Dell launches commercial partner programme

Corporate Bureau
Posted: Friday, Apr 25, 2008 at 0034 hrs IST
Updated: Friday, Apr 25, 2008 at 0034 hrs IST

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Mumbai, Apr 24: In a bid to reach out to more small and medium businesses (SMBs) and consumers, laptop major Dell has launched a commercial partner programme, PartnerDirect. “Till now, direct sales has been our strategy, but we are also acquiring channel partners to get a strong foothold in India, which is a very fast growing market. We are specially focussing on the SMB segment as well as the consumer segment,” said Paul-Henri Ferrand, president, APACS, Dell Global B V (Singapore). PartnerDirect offers partnership at three levels: Solution Partners, Enterprise Partners, and Commercial Partners.

Rajan Anandan, vice president, Dell India Private Limited, said, “Our market share in the Indian SMB segment is 2%-3%, and there are around four million addressable SMBs. We are all set to tap that market and thus, we are also introducing the redesigned version of the VOSTRO 1310 and 1510 laptop line for small businesses, which are thinner and lighter than the earlier version.” Dell plans to reach out to more than 100 cities in India over a period of six months and get into the country’s tier 1 and tier 2 cities as well. “Direct sales work well for us, but there is a large segment in India, which trusts the channel partners and prefers going through them. Thus, it’ll be easier for us to reach out to this segment through the partners and accelerate our expansion plans,” commented Anandan.

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