Channels Dell Software grow – Baguette (press release)

Software sales for Dell channels grew 39% in the first half of the year in Brazil, the company announced that celebrated the figure as an indication of the success of the strategy of focusing on solutions and partners adopted in recent times.

Rafael Schuh, Director of Channels at Dell Brazil. Photo:. Handout

Prove that is a bit more difficult, since the multinational does not disclose what percentage of total sales made canal in the country. Sales as a whole increased by 42%.

Worldwide, indirect sales are in the range of 60%, but hardly the Brazilian operation could have a number as well, since many of the software companies acquired Dell in recent years lacked strong presence here, as Kace, which specializes in asset management.

In a statement, the company attributed to the incorporation of fences 400 resellers working with SonicWall, Quest products Kace and AppAssure Partner to the Dell Direct, measure to foster cross-selling of porfolio.

“By incorporating our software partners to Partner Direct, we ensure a complete portfolio of solutions and marketed by channels that meet to companies of all sizes and profiles, “adds Rafael Schuh, Director of Channels at Dell Brazil. “This is reflected in more opportunities for partners who traditionally sell hardware to market software solutions and vice versa,” adds the executive.

Another measure was the opening in São Paulo a Dell Solution Center (DSC) , installed the 15th in the world and the second in Latin America after inaugurated last year in Mexico City.

In DSC, customers and prospects Dell can do since briefings a day until evidence concept more than a week, both locally and at a distance, and make use of more than 5000 multinational equipment that has interconnected in different centers.

A setback was hiring Gilson Magalhães, president of Dell Software in Brazil, by Red Hat, late last year. Magellan is a seasoned executive with 27 years in the market, but did not complete a year and a half at Dell. Rubia Coimbra became the director of the Dell Software to Brazil in early 2014.

Before you go private and not disclose results, Dell projected sales do take off the Dell Software $ 1 5 billion for the fiscal year 2013 ended February to something in the range of $ 3 billion by 2016.

It is a figure that makes the company a medium sized company in the software market (the Red Hat, for example, closed fiscal year 2012 with a turnover of $ 1.3 billion, with a much less diverse supply).

But it is little compared to the overall volume of Dell (US $ 56 , 9 billion), which gives an idea of ​​the challenge that Michael Dell was proposed around the business model of the company toward services.