CHANNEL CHIEF
VANGELIS LAGOUSAKOS , General Manager – Channel Sales , Middle East , Russia , Africa and Turkey ( MERAT ) – Dell Technologies , a global tech powerhouse , talks about his currently role and how IT vendor is working with partners and developing its channel business in the MERAT geography .
D focused on three key areas based on partner feedback : increased opportunity for new customer and line of business acquisition ,
Describe your current job role and the parts that are somewhat challenging ?
In my current role , I am responsible for strengthening relationships with channel partners , with a view to developing and enabling a robust partner community . I try to incorporate my experience , expertise and track record of building relationships and delivering results into my daily activities , as this is critical to Dell Technologies ’ growth in the region and in enabling partners to deliver the full spectrum of the company ’ s portfolio of solutions . Along with my team , we continue to build on the successes of the Dell Technologies partner programme by providing partners with a clear roadmap and investing in skills development that will enable them to successfully navigate the ever-changing digital landscape . At Dell Technologies , technology innovation is considered successful when it is adopted and adapted by the partner community to meet customers ’ needs and challenges .
Can you explain how your company works with channel partners ?
First things first : in a time of continued uncertainty , our channel programme structure and engagement with partners remains consistent . We are staying the course to support partners as we always have , while investing in key focus areas to drive our joint success . We achieve this by understanding the ‘ ins and outs ’ of channel partners and customers business , by improving programmes based on their feedback , by investing in the technology solutions of the future and by enabling channel partners to be qualified and prepared for the future . This year , we accelerated growth and profit potential with access to our holistic portfolio , including VMware and lastly , a more streamlined endto-end experience .
How do you ensure channel partners flourish in a highly competitive market ?
Our purpose at Dell Technologies is to create technology that drives human progress . This purpose was at the forefront of our minds as we designed the new partner programme . Our focus was to accelerate innovation , leverage our corporate culture and strength , and provide a world-class experience so our partners can drive even more impact for customers and communities in a highly competitive market .
Over the past year , we ’ ve also seen the pace of Digital Transformation accelerate beyond anything we could have imagined . Together with our partners , we ’ ve empowered customers to meet the fast pace of change from the Edge to the data centre , through distributed work and modern consumption , with cybersecurity , 5G infrastructure , digital experiences and data management . We will continue to equip our channel ecosystem to enhance their skills sets and to drive simplification of our portfolio where appropriate with a commitment to bringing the next generation of technologies to market .
What are the latest trends you see emerging across the channel ?
In times of uncertainty , it has become vital to give customers and partners the freedom
Vangelis Lagousakos , General Manager – Channel Sales , Middle East , Russia , Africa and Turkey ( MERAT ) – Dell Technologies
INTELLIGENT TECH CHANNELS Issue 41 63