EDGE 2016: Dell draws up blueprint for the future-ready channel
A quick glimpse over the horizon unearths a new era for the channel, an era pushing partners to the edge transformation. But in truth, transformation is merely just a word, yet another overused and hyped-up phrase flowing down from corporate marketing departments worldwide. For the Australian and New Zealand markets to truly make sense of such change however, partners must close new deals in new ways, better utilise distribution and vendor resources and change business models. “Be it in the advancement of technology, new entrants to the market, or challenging the traditional dominant players in the industry, the pace of change can be quite threatening,” said #Dell director of Enterprise Solutions, Chris Kelly, when speaking at ARN and Reseller News’ annual channel destination conference EDGE, held on Hamilton Island. “A future-ready partner should think about the new ways that they can bridge the gap from legacy infrastructure to a flexible, agile capability that gives a company the chance to be reactive to change.” In drawing up a blueprint for the future-ready channel, Kelly said the industry needs to “challenge the status quo” through differentiation and being more than “just a traditional provider”.