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Dell's new channel leadership team to propel its channel business in APJ

Nurdianah Md Nur | Dec. 2, 2014
The company has appointed Ng Tian Beng to lead its commercial channel business and Sumir Bhatia to lead its solutions and ISV business

To further drive the success and sustain growth of its channel business, IT company Dell has appointed a new channel leadership team for the Asia Pacific and Japan (APJ) region.

Ng Tian Beng, the company's managing director for South Asia and Korea and vice president of commercials channels for APJ, will now lead Dell's commercial channel business across APJ. In his expanded role, Ng will be responsible for the growth of Dell's commercial channel business across all product lines — including enterprise, client, services, software and solutions — across the region.

Ng Tian Beng of Dell
Ng Tian Beng

Dell has also appointed Sumir Bhatia as its executive director of commercial channels for the APJ region to lead Dell's solutions and ISV business. He was previously the director of enterprise solutions for Dell South Asia, where he contributed to Dell's increased market share in both the server and storage business in the South Asia region.

Sumir Bhatia of Dell
Sumir Bhatia

According to Dell's press release dated 25 November 2014, the new APJ channel team will be responsible for delivering sustainable business growth for the company and its channel partners. The team will focus on ISV/solutions partners, distribution partners, channel enablement and channel talent.

"Critical to the success of our channel business in APJ is the strength of its leadership," said Amit Midha, president for APJ, and chairman of Emerging Markets at Dell. "I am optimistic of Ng's and Bhatia's ability to focus on increasing awareness of our end-to-end solutions capabilities, strengthening our customer relationships and growing the channel business across APJ."

Accelerating channel growth
To further its commitment to growing its channel business, Dell will be delivering Business Accelerator funds of US$125 million to help partners bid and close new acquisition and retention deals with customers.

According to Dell, the programme will help partners increase storage share within customers' accounts, provide accelerated rewards for growth in client and enterprise solutions businesses, and double investments in demo equipment and lead generation efforts. Dell will also enhance its IT systems and provide additional tools in areas such as lead management, deal registration, training and certification, navigation and mobility.

Furthermore, Dell will be offering PartnerDirect programme to enable partners to offer customers end-to-end solutions for all their needs. The programme is slated for launch on 1 February 2015 in North America, with rollout for other regions to soon follow.  


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