's driven by the same investment psychologists. China is the fastest growing market with a mix of markets between mature UK and Ireland, for example. And you know, Middle East and Africa and central Eastern Europe, which are almost 100% channel regions.

Tian Beng Ng says, in India smart city is a big initiative. we are working with both type of partners and brings a lot of opportunities, which are coming up in the tier three cities.

So we have a track record of delivering and playing those synergies right with our partner within the Dell Technologies family and we just believe it's the beginning.

Distribution is a critical route to the market, because what distribution gives us is coverage and we're thinking we're unique. We have invested in coverage, to call on partners jointly with distributors to target a set of partners and generate leads and the key measures of distribution is to increase the new partner base.

In Box: We have a whole bunch of people who are calling on partners and calling out customers inside of Dell Technologies, which are up to 35 to 40,000 salespeople inside the company and we have also people calling the end users and Medium Enterprises to create preference. In result, we do more than half of that business gets fulfilled through partners.

Our titanium partners those are big partners tend to sell to the bigger corporations, while the SMEs tend to be served by the distribution business and selling to go to the authorized resellers.

Replying on the announcement on the Dell Technology Cloud, it has made easier for our customers and partners to use whatever version of the cloud they're interested in this multi cloud environment, there’re going to have multiple choices and we have an obligation and responsibility to make that easier for our customers and partners by making that easier is not forcing them to choose the side.

Finally, we want a seamless integration of all our clouds in a multi cloud environment and we are fully geared to manage our clients for their end to end digital transformation between VMware and Microsoft, that will helps us to grow further , says Joycee. It’s what customers want.