Partners serve as a strategic growth engine for Dell Technologies

VIVEK MALHOTRA
SENIOR DIRECTOR - INDIA CHANNELS, DELL TECHNOLOGIES

In today’s rapidly evolving digital economy, a future-ready partner ecosystem is not just an advantage—it’s a necessity. At Dell Technologies, our partner program is central to how we scale innovation, reach new markets, and deliver long-term customer value. It acts as a growth engine, strengthening our market presence, building trust-based relationships, and enabling co-innovation with partners aligned to customer needs. As businesses accelerate digital transformation, our partners play a critical role in localizing Dell’s solutions and unlocking growth in both mature and high- potential markets. Our partner program focuses on expanding market access, deepening customer engagement, and enabling sustainable business growth. Through training, tools, and sales enablement, we empower partners to evolve from resellers to transformation advisors—crucial as enterprises seek end-to-end solutions and trusted guidance. Our model drives cost efficiency across sales, marketing, and support via localized execution. In FY26, our strategy prioritizes simplicity, predictability, and partner-led momentum. Our “Partner First” approach in storage now channels 99% of opportunities through partners, supported by intelligent partner matching systems. We’re enhancing quoting speed, reducing time-to-market, and aligning enablement to emerging tech like AI, multicloud, and cybersecurity. By taking AI-ready infrastructure, secure edge solutions, and hybrid cloud deployments to new and underserved markets, we’re empowering partners and accelerating digital technology adoption at scale. Collaboration, innovation, transparency, and trust remain central to Dell’s long-term partner success and
ecosystem growth.