In addition to providing increased benefits for those partners who elect to sell only Panasonic rugged notebooks, Panasonic has also increased its investment in a channel account team to provide more reps to work with partners.
While Canadian customers have a generally accurate reputation for being late technology adopters, Dell EMC execs at last week’s Toronto forum said that they are seeing movement towards newer Dell Technologies offerings.
Dell beefs up a PCaaS offering that existed long before its formal announcement in May, to provide more differentiation from their competitors in what is a tiny market today, but which they think is poised to grow significantly.
Dell is stressing that its recent workstations announcement is far more than just the latest feeds and speeds, but is part of a strategy to give customers the massive capabilities, immersive computing, and virtual reality of an AI-driven future that has already started.
Connolly acknowledges he will need to work hard to assure Dell EMC Canada customers, partners and staff that a guy coming from the EMC side of the house gets the commercial business, which is mainly legacy Dell.
Dell Technologies’ CEO took questions on a myriad of topics, ranging from the wisdom of doubling down on PCs when the segment is in decline, to why a traditional hardware company believes it to be well positioned for the cloud era.
Like the ProDeploy Enterprise Suite introduced a little over a year ago, the Dell EMC ProDeploy Client Suite offers three levels of service offerings, designed in a way to make it easy for partners to resell or co-deliver.
Dell EMC has made a restructuring in Canada into Enterprise and Commercial Sections, which are very close to pre-combination EMC and Dell respectively. They are crediting this as a key reason for strong performance over the last nine weeks.
Mary Ann Yule believes the message of the new HP has strong resonance in Canada, particularly with the emphasis she has made since taking over of having HP’s Canadian staff be more empathetic to partners.