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Dell continues local distribution push

By Heather Wright, Mon 8 Jun 2015
FYI, this story is more than a year old

Dell is ramping up its local distribution strategy with the appointment of Zane Bryhn as New Zealand distribution manager.

Bryhn has been with Dell New Zealand since 2010, when he joined the company as New Zealand’s first channel focused solutions consultant.

The appointment comes as Dell pushes its more channel-friendly focus, after being predominantly known for its direct sales model.

In April new Dell New Zealand manager James Arnold told ChannelLife the vendor would have a strong channel focus under his watch, with plans for a local distributor, increased focus on tier one partners, and a push into the regions via channel partners.

While Dell doesn’t break out local figures, Arnold says globally about 40% of business now goes via channel partners.

The company signed Ingram Micro as a distributor for its enterprise computing range last year, and earlier this year awarded the distributor the Australian distribution of the company’s end-user computing range.

Dell New Zealand is also looking to introduce a distribution partner in New Zealand.

Bryhn has been in the IT industry more than 20 years, starting his IT career in the UK before retunring to New Zealand and taking up the role of technical manager for Ultra Computers.

He moved through the ranks at Ultra, eventually taking over the general manager role before crossing into the distribution world for a business development role at Datastor, now Westcon.

Bryhn was responsible for the IBM business unit at Datastor, before moving to Dell.

Dell New Zealand says in the past five years, Bryhn has been instrumental in setting up and growing Dell’s enterprise channel. His role was expanded to include handling direct customers in the medium and large enterprise space.

Bryhn takes over the new role on 01 July.

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