November 2008 - Dell Channel Blog

Last week I had a chance to sit with Greg Davis, VP and General Manager of Dell’s Americas Channel Group.  We talked about the economy, the channel business, and what Greg is hearing from channel partners.  Some organizations – the really smart ones – are still growing in spite of a slowing economy.  How?  Listen to this podcast either online or down load it.  Then let Greg and I know what you think.

In a recent article posted by eWeek, author Pedro Pereira, talks about our current economic time and how important it is for vendors to stay focused and true to the channel. Pedro writes, “As the economy continues to slide, some vendors might be tempted to fight the slump by driving up direct business and cannibalizing channel sales. They should think twice. ***, think thrice. Any short-term gains from such a misguided move are sure to be overshadowed by deleterious effects in the long run.”

Dell agrees with the above statement and we remain steadfast on our channel momentum. Dell is growing, not cannibalizing the channel business and looking at partners as part of our growth strategy. As we approach our first year anniversary, we’ll talk more about how our commitment on this blog and other channel industry sites.

We did a quick survey of Channel Partners a couple weeks ago and asked them if they would take advantage of financing offers made available to them by Dell. Given the current economic environment, the results were not surprising. Over 90% of you said yes. 

In these economic times, we realize that it may be difficult to find sources of funding to purchase equipment you need and Dell may be able to assist. We understand that bridging cash flow from purchase to install date is vital to your business success.  To help bridge this interim cash outflow challenge, Dell offers a wide selection of financing alternatives.  Take this opportunity to let Dell provide a financing solution to you that will in turn help position your customers for success.

Since Dell serves Channel Partners in 181 countries, you can imagine that there are many differences in financing and leasing options, depending on the market and delivery model. The best thing to do is go to the PartnerDirect website in your area to learn about available options. There you’ll find information on leasing, credit terms and other financing options.

Since the start of PartnerDirect in the U.S. alone, we’ve lent millions to Channel Partners, a double-digit growth over last year. According to Terry Drasny of Rev2 Technologies LLC, “Flexible financing through Dell PartnerDirect—a benefit offered to both Registered and Certified Partners—has helped Rev2 grow, develop larger opportunities and accelerate customer deployments. Dell has helped us finance large and small deals. They are very flexible with credit, and have effectively enabled us to pursue larger deals that we may not have been able to otherwise.”

By becoming a Dell Registered or Certified Partner, you have access to several financing options. So Dell is the right company to work with in trying times, because the very nature of the company and the PartnerDirect program are all about simplifying and saving. With Dell’s financing options, you can allow your business to continue to grow. To learn more, please contact your sales rep for assistance.

Dell participated in the annual Channel Awards put on by the magazine CompuChannel (Central America & the Caribbean). The ceremony took place in the Dominican Republic yesterday and it’s the first time Dell has participated in these awards.

Dell won awards in the following categories:

· Best PC for SMBs (Vostro 200)

· Best Portable Projector (M209X)

Thank you to our Dell Channel team and our partners for your continued support.

Andy Dow, Dell’s UK Channel Director, has made CRN’s prestigious A-list awards for 2008. The a-list gives credit to movers and shakers within channel who make the field both a challenging and exciting place to work. In other words, it’s the best of the best in the UK IT Channel.

When talking about the biggest challenges facing channel, Andy mentions embracing change along with new technologies and how the channel must evolve despite its reluctance. The Q&A also talks about Dell’s commitment to being the greenest technology company on the planet and his most expensive client lunch – which had a bill 7ft long - yikes!

Kudos to Andy and all the other folks who were recognized this year!