Dell appoints Tech Data to drive SME market push

Dell has added Tech Data to its distribution line-up as it looks to gain a bigger slice of the UK SME market

With plans to widen its share of the SME market firmly in mind Dell has taken the decision to add to its distribution line-up and appoint Tech Data to start selling across its range.

The vendor already works with Exertis and Ingram Micro and will now add Tech Data to that mix to make sure that it has all the bases covered as it looks to increase its growth via the channel this year.

It has been seven years since the vendor started using the channel in earnest and in that time it has grown the volume of business generated by partners significantly and has viewed its distribution appointments as a key part of keeping that expansion going.

Sarah Shields, executive director and general manager Dell UK sales, said that the SME market was expanding in the UK and it needed Tech Data to help go after those firms.

"The key is to look around the whole solutions portfolio and we are looking at ways we can bring these solutions to the market," she added that it also wanted a partner that could educate resellers about what it had to offer.

Martin Boyce, sales director UK & Ireland at Tech Data, said that it would be supporting Dell through both its volume and value sides of the business and was already rolling out training to staff to ensure they were up to speed on the vendor's portfolio.

As well as reaching out to its existing customer base of more than 12,000 resellers Boyce said it was also hoping to attract fresh business because it could now offer Dell: "We are looking to bring on board new customers with a new opportunity that they are currently not selling".

"We are also looking at how we take out education programmes to all of these organisations," he added that it had been quizzed by customers in the past about carrying Dell but felt that it was now the right time to strike up a relationship.

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