Issue 08 // February 2017
DELL EMC’S NEW CHANNEL CHIEF TO STRENGTHEN PARTNER BUSINESS Havier Haddad, Channel Sales Director, META, Dell EMC, encourages partners to be the early adopters of its new combined products and solutions portfolio.
Havier Haddad, Dell EMC
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ell EMC has been in the process of integrating partners and back-end channel related aspects, post the largest technology merger in history. Appointed as the firm’s new Channel Sales Director for Middle East, Turkey and Africa, Havier Haddad’s focus is to guide its reseller community, with the help of its distributor partners such as Redington Gulf, to seize the opportunities that the combined portfolio now presents. “Channel partners need to understand the advantages of being an early adopter of our new portfolio of products and
solutions that we are offering under the Dell EMC umbrella,” says Haddad. “From training initiatives to technical workshops, our focus is to enable partners to optimise this opportunity.” The newly launched partner programme, which formally becomes effective from this month, is another testimony to its commitment to being a partner-led business. With the core pillars of simplicity, profitability and predictability – the programme is designed to comprehensively cover all types of partnerships such as current and new resellers, service providers, alliances and systems integrators. “Through this programme, partners will be incentivised
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based on several criteria such as acquiring new customers, being committed, leveraging our complete portfolio and increasing the volume of business,” he says. Haddad’s focus also includes redefining the company’s distribution landscape. Differentiated into two divisions, volume and value, the new distribution ecosystem will be treated as the firm’s extended work force. “Our focus is to treat both distribution teams as internal Dell EMC employees,” he says. “We expect our value-added distributors to help us in taking our products and solutions effectively to the market. The value-added distributors will drive everything from pre
As a merged company, we are now looking to have even deeper relationship with Redington, leveraging the strength of our combined portfolio. Personally, I have had a great experience working with the distributor, largely because of the quality of people, industry expertise, solid go-to-market and wide reach.”
and post sales, marketing, developing business plans and doing quarterly business reviews with partners. We have built this partnership with regional distributors such as Redington and will continue pushing the same practice ahead in our market strategy. “We will also create plans to extend the coverage through different angles such as by covering technologies, industries and new types of businesses, together from value and volume fronts.” The individual legacy firms have had successful partnerships with Redington’s volume and value divisions in the past. “As a merged company, we are now looking to have even deeper relationship with Redington, leveraging the strength of our combined portfolio. Personally, I have had a great experience working with the distributor, largely because of the quality of people, industry expertise, solid go-to-market and wide reach,” he adds. “We have huge hopes and plans for Redington as they will play a big role in our go-to-market strategy going forward.”
Redington Value is a value added distributor for the following brands in parts of Middle East & Africa:
For more information, please write to sales.value@redingtonmea.com