ChannelLife New Zealand logo
Industry insider news for New Zealand's technology resellers
Story image

Dell NZ gears up for big 2016 as channel business takes off

By Heather Wright
Mon 14 Dec 2015
FYI, this story is more than a year old

After a big 2015, Dell New Zealand is gearing up for an even bigger 2016, as the Kiwi reseller channel becomes an increasingly large part of the vendor’s local business.

James Arnold, Dell New Zealand’s general manager, says despite the effect of the US exchange rate, Dell has grown its Kiwi business in both local currency and in US dollars in the past year.

“The results are pretty good and we’ve been able to grow faster than the market which is really one of the key measures we’ve got to ensure we’re taking share and increasing our value proposition in the New Zealand market.”

While Arnold declines to give specific figures, he says Q3’s results were ‘outstanding’ with share gains in desktop, notebook and server. While its ‘too early to tell’ revenue gains, he’s adamant ‘we are definitely growing faster than the market’.

This year has seen Dell ramp up its channel focus locally, appointing Ingram Micro as a distributor for the vendor’s end user computing and enterprise ranges, as well as the signing Computer Concepts Limited (CCL) as its preferred partner for business IT equipment in the South Island.

Arnold says he’s ‘very happy’ with the results the company is seeing from its increased focus on the local channel.

“Channel will double in size in terms of its mix in our overall revenues for the year.

“We’re having pretty fantastic results through our channel partners and we’ve started making some real inroads into building more strategic relationships with some of the Tier 1 players as well.”

Arnold says the company has seen good growth off the back of the Ingram Micro deal, despite it being only eight weeks into play.

“It’s still fairly minor in terms of the overall scheme of things, but as we go into next year it will certainly start to take on a very significant portion of the business.

“I would expect to see that ramp really aggressively in the first quarter of next year.”

Arnold says the appointment, which he dubs ‘a huge win’ – “We had been talking to them for a number of years,” he notes – has enabled more partners to access the Dell portfolio.

“It’s bringing net new partners to us along with net new opportunities that we just never dealt with through our direct channel or indirect sales engine.”

The deal has provided Dell with greater reach into provincial New Zealand, where the company has traditionally struggled.

“We are already starting to see some gains there,” Arnold says. “That reach of partner was one of my key objectives.”

The deal, which sees Ingram Micro holding stock in country, is also enabling Dell to capitalise on the ‘run rate business’ of end users requiring product ‘tomorrow’, rather than Dell’s model of delivering in seven to 10 days.

“These tend to be the ones and twos of desktop or notebook business, but when you add up all the ones and twos it could be significant opportunity.”

Arnold says there is also ‘quite a bit of connection’ between Tier 1 players such as Dimension Data, Datacom and Spark, and Ingram Micro.

“They are large customers of them, so it has opened up new opportunities in within the larger businesses as well.”

Arnold says the company’s South Island deal with CCL – acquired last week by Spark – has reaped ‘real rewards’ for both companies.

He says he doesn’t expect Spark’s acquisition of the business to change that ‘in any way’.

“We’re really happy with that [deal]. It’s a really good case in point of where we’ve invested, a partner has invested and we’ve really moved into a strategic level of engagement and we’re actively doing a lot of good work together.”

That move from transactional relationships to strategic ones has been key in driving channel business growth this year, Arnold believes.

Going forward, Arnold says the ground work has been laid, with the focus now on ramping up the business with Ingram Micro and continuing to work closely with Tier 1 players, moving down into Tier 2s and 3s.

“Next year is consolidating and continuing to build on the foundations laid this year.

“Next year is obviously a big year for Dell, so we’re going to continue to focus on what we know and really deliver on the promise that channel is starting to bring forward, without any dramatic changes.”

