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October 22, 2012

Dell Enters into Strategic Partnership with HCL Infosystems

Dell (News - Alert) India and Digilife Distribution and Marketing Services (DDMS), the distribution arm of HCL Infosystems Ltd., one of India’s hardware, services and ICT Systems Integration and distribution companies, have entered into a strategic partnership for the distribution of Dell’s Enterprise class products to partner in emerging markets.

As part of the pact, DDMS will deal in a wide array of Dell’s Enterprise product categories including servers, storage and networking products in India.

Industry experts opined that the partnership with DDMS is expected to 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. Officials with HCL Infosystems said that under this deal DDMS and Dell will collaborate on marketing, sales and technical areas and overall go-to market activities.

Company officials said that 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.

“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,” said Sameer Garde, president & managing director, Dell India, in a statement.

“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,” said Sanjay David, CEO Digilife Distribution and Marketing Services, a 100 percent subsidiary of HCL Infosystems.

“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,” said David.This program further strengthens the point of Dell being a stable and a long term partner for their partner community.

“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,” said Ajay Kaul, director & general manager, global commercial channel, Dell India.

Kaul said that this step again is an indication that the company is listening to its partners and shifting its approach in making Dell solution available to them off-the-shelf and thus addressing the run-rate requirement of the customers.


Edited by Brooke Neuman
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