Dell has urged its partners to team up with its Networking division as it looks to almost triple the amount of sales the unit's channel touches.
At the moment, of Dell UK's 2,500 channel partners, only about a dozen actively and regularly sell its Networking kit. But the vendor plans to welcome a flurry of new partners as well as strengthen its ties with its existing ones through training schemes.
Just a third of Dell's EMEA business goes through channel partners, a figure echoed by the Networking business.
Dell's EMEA channel director for its Networking arm Mark Pearce (pictured) – who joined in February – said rapidly growing that figure is a key priority for him.
"The goal we have is to move that up significantly," he said. "We want to get to 50 per cent as soon as we possibly can, then 75, then 95 and so on," he said. "Now, that is going to take a couple of years, but that is the plan, that is the goal, and we are all trying to go in the right direction to ensure that happens."
Pearce said the Networking unit's channel focus is exemplified by the addition of new Dell staff brought in to support partners and hinted at a string of new financial incentives set to come into play soon too.
He added that the range of initiatives Dell Networking is putting into place means the channel opportunity is bigger than ever.
"Seeing what I am seeing, and the opportunity, I think maybe I should go and have a word with the bank manager and start a reseller, because [for] a Dell Networking reseller, the opportunity is gigantic," he said.
"With the growth plans we have and the plans to move as much of the business over to the channel as quickly as we can, the opportunity is huge."
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