Related stories
Top stories
Story image
WatchGuard Technologies
Ransomware volume doubled 2021 total by end of Q1 2022
Ransomware detections in the first quarter of this year doubled the total volume reported for 2021, according to a new report. 
Story image
Cybersecurity
FIDO Alliance releases guidelines for optimising UX with FIDO Security Keys
The new guidelines aim to accelerate multi-factor authentication deployment and adoption with FIDO security keys.
Story image
Great Resignation
New SAP study uncovers impact of 'the great resignation'
Coined in 2021, the phrase 'the great resignation' refers to millions of employees globally leaving their jobs. The phenomenon is real and impacting SMEs.
Story image
Ransomware
Secureworks reveals new information on BRONZE STARLIGHT threat group
New research from Secureworks has uncovered new information on the Chinese threat group BRONZE STARLIGHT and how they are using targeted ransomware to initiate complicated attacks.
Story image
Oracle Cloud
Commvault, Oracle to deliver Metallic Data Management as a Service
"We are excited to partner with Commvault and enable our customers to restore and recover their most mission-critical cloud data."
Story image
Network Security
Netskope announces zero trust network access updates
Customers can now apply zero trust principles across a range of hybrid work security needs, including SaaS, IaaS, private applications, and endpoint devices.
Story image
Cybersecurity
Blasé attitudes to cybersecurity by business a national risk
The largely unregulated state of cybersecurity in NZ, and consequential ambivalence of most businesses, risk hurting the country's trading prospects.
Story image
Cybersecurity
Ingram Micro launches vendor-backed security program
Ingram Micro has unveiled a new program intended to give resellers the effective offerings their customers need to stay safe in the evolving threat landscape.
Story image
Gaming
Hands-on review: 16GB PNY XLR8 Gaming EPIC-X 3600MHz DDR4
PNY sent over its 16GB XLR8 Gaming EPIC-X 3600MHz CL16 DDR4 module kit for testing. The kit contains two 8GB dual-channel modules with RGB lighting.
Story image
Entelar
How TruSens air purifiers can create healthier workspaces
The pandemic has heightened our awareness of our own and others’ health, and made us all much more conscious of the environments we work in.
Story image
Hybrid Cloud
HPE GreenLake advances hybrid cloud experience with new services
"The innovations unveiled today further build on our vision to provide the market with an unmatched platform to spur innovation and drive transformation.”
Story image
Cybersecurity
Zero trust security adoption rises 27% in just two years
A survey of WAN managers has revealed that multi-factor authentication and single sign-on are the top zero trust features implemented.
Story image
Market growth
Salesforce unveils new offerings for consumer goods companies
Salesforce has announced new products for consumer goods companies to help brands navigate increasing market complexity more easily.
Story image
Salesforce
Data crucial to capture shoppers' wallets post-COVID
First-party data strategies key to driving personalisation, customer satisfaction, and long-lasting relationships according to a new report.
Story image
Infrastructure
Oracle Cloud Infrastructure expands distributed cloud services
“Distributed cloud is the next evolution of cloud computing, and provides customers with more flexibility and control in how they deploy cloud resources."
Story image
BitTitan
How to achieve your monthly recurring revenue goals
Monthly recurring revenue (MRR) is the ultimate goal, the most important issue on which anyone in the IT channel should focus.
Story image
Cybersecurity
Unknown connections: How safe is public WiFi in Aotearoa?
If it's not your own household WiFi, then who has control of your data and is your connection actually safe?
Story image
Data
MYOB improves data visibility and user access with Snowflake
"Solutions such as Snowflake allow us to better understand our customers and make evidence-based decisions on what features work best for them."
Story image
Commerce Commission
ComCom puts electronics sector on notice over resale price maintenance
The Commerce Commission has concluded an investigation into allegations that television manufacturers were engaging in illegal resale price maintenance.
Story image
Artificial Intelligence
Abnormal Security finds financial supply chain under threat
New research by Abnormal Security has found a rising trend in financial supply chain compromise as threat actors increasingly impersonate vendors.
Story image
Partnerships
Microsoft expands APAC Enabler Mentorship Program
"Mentors are the key to success for every professional. A good mentor is a coach, a guide, as well as a vocal advocate."
Story image
Cybersecurity
The link between cybersecurity, extremist threat and misinformation online in Aotearoa
Long story short, it's often the case that misinformation, threat and extremism link closely to cybersecurity issues and cyber harm.
Story image
New Relic
