Dell picks Harris Technology for channel expansion

Stephen Withers
Thursday, 01 October 2009 10:39

IT Industry - Strategy

Dell has signed Harris Technology as its first national channel partner in Australia. The aim is to improve Dell's reach into the SME market.

A deal between Dell and Officeworks subsidiary Harris Technology will allow the retailer to sell Dell's range through its business centres in Sydney, Melbourne, Brisbane, Canberra and Perth.

Harris Technology will also use its call centre, business sales team and web site to sell Dell gear, including notebooks, desktops, servers, storage and peripherals.

"Dell and Harris Technology have an excellent synergy in terms of business models, customer focus and delivering value to small and medium sized businesses," said Deborah Harrigan, general manager, Dell SMB in Australia and New Zealand.

"The sub 150 employee business is a niche market where Dell and Harris Technology are very strong," she added.

Some 80% of Harris Technology's customers are SMEs with fewer than 150 employees.
 
Eron Plumb, national manager at Harris Technology, said his company "is a strong channel partner with national geographic reach as well as a unique bricks and mortar presence for customers who want to see, feel and experience technology before they buy."

Dell's PartnerDirect channel program has been running in Australia for a year.

"We're extremely pleased with the number of partners approaching Dell since launching PartnerDirect 12 months ago," said Rob Makin, director of channel strategy and acquisition for Dell Australia and New Zealand.

"We've built strong relationships with partners servicing both the top and smaller ends of town, and who complement Dell's focus on simplicity and choice. We believe the channel is one of the most effective ways to grow our business and will continue to work closely with the many partners achieving success through PartnerDirect," he added.