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Dell rolls out flexible consumption model through channel
- 23 August, 2019 10:13
Tian Beng Ng (Dell Technologies)
Dell Technologies has unveiled new flexible consumption models for partners in a move designed to reduce financial risk for customers without changing infrastructure requirements.
Through Dell Financial Services (DFS), the offerings - Flex on Demand and Pay As You Grow - are available to partners in Singapore, Malaysia and Thailand, in addition to Australia, New Zealand, South Korea and Japan.
“Gone are the days where customers would set aside large capital investments for technology procurements,” said Tian Beng Ng, senior vice president and general manager of channel, APJ, Dell Technologies.
“The uncertainty in technologies needed today versus in a year, or two later means that customers are looking for more flexibility. We’re seeing a transformation in how customers want to consume and pay for technologies today.”
According to Tian Beng - when speaking to Channel Asia - the offerings allow partners to improve financing, while earning more incentives and establishing “greater control” over the entire sales campaign and margin.
“We are continuously refining our portfolio to meet the needs of customers, and the flexible consumption models will help IT leaders adopt the best technologies that will suit their business needs,” Tian Beng added.
Flex on Demand is available for all storage solutions and several storage products, allowing customers to pay only for the storage capacity needed.
The offering - currently available in Australia, New Zealand and Japan - also provides access to additional buffer capacity during spikes driven by the business, with payments adjusting to match actual usage.
Meanwhile, Pay As You Grow allows customers to leverage customised payment solutions to support “forecasted growth, flexible deployment schedules and pre-provisioned upgrades”.
Currently, Pay As You Grow is available in Singapore, Malaysia and Thailand, alongside Australia, New Zealand, South Korea and Japan.
“We have seen that partners who finance with DFS have historically grown two times faster with Dell Technologies than those who do not finance with DFS,” said Darren Fedorowicz, vice president of Dell Financial Services. “The solutions we offer through DFS support multi-vendor hardware, software and services, giving partners a competitive advantage with their customers.”
Fedorowicz said the vendor is also offering “end-to-end” channel financing for partners, delivered through the Dell Working Capital Solutions program in the form of adaptive credit capacity.
“To be able to offer flexible consumption models to our customers and in that process, drive up revenue for ourselves is a game-changer,” added Ken Chua, executive director of PTC, a Singapore-based technology provider. “Not only did we manage to resolve customers’ problems around underutilisation of storage capacity, we also managed to ensure predictability in our costs.
“More importantly, we had the autonomy and flexibility to design and structure Dell’s product offerings in a way that works for the customers and us.”