Journey to Connect at Canalys APAC 2019

Earlier this month, I had the opportunity to connect with many new partners and old friends in Taipei, Taiwan for Canalys APAC 2019. The theme for this year, Journey to Connect, was apt. On the first day, we sweated it out together over the Sunrise Crossfit session hosted by Dell Technologies. Later that evening we celebrated the diverse and inclusive teams who gathered together at the Canalys inaugural Rising Star program.

As Canalys CEO Steve Brazier mentioned in his opening keynote, the world is facing many uncertainties now — both in the business and IT world. But this also means that it’s more important than ever for the partner community to remain connected to their customers – they need us to be their trusted advisor, and to define and deliver on their strategy.

We also know this because despite the uncertain economic landscape, the Dell Technologies channel business continues to record positive momentum: we saw our global channel business grow US$9B in the last two years to deliver over US$52 billion in orders today.¹

Making Connections

I spoke to many of our partners about how today’s data tsunami presents an incredible opportunity for us to make connections through new and emerging technologies.

I was privileged to have one of our strategic partners from Australia, Udara Dharmadasa, CEO of Thomas Peers Solutions, join me on the Channel Connect panel as part of the closing keynote. Our partnership has been fantastic with Thomas Peers Solutions selling hyperconverged, data protection and data storage solutions from Dell Technologies. To scale our partnership, the company has now aligned their financial year with Dell Technologies to drive incentives, sell more lines of business and achieve real transformation for their customers.

We’re continually reviewing and taking in feedback on our products and solutions so our partners can harness the benefits of the Dell Technologies family of brands. Since the evolution of the Dell Technologies Partner Program and the introduction of the Dell Technologies Cloud to accelerate customers’ multi-cloud dreams, we have also recently implemented Dell Technologies On Demand and various flexible consumption models to ensure that our partners continue to gain success, help customers make quicker decisions and realize a faster return on investments.

At Dell Technologies, we’re here to back our partners up. The world outside is chaotic, but together we can calm the chaos and connect strategy to delivery as we support our customers’ digital transformation journeys. It has been a fantastic year winning with our partners and I want to say a big THANK YOU to all our partners for another fruitful year of collaboration!

If you haven’t already, do watch my video highlights at Canalys APAC 2019.

Please follow us on Twitter at DellTechPartner and Tian_Beng_Ng, and share your journey to connect!

1 This amount primarily represents orders attributable to the Dell Technologies Partner Program on a TTM basis through Q3FY20, and also includes an estimate of VMware orders attributable to VMware channel partners on a TTM basis through Q3FY20.

Tian Beng Ng

About the Author: Tian Beng Ng

Ng Tian Beng (TB) is Senior Vice President and General Manager for Dell Technologies Asia-Pacific and Japan Channel, and is responsible for sales efforts across all Enterprise and Commercial channel partners, including distributors, resellers and system integrators. TB, is a Dell veteran, having joined the company in 1998 as the sales manager for large corporate accounts, is based in Singapore. During his run at Dell, he has held multiple senior management roles. Most recently, he was vice president and managing director of South Asia and Korea, where he was responsible for Dell’s overall business across both commercial and consumer customers in the region. He has also previously led Dell’s channel business in the region, growing and developing Dell’s partner and reseller network and advising on governance, framework, policies and business direction.