CHANNEL CHIEF
FRANCISCO MARIO ARDILA JIMÉNEZ has been working with channels and wholesalers for 23 years in other companies such as IBM and Lexmark , and at Dell Technologies since April 2011 . His experience and strategy have a decisive value in the regional technological field .
cCan you describe your current role and the parts that are somewhat challenging ? I am the Channel Director for Andino ( Colombia , Ecuador and Peru ) and South Cone ( Argentina , Chile , Uruguay , Paraguay and Bolivia ). I am responsible for all sales made by a metallic partner with a category ( Gold , Platinum , or Titanium ), regardless of whether the sales route is direct or through a distributor . Additionally , I am responsible for the application of the channel program and the administration of the rules and processes while safeguarding the interests of Dell and our business partners .
The main challenge of my role is to preserve the balance between the interests and needs of both our partners and the company , always respecting the rules of the channel program and the opportunity registration program .
Today , our team is presented as an internal consultant for the program for our channels and for the internal areas of Dell Technologies . The responsibility and experience of the team are constantly tested in conflict resolution .
Can you explain how your company works with channel partners ?
The first thing I would like to answer is that we are a friendly company for our business partners , which actively listens to the needs of each of them and has its doors open to establish conversations at all levels , from our Partner Account Managers or those responsible for the day-to-day operations of our partners , to our Global President Diego
Majdalani . We work together with both channels and distributors , from territory planning , demand generation , progression and business closing .
We strongly focus on having autonomous business partners who know our portfolio and how to implement it successfully . We always have clear rules always and make it easy to do business with Dell Technologies .
How do you ensure that channel partners thrive in a highly competitive market ?
I believe that our channel program is highly profitable , whether it is a Titanium partner or a Gold channel . We have excellent benefits for channels materialized in the form of discounts and marketing funds , and for channel sellers through our ‘ MyRewards ’ program . In this way , we ensure the profitability of the business partner , rewarding the effort and investment of working with us and motivating our ecosystem to conquer new territories . In fact , that ’ s where we pay the most rewards , for bringing new customers to the company .
What are the latest trends you see emerging in the channel ?
I believe that channels have been migrating from being infrastructure sellers to solution sellers , today they are more qualified and attentive to understanding the needs of our customers and their internal processes , as well as the purchasing modalities , where sales as a service undoubtedly presents itself as a consolidated model that came to stay . On the other hand , there are various challenges that need to be addressed such as deciding on the most effective way
Francisco Mario Ardila Jiménez
INTELLIGENT TECH CHANNELS LATAM 49