Amandeep Singh Dang, Country Manager, Dell Networking, Dell India, reinforces commitment to increasing business in networking in India, staying true to its vision of providing end-to-end solutions for customers.
Channel Axis: How is your networking business doing in India at the moment?
Amandeep: Post privatisation and since the launch of our new GTM, we have become one of the easiest companies to do business with. We are able to focus 100% on our customers, take quick decisions to ensure we solve their problems in record time compared to our competitors. As a result of channel partner outreach, we have been able to reach newer markets across India and acquire new customers. In view of this, we have been able to increase our business in networking in the country, staying true to our vision of providing end-to-end solutions for customers. Dell has been gaining market share progressively with double digit annual growth rates and accelerating faster than the market.
Channel Axis: What is Dell networking doing in SDN arena and how is Dell helping its channel partners capitalize on the opportunities the SDN offers?
Amandeep: Dell is one of the only vendors that maximizes an organisation’s choice for SDN by offering a complete and unbiased approach to the implementation of technology; be it hypervisor based orchestration, Controller based automation or traditional scripting. We design our solutions to provide cutting-edge capabilities by taking the best architectural innovations from the latest SDN applications and delivering them across trusted platforms and technologies. This makes it easy for organisations to adopt and start experiencing the benefits of SDN.
Our Dell Networking Active Fabric solutions are designed for SDN, with support for network virtualization overlays (NVOs) using the leading hypervisors from Microsoft, VMware and OpenStack. We also support OpenFlow-based controllers from leading vendors. Our Active Fabric also supports programmatic interfaces including Telnet/CLI, TCL, REST, SNMP, Perl and Python scripting.
SDN bring in a lot of programmability and network customization capabilities which are increased revenue streams for Channel partners over and above the traditional System integration play. Our endeavor is to mainstream SDN via accelerated partner enablement. We run a stream of market focused web-session’s to enable partners and customers on SDN play. With in-country SDN expertise and Engineering presence we are also handholding key partners through their first few SDN installs in India with Dell.
Channel Axis: What kind of innovative products and solutions is Dell Networking bringing in the market today?
Amandeep: Dell believes in customer-centric innovations and we have designed our networking products keeping customer requirements in mind. Dell subscribes to the Open Networking philosophy, and is committed to enabling customers to move beyond proprietary stacks to customer-centric open architectures. Dell is supporting this shift to a modern network by delivering network switches for every area of the enterprise and providing state-of-the-art service to ensure businesses can support growing bandwidth demands and address the challenges associated with scalability and network management. Our product innovations touch various industry market streams. We recently launched Z9100, S6100 platforms giving customer’s operating system choices with low latency and high density, flexible 1, 10, 25, 40, and 100GbE switching to address the shift to next-generation multi-rate, open-enabled architectures. This technology helps enterprise customers move toward software-defined networks and prepare for the future-ready data center.
Further with refreshed 1G/10G platforms S3000, S4000 our entire Datacenter networking portfolio has evolved to support multiple operating system choices and Software defined Network Orchestration.
In parallel, we reinforced our Campus networking offerings with new Fabric based solution with C9000 / C1000 platform; expanded campus access with N1500 platforms and placed ourselves in small business networking with our X-series. Our campus networking portfolio is equally agile and disruptive with Openflow SDN controls inbuilt by default. We are poised to bring SDN to mainstream campus.
Channel Axis: How does Dell Networking continue to remain innovative? What does it take to remain a cut above its rivals in the SDN space?
Amandeep: Dell is very different from anybody else in the industry. First, we have always been very strong proponents of standards-based and open architectures. It gives customers the ability to adopt innovation wherever, whenever it comes. If your IT is not open and standards-based, will you be able to take advantage of all the innovation that is occurring in the industry today and tomorrow?
Second, we believe strongly in modular systems and flexible scaling. One of the biggest challenges organizations are experiencing today is a lot of our competitors tend to have a predisposition toward rip-and-replace. But that doesn’t work from a business continuity standpoint. Besides the obvious hassles from downtime, you’re also running into a cost paradigm where it becomes extremely cumbersome and expensive to continually take advantage of that innovation if you have to rip-and-replace every time something new is available. Because our systems are modular and allow flexible scaling, our customers can migrate along with the technology in a much, much more seamless fashion.
Finally, we are the only end-to-end solution provider in the industry today. Whether software-defined, mobility, cloud—all point to the fact that you have to have a different view of your IT infrastructure going forward. No longer can the data center run in silo to the end user device. In today’s world, the end user device is fully connected to the data center.
Gartner claims the future of Networking is “Brite”; and, Dell is one of the mainstream vendors committed to this key industry disruption. All our new product launches are SDN capable with multi stream SDN choices. Further all our Datacenter products are open networking hardware shipped with ONIE base image supporting multiple switch operating choices – Cumulus, Big Switch, Pluribus, IP Infusion apart from our very potent Dell Networking operating System.
SDN choices and system agility are the two elements that are cut above the rest. At Dell we believe, Business agility is a clear function of IT agility. The more we innovate IT choices, the more the businesses will gain
Channel Axis: What channel initiatives has Dell Networking lined up for channel partners this year?
Amandeep: Dell conducts regular training and enablement programs for its channel partners. We believe that our partners’ businesses grow when we invest in training, so we offer more than 100,000 free training sessions each year. Our focus around the world is about winning in the data center – from servers and storage to systems management, security and networking and more.
Some of the programs we conduct include:
Dell’s Engineer’s Club: The Club aims to bring together Technical Experts and Pre-sales & Post-sales Engineers across IT industry to network, exchange ideas, and share industry trends and best practices. The initiative will equip partners with rich knowledge around data center technology- Storage, Networking, Servers and Enterprise Solutions. The members of the club will also be invited to virtual and face–to-face training events with opportunities to further enhance their capabilities. Through this program we aim to fuel overall growth of our partners by engaging with them, educating them and thereby elevating them.
Solutions for Success Events: Dell India periodically conducts the ‘Solutions for Success’ events in key markets of India. The aim of these events was to empower the Dell partners to better address their customers’ requirements. The campaign has enabled Dell’s partners in engaging their customers with respect to the key solutions that Dell provides. The events saw a noteworthy participation of mid-market, government, education and large enterprise customers in India.
Channel Axis: What can the channel partners expect from Dell Networking in India in the next 12 to 18 months?
Amandeep: We will continue to develop products that help customers keep their networks equipped for upcoming trends: Social, Mobility, Big Data and Cloud. We will continue to base our products on open standards, giving our customers the flexibility to adopt innovation anywhere along the way. We will remain committed to providing end-to-end solutions to customers encouraging them to look at their enterprise problems as a whole, rather than in silos of storage, server and networking.
Dell extends the opportunity for Channel partners to collaborate with us as we disrupt the industry ecosystem with new age, software defined solution streams. It’s a business opportunity to accelerate new age IT infrastructure; and, Channels have every possibility to structure net new revenue streams.
Interviewed by Deepak Singh. He is the editor at channelaxis.com. He can be reached at email@example.com