Distribution has transformed from a warehouse model—where supply chain and financial benefits alone reigned supreme—to a value-add model focused on providing complete solutions. Increasingly trusted by solution providers as solution aggregators, distributors are now solving end-customers’ most complex business challenges and building solutions that can scale globally.
Today, Dell Technologies Authorized Distributors help our channel partners build customer solutions that span all four pillars of digital transformation: IT transformation, Workforce transformation, Security transformation, and Application transformation. Distributors extend our ability to seize new and profitable partner opportunities and help us reach the full potential of our channel business.
Additionally, our Authorized Distributors are helping the Dell Technologies Partner Program ecosystem maximize profitable growth in three key ways.
Distributors extend reach and scale sales capacity
First, distribution drives incremental business by providing access to new partners and customers, and by providing sales, marketing, technical, and operational support where we have limited resources. They also offer valuable market and competitive information. So, we’re proud to have our distribution partners helping promote the Dell Technologies brand and portfolio of products around the globe.
Distributors provide expertise, support and flexibility
Second, distributors can provide partners with complementary and value-added services, extended credit lines, and back-end office support. Their highly-valued presales support and expert training, as well as trusted financial support, are making next-generation solutions more accessible and outcome-based solutions easier to deliver for our global partners.
Distributors enhance customer value
Third, distributors allow our channel partners to do more by providing them with on time and global access to our products and solutions. They keep Dell Technologies products stocked and ready to ship, and they help ensure we engage in multi-vendor solutions.
As our solution providers progress through the Dell Technologies Partner Program, we remind them of the benefits of purchasing through distributors. Partners have the same opportunity to earn benefits—such as approved deal registration and rebates—whether they buy directly from Dell Technologies or through our Authorized Distributors.
Driving growth for mid-tier and net-new partners remains an essential element of our shared success. These key target partners are building a strong sales pipeline with our Authorized Distributors for long-term profitability. And we continue to believe that medium business is a big growth opportunity through distribution.
Dell Technologies has already seen great momentum in 2019. And this is true for our distribution business as well. So, thank you to all our partners, for everything you do to communicate the value of our entire Dell Technologies portfolio… and, ultimately, helping us shape the digital future of our customers worldwide.
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