Dell India and Digilife Distribution and Marketing Services
(DDMS), the distribution arm of HCL Infosystems Ltd. announced their strategic
partnership for the distribution of Dell’s Enterprise class products to
partners in emerging markets. This is a first-of-its-kind engagement for DDMS
and Dell in the market. DDMS will deal in a wide array of Dell’s Enterprise
product categories including servers, storage and networking products in India.
The partnership with DDMS will enhance Dell’s Enterprise solutions reach beyond
tier-1 cities and propel its focus to target mid-market customers with open,
easy to deploy and affordable solutions.
The partnership is geared to promote and extend businesses
for both DELL and HCL Infosystems; under this deal DDMS and Dell will
collaborate on marketing, sales and technical areas and overall go-to market
activities. DDMS will take care of the marketing related activities for Dell
Enterprise products and services, and further help promote, participate and
extend the sale of the Dell products through activities such as market research,
advertising, trade shows, internet marketing etc.
Dell’s Global Commercial Channel (GCC) division retains
around 19,000 commercial partners in the Asia Pacific region. The division takes care of programs and
policies relevant to channels, which cover all types of business entities such
as public companies and large-/medium-sized companies. In India, Dell currently
engages with 1700 commercial channel partners, and this agreement will further
strengthen the reach of its enterprise solutions to key markets.
Commenting on the announcement Sameer Garde, President &
Managing Director, Dell India, said, “India is the first market for Dell, to
define and categorize the new market opportunity as the mid-market segment.
DDMS’s strong distribution network in mid-markets, coupled with our broadened
product & solutions portfolio will surely help us strengthen our presence
across these growth markets, moving beyond the top eight cities in India”.
Speaking on the occasion, Sanjay David, CEO Digilife
Distribution and Marketing Services, a 100% subsidiary of HCL Infosystems said,
“We are confident that this collaboration will gain robust traction with our
channel and also achieve market leadership in this space. We believe this
partnership will add a new dimension to our current offerings. With Dell’s wide
product and service portfolio and DDMS’s extensive distribution network across
the country, the engagement provides us an opportunity to address the needs of
enterprises in diverse locations through our distributors in this segment.”
This program further strengthens the point of Dell being a
stable and a long term partner for their partner community. Ajay Kaul, Director & General Manager,
Global Commercial Channel, Dell India said: “Our partners are a very important
part of Dell’s overall growth strategy and we have always aimed at providing
maximum value to our partner community. We realize the importance of our
channel partners in the growth of our business, and hence we take utmost care
to enable them to effectively meet the needs of their customers and deliver
more value to their growing business. This step again is an indication that we
are listening to our partners and shifting our approach in making Dell solution
available to them off-the-shelf and thus addressing the run-rate requirement of
our customers.”
The partnership will enable DDMS to supply the complete
range of Dell Enterprise Products and Services. HCL‘s DDMS will help boost the
growth of Dell, through the distribution providers in the market. HCL Infosystems widespread network of
distributors will further ensure a robust funnel to Dell products and services.
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