https://www.channelfutures.com/wp-content/themes/channelfutures_child/assets/images/logo/footer-new-logo.png
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Tech Services Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
    • Diversity, Equity & Inclusion
  • MSP 501
    • Back
    • MSP 501 Information Center
    • 2021 MSP 501 Rankings
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
  • Channel Futures TV
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
  • Resources
    • Back
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2022 Editorial Calendar
  • Awards
    • Back
    • 2021 MSP 501
    • Circle of Excellence
    • DE&I 101
    • Top Gun 51
    • Channel Partners 101 (CP 101)
  • Events
    • Back
    • CP Conference & Expo
    • MSP Summit
    • Channel Partners Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • About Us
  • DE&I
Channel Futures
  • NEWSLETTER
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Tech Services Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
    • Diversity, Equity & Inclusion
  • MSP 501
    • Back
    • MSP 501 Information Center
    • 2021 MSP 501 Rankings
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
  • Channel Futures TV
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
  • Resources
    • Back
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2022 Editorial Calendar
  • Awards
    • Back
    • 2021 MSP 501
    • Circle of Excellence
    • DE&I 101
    • Top Gun 51
    • Channel Partners 101 (CP 101)
  • Events
    • Back
    • CP Conference & Expo
    • MSP Summit
    • Channel Partners Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • About Us
  • DE&I
    • Newsletter
  • REGISTER
  • MSPs
  • VARs / SIs
  • Agents
  • Cloud Service Providers
  • Channel Partners Events
 Channel Futures

Vertical Markets


Shutterstock

Momentum Newton's Cradle

Dell Working On Fulfilling Partner Demands as Apex Momentum Grows

  • Written by Christine Horton
  • May 4, 2022
Dell says Apex is gaining traction in the channel, schedules more services for later this year.

DELL TECHNOLOGIES WORLD — Dell Technologies says it is building “really strong momentum” around its Apex services.

Apex, which delivers infrastructure as a service, launched in 2021. Akanksha Mehrotra VP, strategic planning – Apex portfolio marketing, outlined the opportunities at Dell Technologies World this week in Las Vegas.

Mehrotra said Apex services are gaining traction in sectors with specific data protection and sovereignty requirements. She maintained that partners can deliver the ease and agility of a cloud experience without giving up some of the control customers need for their data.

Dell's Akanksha Mehrotra

Dell’s Akanksha Mehrotra

“We’ve seen lots of traction for Apex services in the health care sector,” said Mehrotra. “The data requirements make it a pretty good fit for an Apex-type model, and we have partners who have expertise in that area.”

Mehrotra said other common use cases for Apex are in financial services, retail and media and entertainment. Here, she said, Dell Technologies “relies on partners for their vertical expertise and their industry specific expertise.”

Refer, Resell or Host

With Apex Flex On Demand financial services, partners can choose from different sales models, said Mehrotra.

“Referral partners can bring an opportunity to us and work with their customer to advise them. We’ll take care of the contracting if they don’t want to deal with that. A second model is where they take on all of that. We sell it to them, and they take on the contracting, and telemetry and billing, etc. Then there are hosted selling services. They could subscribe to the service from us, host it at their data center or wherever they run their business, and then build their practice on top of that.”

“The feedback we’ve heard is having a variety of ways in which they can transact these services is something they value.”

Partners can also provide their own full stack services on Apex. These include application specific services or migration services, as well as partner advisory services.

Partners Demand More

However, Dell Technologies partners are demanding broader availability of services worldwide. Not all three service models are available in every geography, for example. This is something that the company is working on, said Mehrotra.

“There are plans to expand in the second half for our international market, to make resale available,” she said.

Partners also want to resell the Apex Console, which allows customers to monitor and manage their services.

“Partners want to be able to include their services within that. Maybe put their logo on it and sell it to their customers,” said Mehrotra.

As such, Dell Technologies is looking at making the Console available via APIs to partners.

“You can expect this in the in the near future, rolling out in the second half [of 2022],” said Mehrotra.

Helping Partners Understand Opportunities

The exec said Dell Technologies is working with partners to help them understand the opportunity around Apex. It is helping them to configure, price, quote and qualify Apex deals.

“We’re doing a lot of the same things that we’re doing for our sales teams,” said Mehrotra. “Since we’ve introduced, we’ve been on a journey to transform our sales force so that they can start having these types of conversations. We’re sharing those same materials, tools, that same qualification guidance with our partners.”

Want to contact the author directly about this story? Have ideas for a follow-up article? Email Christine Horton or connect with her on LinkedIn.

 

Tags: MSPs VARs/SIs Business Models Data Centers Strategy Vertical Markets

Most Recent


  • Twenty, 20
    The CF List: 2022's 20 Top SD-WAN Providers You Should Know
    A leading SD-WAN provider has to show greater value across a number of different domains.
  • Clouds around globe
    AWS Reaches 80 More Countries, Adds Public Sector to Ingram Micro Cloud
    Find out what’s going on at the world’s largest public cloud provider and the prominent cloud distributor.
  • Look ahead
    Marketing All-Stars Share Their Focus for 2022 and Beyond
    Where do our CMO roundtable members expect to be concentrating their efforts in the months ahead?
  • 6 Takeaways from the Ingram Micro Executive Panel
    “Ingram's role is to be the enabler of an ecosystem,” one panelist said.

