Dell appoints New Channel leadership in APJ to deliver sustainable growth for Dell and partners and plans to invest $125 million in enhanced channel incentives and programs in 2015
To further drive the success and sustain gr
owth of the channel business, Dell has appointed Ng Tian Beng, Managing Director, South Asia &
Korea, Vice President, Commercial Channels, Asia Pacific Japan to lead Dell’s Commercial Channel business across APJ. In his expanded role, Tian Beng will be responsible for the growth of the Dell Commercial Channel business across all product lines including Enterprise, Client, Services, Software and Solutions across the region.
Dell also appointed Sumir Bhatia as Executive Director, Commercial Channels, Dell APJ to lead the Solutions & ISV business. Previously the Director of Enterprise Solutions, Dell South Asia, Sumir has continuously grown Dell’s Enterprise business in South Asia, leading to share gains in both the server and storage business in the South Asia region.
“Critical to the success of our channel business in APJ is the strength of its leadership. As we continue to create greater customer value and grow the most profitable parts of our business, Tian Beng and Sumir both bring impressive experience in continuously expanding and cultivating our partner relationships across South Asia. I am optimistic of their ability to focus on increasing awareness of our end-to-end solutions capabilities, strengthening our customer relationships and growing the channel business across APJ,” said Amit Midha, president, Asia-Pacific and Japan, and chairman, Emerging Markets, Dell.
The new APJ Channel organization will be accountable for delivering sustainable business growth for Dell and its channel partners. The team will drive a focus on ISV/Solutions partners, distribution partners, channel enablement, channel talent.
Accelerating channel growth in 2015
To further enable partner productivity, Dell is delivering new Business Accelerator initiatives globally of $125 million to help partners bid and close new acquisition and retention deals with customers. The program will help partners increase storage share within customers’ accounts, provide accelerated rewards for growth in client and enterprise solutions businesses, and double investments in demo equipment and lead generation efforts. Dell is also enhancing its IT systems and will provide additional tools in areas such as lead management, deal registration, training and certification, navigation, and mobility.
The company is also helping partners take full advantage of its end-to-end solutions with the new PartnerDirect competencies to enable partners to offer customers comprehensive solutions for all their needs. Dell also introduced new advanced competencies in Storage and Identity and Access Management for partners who prefer to specialize in these single practice area solutions.