Tian Beng Ng (Dell EMC)
Dell EMC has unveiled plans expand its channel financing portfolio for partners in Indonesia, Malaysia and the Philippines through a partnership with HSBC.
“We have one of the strongest and broadest partner communities in APJ, and we want our partners to grow together with us,” said Tian Beng Ng, senior vice president and general manager of channels APJ at Dell EMC.
"As it stands, there are already enormous cross-selling opportunities across the full portfolio, and these are opportunities for us to create a positive impact for our customers.
"HSBC is a trusted partner that can help us accelerate towards the opportunities we have identified. We are confident that this partnership will help us sustain the deep engagement we have with our partners and extend our capabilities as an end-to-end solution provider."
The vendor’s broadened portfolio is intended to offer partners alternative sources of capital and working capital management, allowing them to fast-track delivery of digital, IT, security and workforce transformation solutions for their customers.
Partners will see two important benefits from the working capital solutions program in the form of adaptive credit – flexibility of scaling up and down on credit limit – based on business dynamic and seasonality.
Furthermore, the enhanced financial flexibility is specifically designed to more closely align technology expenses with actual usage, freeing up budgets to enable new offerings for customers to drive digital transformation.
Other benefits include a greater level of predictability as well as a reduction of costs and the financial risks associated with the adoption of new technologies.
"The strong relationships HSBC has with manufacturers, distributors and end-users in the telecom media and technology industry are bolstered by our new partnership with Dell EMC,” added Ajay Sharma, regional head of global trade and receivables finance for Asia Pacific, HSBC.
"Global trade and receivables finance in Asia Pacific is one of HSBC’s strategic focus areas for growth and we are excited by our collaboration with Dell EMC in the three pilot countries.
"We look forward to expanding the program to other markets, providing working capital financing options to Dell EMC’s customers and strategically aligning ourselves with the offerings from Dell EMC’s partner ecosystem."
Furthermore, this partnership will complement Dell EMC’s global partner program that already includes capabilities, offerings and incentives for partners and further grow the vendor’s channel revenue growth.
HSBC will now offer working capital solutions tailor-made to support the vendor’s channel financing as part of this partnership, allowing partners to leverage the bank’s trade solution structuring expertise, strong liquidity position, and the breadth and depth of local client coverage under its Commercial Banking and Global Banking franchises across the region.