Leave a comment Cancel reply

-or-

Log in with your Channel Futures account

Alternatively, post a comment by completing the form below:

Your email address will not be published. Required fields are marked *

Related Content

  • MultiCloud
    Dell Technologies World: Cheryl Cook Discusses Multicloud Opportunities
  • M&A
    Top IT, MSP M&A, Private Investment Deals of Q2 2022 So Far
  • Transformer
    5 Ways Dell Technologies Is Transforming How It Works with Partners
  • DDoS
    A10 Networks: DDoS Weapons Multiplying Amid Increasing Attacks

Upcoming Events

View all

Channel Partners Europe

June 14, 2022 - June 15, 2022

MSP Summit

September 13, 2022 - September 16, 2022

Galleries

View all

The CF List: 2022’s 20 Top SD-WAN Providers You Should Know

May 18, 2022

Marketing All-Stars Share Their Focus for 2022 and Beyond

May 18, 2022

6 Takeaways from the Ingram Micro Executive Panel

May 17, 2022

Industry Perspectives

View all

A Sneak Peek at the 2022 BrightCloud Threat Report

May 17, 2022

Build Customers for Life with CX and Lifecycle Selling

May 16, 2022

Voice Analytics Are a Must-Have as Companies Evolve COVID-Rushed Tech

May 12, 2022

Webinars

View all

Simplifying SaaS Security for MSPs

April 27, 2022

How to Supercharge The Network to Support Your IT Superhero Moves

May 3, 2022

The 2022 MSP Challenge: Scale Service Delivery Despite the Talent Gap

April 21, 2022

White Papers

View all

The New Bottom Line: How MSPs Can Meet the Healthcare Crisis While Evolving Their Businesses

April 19, 2022

How to build a Security Operations Center (on a budget)

April 4, 2022

The AT&T Cybersecurity Incident Response Toolkit

April 4, 2022

Channel Futures TV

View all

AT&T, Microsoft, Cisco, ThreatLocker on Unlocking Partner Potential

Agents Share ‘Secrets,’ Industry Opportunity

May 11, 2022

Vonage Addresses Potential Partner Opportunity via Acquisition by Ericsson

May 5, 2022

Lumen Technologies ‘Built for Growth and Scale’

May 4, 2022

Twitter

ChannelFutures

[email protected] now reaches 177 countries — 80 more regions for the channel to target. And #AWS has a new #publicsector… twitter.com/i/web/status/1…

May 18, 2022
ChannelFutures

Our CMO roundtable series concludes with members’ predictions on what their primary focus will be in the months ahe… twitter.com/i/web/status/1…

May 18, 2022
ChannelFutures

“@IngramMicroInc's role is to be the enabler of an ecosystem,” @SahooSanj said at the company's cloud summit.… twitter.com/i/web/status/1…

May 18, 2022
ChannelFutures

Take a sneak peak at BrightCloud's 2022 Threat Report. #Channel Partners #CyberThreats @Webroot… twitter.com/i/web/status/1…

May 18, 2022
ChannelFutures

#GoogleCloudSummit unveils new solutions for #zerotrust, supply chain security. @googlecloud dlvr.it/SQZ2By https://t.co/37buEDQ030

May 18, 2022
ChannelFutures

.@Veeam CEO @anandeswaran is gunning for outsized share of data protection market at #veeamOn2022… twitter.com/i/web/status/1…

May 18, 2022
ChannelFutures

#ChannelEurope keynote with @contextworld addresses partners staying calm amid market volatility.… twitter.com/i/web/status/1…

May 17, 2022
ChannelFutures

Read about how the partnership between @AryakaNetworks and @AppSmartcom is a milestone for both companies.… twitter.com/i/web/status/1…

May 17, 2022

MSSP Insider

Business advice for MSSPs and news from the broader security channel.

Newsletters and Updates

Sign up for The Channel Report, Channel Futures Update, MSP 501 Newsletter and more.

Live Channel Events

Get the latest information on the next industry-leading Channel Partners event.

Galleries

Educational slide shows and images from live events.

Media Kit And Advertising

Want to reach our audience? Access our media kit.

DISCOVER MORE FROM INFORMA TECH

  • Channel Partners Events
  • Telecoms.com
  • MSP 501
  • Black Hat
  • IoT World Today
  • Omdia

WORKING WITH US

  • Contact
  • About Us
  • Advertise
  • Newsletter

FOLLOW Channel Futures ON SOCIAL

  • Privacy
  • CCPA: “Do Not Sell My Data”
  • Cookie Policy
  • Terms
Copyright © 2022 Informa PLC. Informa PLC is registered in England and Wales with company number 8860726 whose registered and Head office is 5 Howick Place, London, SW1P 1WG.
This website uses cookies, including third party ones, to allow for analysis of how people use our website in order to improve your experience and our services. By continuing to use our website, you agree to the use of such cookies. Click here for more information on our Cookie Policy and Privacy Policy.
X