Dell Technologies successfully held the roundtable focused on its PowerStore solutions, channel priorities and opportunities in the Asia Pacific and Japan(APJ). The roundtable was organized with two of Dell’s prominent leaders Mr. Tian Beng Ng- Senior Vice President & General Manager - Channels, APJ at Dell Technologies and Mr. Anil Sethi - Vice President & General Manager, Channels, Dell Technologies, India.
In recent years, Dell has significantly strengthened its market position in APJ due to industry-leading intelligent technology solutions made for modern workloads. Dell is keep on bringing such adaptable and high-end technology solutions that enable organizations to adopt digital transformation. In the year 2020 alone, Dell attained quite a good growth which was derived from the increased demand for scalable technology solutions.
“I’m happy to say that we had very strong FY-21 results at Dell. You can see from the figures here, full year revenue was actually 94.2 billion, which is up 2% YoY. And if you look at our Q4 revenue, it was 26.1 billion, actually up 9% YoY” said Mr. Tian Beng Ng, Senior Vice President & General Manager - Channels, APJ at Dell Technologies. “In fact, if you look at our partner business, we delivered $52 billion through our partners globally in orders. So you can imagine just by the business by itself, 52 billion is very significant.”
Mr. Tian also emphasized on the importance of PCs in today’s world more accurately after the Pandemic. He said, “If you look back during the pandemic last year, I think everyone knows that PC is the No. 1 choice of people now. You want to stay productive, stay connected, work from home. The PC demand is just really surging and I think we’re seeing that trend continue. In fact, many folks are calling it the Renaissance of the PC; it’s the birth of the PC again. So, we really think that this big demand for PCs will continue. Technologies like cloud, 5G, AI will all only proliferate more PCs. This is what at Dell we’re really focussed on with our channel partners and our 3 tenets of our channel vision.”
Mr. Anil Sethi, Vice President & General Manager, Channels, Dell Technologies, India said, “Last year, everybody knows, it was a tougher year. At Dell we live with that culture of optimism. The first half was a little tough. But I have to tell you, the way we ended up the year was, phenomenal and we couldn’t have expected better. It was historic year for us in India, and we haven’t done as well in many past years. Even as Dell India we did extremely well and it was a historic quarter to Dell India as well. And that led us to gaining No. 1 positions in multiple things.”
Dell PowerStore
The roundtable focused on the importance of Dell’s PowerStore solution. PowerStore is a modern storage appliance designed for the data era. This game-changing new platform unlocks the power of data, regardless of its structure or location, helping organizations adapt and transform the IT without disrupting current operations. PowerStore delivers unprecedented levels of intelligence and automation, eliminating complexity, while enabling faster delivery of new applications and services with up to 99% less management interaction.
Commenting on the Dell PowerStore, Mr. Tian said, “We are really really excited about this platform. Why we are so excited is because the mid-range market is really the largest opportunity out there. In fact, in APJ, just within this region, mid-range market accounts for 62% of the storage market and it’s about 2.2 billion dollars, just this year. And we are excited because PowerStore, the platform, really addresses a lot of the cloud challenges. We really believe that the Dell PowerStore solution will really revolutionise the cloud era and really elevate cloud strategies for companies. So we’re super excited about our PowerStore cloud offering.”
Mr. Anil Sethi stated, “Midrange storage, this is the market which is growing exponentially and I would say that this is the area where we are yet to gain more share, and that is where a new offering which you heard about PowerStore coming up and also there are some other offering like PowerScale.
Channel Profitability
“We believe that partners selling PowerStore, and when they do that, they can actually earn now up to 20% of upfront margins; just on the upfront without counting the backend. So it’s really profitable now for our partners. So, we’re super excited about this. So far, when we spoke to many of our partners this week in India, there was lots of good feedback” added Mr. Tian.
“Profitability is the center of everything that we design it into the programs of the partners, whatever, everything that we do. So just an example, but our whole program design whether we do any single kind of the business and any LOBs which we are selling, everything that we are doing with the partners is to say that we continue to focus on their profitability, and because that is what keeps their organizations moving and connected to us and that is a key thing for what we do” said Mr. Anil Sethi.
The demand for Dell PowerStore is huge so the market availability. While commenting on the channel awareness and training programs as well as appointment of new channel partners to expand the market presence across the verticals, Mr. Anil Sethi said, “We continuously work on re-skilling and skilling the partners. We have training programs going on for the partner sales people, for the partner organizations to see that they are properly skilled on the product and on our offerings. Our current set of the partners represent 30% of the storage market and they are heavily invested into building up the storage business.”
“We’ve seen huge interest from our partners on PowerStore due to the technical features and financial incentives that we have given. So it makes it so compelling. That’s why I think we have been talking to many of the partners on PowerStore and everyone is so excited about it” stated Mr. Tian.
