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  • DELL enters into a strategic partnership with Digilife Distribution and Marketing Services (DDMS), distribution arm of HCL Infosystems
  • DELL takes the next leap in enhancing its commercial and enterprise solutions offering through this new distribution partnership and which is a further expansion of Dell’s PartnerDirect program which has developed a significant amount of the commercial channel partners in India
  • Partnership to target Mid-Market customers


Dell India and Digilife Distribution and Marketing Services (DDMS), the distribution arm of HCL InfosystemsLtd. (www.hclinfosystems.in), India’s premier hardware, services and ICT Systems Integration and Distribution Company announced today their strategic partnership for the distribution of Dell’s Enterprise class products to partners in emerging markets. This is a first-of-its-kind engagement for DDMS and Dell in the market. DDMS will deal in a wide array of Dell’s Enterprise product categories including servers, storage and networking products in India. The partnership with DDMS will enhance Dell’s Enterprise solutions reach beyond tier-1 cities and propel its focus to target mid-market customers with open, easy to deploy and affordable solutions.


The partnership is geared to promote and extend businesses for both DELL and HCL Infosystems; under this deal DDMS and Dell will collaborate on marketing, sales and technical areas and overall go-to market activities. DDMS will take care of the marketing related activities for Dell Enterprise products and services, and further help promote, participate and extend the sale of the Dell products through activities such as market research, advertising, trade shows, internet marketing etc.


Dell’s Global Commercial Channel (GCC) division retains around 19,000 commercial partners in the Asia Pacific region.  The division takes care of programs and policies relevant to channels, which cover all types of business entities such as public companies and large-/medium-sized companies. In India, Dell currently engages with 1700 commercial channel partners, and this agreement will further strengthen the reach of its enterprise solutions to key markets.


Commenting on the announcement Mr. Sameer Garde, President & Managing Director, Dell India, said “India is the first market for Dell, to define and categorize the new market opportunity as the mid-market segment. DDMS’s strong distribution network in mid-markets, coupled with our broadened product & solutions portfolio will surely help us strengthen our presence across these growth markets, moving beyond the top eight cities in India”.


Speaking on the occasion, Mr. Sanjay David, CEO Digilife Distribution and Marketing Services, a 100% subsidiary of HCL Infosystems said, “We are confident that this collaboration will gain robust traction with our channel and also achieve market leadership in this space. We believe this partnership will add a new dimension to our current offerings. With Dell’s wide product and service portfolio and DDMS’s extensive distribution network across the country, the engagement provides us an opportunity to address the needs of enterprises in diverse locations through our distributors in this segment.”


This program further strengthens the point of Dell being a stable and a long term partner for their partner community.  Mr. Ajay Kaul, Director & General Manager, Global Commercial Channel, Dell India said: “Our partners are a very important part of Dell’s overall growth strategy and we have always aimed at providing maximum value to our partner community. We realize the importance of our channel partners in the growth of our business, and hence we take utmost care to enable them to effectively meet the needs of their customers and deliver more value to their growing business. This step again is an indication that we are listening to our partners and shifting our approach in making Dell solution available to them off-the-shelf and thus addressing the run-rate requirement of our customers.”  The partnership will enable DDMS to supply the complete range of Dell Enterprise Products and Services. HCL‘s DDMS will help boost the growth of Dell, through the distribution providers in the market.  HCL Infosystems widespread network of distributors will further ensure a robust funnel to Dell products and services.


In the past two years, Dell has made 15 strategic acquisitions to enhance its capabilities as an end to end solutions provider and has carefully aligned its channel program with the acquisitions it makes. To enhance Dell’s security capabilities, the company recently acquired SonicWALL, Inc. Having an immense focus on the distribution of its products and its channel partners, Dell has offered SonicWALL’s existing channel partners, an opportunity to join the company’s current PartnerDirect program, which will enable them to preserve the investments made with SonicWALL. Also, in order to offer best to the channel partner community the company will take the best of SonicWALL channel programs and model and combine it with Dell’s PartnerDirect program. This move has not only provided the best for the channel partners but also Dell has expanded its own channel team’s customer relationships by further enabling its existing partners to sell SonicWALL solutions.


About Distribution Partnership
The products that are available through distribution agreements will be priced at par with similar products available direct from Dell. This agreement will give our partners added flexibility in the way they procure Dell solutions for the end-customer. With the distribution agreement, Dell also aims at their goal of penetrating better in the tier-2 markets of India


About Dell
As the visionary outcome of a true entrepreneur, Dell (NASDAQ: DELL) is committed to helping small and medium businesses solve their technology challenges, ease business pain points and draw greater value from IT. With ProManage-Managed Services, Optiplex – the world’s No. 1 business desktop, new Latitude laptops, the designed-for-small business Vostro line, energy-efficient PowerEdge servers and Small and Medium Business Solutions Center, Dell is here to support entrepreneurs every step of the way.


About HCL Infosystems
HCL Infosystems Ltd, with revenue (LTM) of US$ 2.0 billion (Rs 10,840 crores) is India’s premier hardware, services and ICT systems integration company offering a wide spectrum of ICT products that includes Computing, Storage, Networking, Security, Telecom, Imaging and Retail. HCL is a one-stop-shop for all the ICT requirements of an organisation. India’s leading System Integration and Infrastructure Management Services Organisation, HCL has specialised expertise across verticals including Telecom, BFSI, eGovernance & Power. HCL has India’s largest distribution and retail network, taking to market a range of Digital Lifestyle products in partnership with leading global ICT brands, including Apple, Cisco, Ericsson, Kingston, Kodak, Konica Minolta, Microsoft, Nokia, Toshiba, and many more. HCL today has India’s largest vertically integrated computer manufacturing facility with over three decades of electronic manufacturing experience & HCL desktops is the largest selling brand into the enterprise space. With India’s largest ICT services network that reaches to every corner of India, HCL’s award winning Support Services makes it the preferred choice of enterprise and consumers, alike. For more information please visit us at www.hclinfosystems.in 


About HCL
HCL is a $6.2 billion leading global technology and IT enterprise comprising two companies listed in India – HCL Technologies and HCL Infosystems. Founded in 1976, HCL is one of India’s original IT garage start-ups. A pioneer of modern computing, HCL is a global transformational enterprise today. Its range of offerings includes product engineering, custom & package applications, BPO, IT infrastructure services, IT hardware, systems integration, and distribution of information and communications technology (ICT) products across a wide range of focused industry verticals. The HCL team consists of over 90,000 professionals of diverse nationalities, who operate from 31 countries including over 500 points of presence in India. HCL has partnerships with several leading global 1000 firms, including leading IT and technology firms.  For more information, please visit www.hcl.com

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