Distribution is a critically important and growing part of Dell’s business. To that end, I am currently participating in the annual U.S. Vendor Summit of the Global Technology Distribution Council (GTDC), the industry consortium representing the world’s most successful technology distributors who are driving more than $130 billion in product sales across the globe. I am delighted to be here tonight as my colleague Jonas Brown takes the stage at the Summit and accepts an award on behalf of Dell from the members of GTDC.
The annual U.S. Rising Star Awards presented by GTDC recognize technology companies with exceptional year-over-year sales growth through U.S. distributors. Winners are determined based on vendors’ actual U.S. revenue through distributors over the past year, as reported by industry research organization The NPD Group. Dell is being presented with the Silver GTDC Rising Star Award in the category of hardware vendors doing between $100,000,000 and $500,000,000 annual revenue through distributors. GTDC plans to announce further details on the awards here.
Dell’s revenue via the distribution model is growing fast. Key Dell milestones from the past quarter included:
- Dell’s North American distribution revenue grew by double digits. The majority of this distribution growth was driven by increased partner adoption and acquisition business.
- Dell achieved double digit partner growth and triple digit end user growth.
- Dell launched distribution in Canada with Ingram Micro and Tech Data.
Distribution is a core part of Dell’s omni-channel strategy. Distributors play an important role in providing our partners with availability, credit, training and support. In turn, partners utilize their expertise and knowledge to position Dell integrated solutions to customers.
In the future, we see an expanded role for distributors, including larger distributors who play across the portfolio and broad geographic areas, as well as distributors who specialize in particular solutions or particular geos. Overall, increased partner adoption of the distribution model is good for everyone – and accelerates the pace of the evolution of Dell’s channel business.
In closing, thanks to the members of GTDC for this prestigious honor and to all the distributors and Dell team members who made this achievement possible!