September 29, 2017
After announcing sales of more than $19 billion, Dell is now investing for its channel partners so that more storage offerings are pushed to the market. Cheryl Cook, Vice President of Global Channels & Alliances at Dell said that its channel partners have witnessed growth in servers, but its focus for the second half will be in making sure its partners have what they need to bring that same momentum to its storage business. Its revenue in storage was $3.7 billion in the quarter.
Cook also added “[Storage is] an area of focus for us that we want to make sure we maintain,” Cook said. “We are still number one in multiple sub-categories in the storage sector: high-end, midrange, flash, converged and hyperconverged…we’re still number one in all of those categories and we intend to stay there. You’re going to see a renewed energy and a heightened investment focus in the second half around what we can do to make sure our partners are best supported to continue to go in.”
This year’s big focus Dell has is to introduce new logos and customers to its business and its channel has added 18,000 new customers by the end of Q2 said Cook.
“We saw another double digit growth in Q2 in our channel in our business that is at significant scale. Our channel is $35 billion, so when we’re delivering double digit growth on a base business that big that’s rather robust, so we’re very focused on ensuring we’re providing our partners with all the necessary support and tools and operational support to maintain that growth and velocity,” she said. “With the overall performance and strong revenue achievement that we’re seeing we’re obviously paying more in MDF, we’re paying more in rebates, the partners are earning more in the new program, and the partners are enjoying growth in their business.”
To aid customers with more flexible consumption models if they wish to pay-as-you-grow or pay-by-the-drink with storage, Dell introduced some financial services tools which delivers scalable payment programs for partners.