Dell sets sights on $70bn channel revenues

The vendor has revealed that the channel is within touching distance of hitting $50bn in revenues and it is now looking for a larger goal

Dell Technologies has set its sights on breaking through the $70bn revenue barrier with the channel after enjoying strong growth with partners in 2018.

For the past couple of years the mantra has been to get the indirect business to the $50bn level and the vendor is closing out last year with global orders placed through partners hitting $49bn.

Joyce Mullen, president global channel, OEM and IoT at Dell, said that the last year had seen partners increase revenue to the tune of $6bn from $43bn and the vendor expected more growth to come in 2019.

"2019 is the year we have been working so hard for here at Dell Technologies. It's when the full strategy, planning and hard work that we have been putting in comes together. It's the year when 5G will come to life, edge computing will kick into high gear and gen Z will enter the workforce. We will see machine learning and artificial intelligence follow us to work, with PCs and devices learning from our habits and proactively booting up the right apps and services at the right time," she said.

"It is the year of the data driven digital ecosystem," and she added that there were numerous areas that would reap growth for partners.

"Over the past 12 months the Dell Technologies global channel has delivered over $49bn in orders. That means you have grown our businesses with us by $6bn. Remember that $50bn goal I talked about last year, we are so close and that kind of growth is just outstanding," she added. "Onward to $70bn, there is nothing stopping us."

Dell's Q4 numbers are not out, but the firm saw its channel order revenue climb 21% year-on-year in the third quarter and distribution turnover was also up by 19%. During Q3 the channel also delivered 15,000 new or reactivated customers for the vendor.

Marius Haas, president and chief commercial officer at Dell, said the channel business on its own would dwarf some other companies total revenues.

"The Dell Technologies global channel has delivered orders worth $49bn in the last 12 months and alone that would be a Fortune 60 company by itself. Bigger than Facebook, American Express, Oracle and Cisco," he said.

"As we look ahead to this year, we are committed to aggressively generating demand," he added.

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