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Ingram Micro Australia bulks up commercial offering with Dell Wyse deal

16 Dec 16

Dell Wyse has added Ingram Micro to its line-up of Australian distributors, in a deal which Ingram Micro says rounds out its commercial offering for the channel.

Dell Wyse is already distributed locally by Avnet and Dicker Data, but Ari Palandjian, Dell Cloud Client Computing regional sales manager, says the new deal is a logical step in expanding the vendor’s reach and accelerating its growth.

“Dell Cloud Client Computing is investing heavily with both our distributiona nd channel partners and we’ve seen tremendous growth over the last 12 months in our VDI solution business, from the data centre through to Dell Wyse thin client end-points,” Palandjian says.

“Our resources are now focused on accelerating our growth, not only with our traditional distributors Avnet and Dicker Data, but now also with Ingram Micro.”

John Brown, Ingram Micro Australia general manager of vendor management, says the addition of Dell Cloud Client Computing to the distributor’s Dell EMC portfolio is an opportunity to help partners grow their solutions practice at a time when end users are increasinly concerned about security, speed and management.

“In addition, the VDI market offers new growth opportunities for resellers who have the necessary skills to advice their clients on virtual desktop infrastructure solutions,” Brown says.

Both Brown and Palandjian say training and enablement will be a key focus, with technical training and enablement courses planned for Sydney and Melbourne over the next two months.

“Partners who invest time in these types of enablement sessions experience nine times the revenue compared to partners that do no, so we will continue to work with partners to help build out their technical and services capability around our VDI solutions,” Palandjian says.

Adds Brown: “Enablement and training are key to our strategy as we deepen our partnership with Dell EMC, so we will continue to drive sales and technical training across the entire portfolio, including Dell Wyse thin clients.

“We believe this is a key component to help business partners differentiate themselves in the market and to grow profitabily.”

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