New Relic looks to observability market with new partner programme
New Relic has announced the availability of New Relic Partner Stack, an enhanced programme expanding New Relic’s commitment to partners.
Story image
Christchurch
Enable launches free Wi-Fi in Christchurch city centre
Fibre broadband provider, Enable, and the Christchurch City Council have launched their new Christchurch Free Wi-Fi service in the central city. 
Story image
Revenue
Datacom announces revenue of $1.45 billion, fall in profit
Growing market pressures and border closures saw Datacom place increased focus on talent development initiatives for both existing and future employees.
Story image
Finance
Airwallex launches global payment services in New Zealand
The launch will enable businesses in New Zealand to tap into Airwallex's global payments services, offering an alternative to traditional banks.
Story image
Cybersecurity
Why is NZ lagging behind the world in cybersecurity?
A recent report by TUANZ has revealed that we are ranked 56th in the world when it comes to cybersecurity - a look into why we're so behind and what needs to be done.
Story image
Cybersecurity
Vulnerable APIs costing businesses billions every year
Large companies are particularly vulnerable to the security risks associated with exposed or unprotected APIs as they accelerate digital transformation.  
Story image
Amazon Web Services / AWS
Zscaler, AWS accelerate onramp to the cloud with zero trust
Zscaler has announced an extension to its relationship with Amazon Web Services, as well as innovations built on Zscaler's Zero Trust architecture.
Story image
Microsoft
TO THE NEW unveils A/NZ Managed Services for Microsoft Azure
TO THE NEW has released Managed Services for Microsoft Azure to meet the growing demand in the A/NZ market and globally.
Story image
Awards
Microsoft names A/NZ Partner of the Year award winners
The awards recognise partners across the globe for their innovative use of Microsoft technologies to help customers succeed.
Story image
Sustainability
Honeywell launches new carbon energy management software for buildings
The new Carbon & Energy Management service allows building owners to track and optimise energy performance against carbon reduction goals, down to a device or asset level.
Story image
Infrastructure
Global investment in data centers more than doubled in 2021
DLA Piper's latest global survey finds the total investment in data center infrastructure worldwide rose from USD $24.4 billion in 2020 to USD $53.8 billion in 2021.
Story image
Dark web
Cybercrime in Aotearoa: How does New Zealand law define it?
‘Cybercrime’ is a term we hear all the time, but what exactly is it, and how does New Zealand define it in legal terms?
Story image
Talend
Forrester names Talend Leader in enterprise data fabric
Forrester has named Talend a leader among enterprise data fabric providers in the Forrester Wave: Enterprise Data Fabric, Q2 2022 report.
Story image
Public Cloud
Public cloud services revenues top $400 billion in 2021
"For the next several years, leading cloud providers will play a critical role in helping enterprises navigate the current storms of disruption."
Story image
Web Development
Whitecliffe fosters careers for the future of tech
Do you want a career in Information Technology, Networking, Web Development, Software Development, or are you looking to upskill?
Story image
Hybrid workforce
Why hybrid working is here to stay and how to ace it
Citrix's new report reveals hybrid workers are more productive and engaged at work than their office and completely remote counterparts.
Story image
Citrix
The best ways to attract young talent during labour shortages
New research from Citrix reveals hybrid working and ventures into the metaverse are top of mind for Gen Z workers.
Story image
Cybersecurity
Threat actors ramp up their social engineering attacks
As people get better at identifying potential threats in their inbox, threat actors must evolve their methods. Their new M.O? Social engineering.
Story image
Internet of Things
Domino's Pizza: A blueprint for secure enterprise IoT deployment
Increasingly, organisations are embracing smart technologies to underpin innovations that can enhance safety and productivity in every part of our lives, from industrial systems, utilities, and building management to various forms of business enablement.
Story image
Cryptocurrency
NOWPayments launches new service to analyse cryptocurrency fees
NOWPayments has launched a new network fee optimisation solution that analyses current network fees and picks the most profitable option out of the client's payout wallets.
Story image
Samsung
Monitors are an excellent incentive for getting employees back
The pandemic has taught us that hybrid working is a lot easier than we would’ve thought, so how can the office be made to feel as comfortable as home? The answer could be staring you in the face right now.
Story image
Cybersecurity
Email threats spike 101%, remains a top attack vector
"Each year we see innovation in the threat landscape, but each year email remains a major threat to organisations."