Dell, Synnex Extend SMB Agreement

SYNNEX VARNEX FALL CONFERENCE — Small-to-medium businesses (SMB) in Canada now have an avenue to Dell products and services through an expanded distribution agreement between the IT giant and distributor Synnex.

Dell's Frank Vitagliano on stage at the Synnex Varnex Fall Conference in Anaheim, California, Nov. 9.Dell products now are integrated into Synnex Canada bundles and services across all of the distributor’s “Solv” practices and technology areas, including Dell server, storage, networking, converged infrastructure, software and client products.

Synnex says solution providers who sell Dell products and services also get value-added services that include greater efficiencies in time to market; go-to-market flexibility; improved customer lead times on enterprise portfolio; deal registrations; robust engineering resources; and professional services.{a

“SYNNEX quickly proved its prowess bringing Dell to the U.S. market, which is one of many reasons why SYNNEX Canada was selected to help Dell acquire new solution providers in Canada that aren’t already working with Dell today,” said Kevin Peesker, President, Dell Canada. “Dell’s commitment to the Canadian channel is demonstrated by our deepening relationship with SYNNEX Canada.”

Members of Varnex – a support community for small-to-medium-size Synnex resellers who make more than $300,000 in sales per year – learned about Monday’s announcement from Dell executives at the Varnex Fall Conference in Anaheim, California.

Frank Vitagliano, vice president of Dell’s North American channels, addressed the significant changes happening at his company – including going private in 2014 and the pending $67 billion acquisition of storage behemoth EMC.

Vitagliano says amid all of the change, keeping stability in Dell’s channel program has been critical – in particular, being as easy to work with as possible.

“That’s an area we’ve had to consistently work on,” Vitagliano told the crowd of approximately 650 attendees. “If you’ve only been selling in the channel for six or eight years [as Dell has], there’s always work to do. Businesses that have been in the channel for 25 to 30 years are still hearing that.

You understand what you get when you work with us,” he added. “We’ll remain consistent in the market. You can build your programs around us.”

Dell launched its relationship with Synnex Varnex about a year ago. Earlier this year, some Varnex members were grandfathered into a higher level of Dell’s partner program. Sales of Dell products among that group of preferred partners are up nearly 130 percent.

And there’s plenty of opportunity for solution providers to grow their businesses selling Dell products, Vitagliano said. Forty-five percent of the company’s business now goes through the channel.

Dell recently made enhancements to its portal, resulting in 25 percent faster site performance. It’s online solutions configurator has sped up initial quoting time by 70 percent deal-approval automation has increased response time significantly, Vitagliano said. And there’s more to come.

“We’ve got a number of offerings that we’ll roll out over the next couple of months,” he added, without getting too specific, only saying that they will showcase Dell’s ongoing commitment to its channel.

Follow senior online managing editor Craig Galbraith on Twitter.

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