We spoke with each of our Business Leaders to discover how their business units are positioned to help resellers thrive in 2021 and beyond.

Yasser Elgammal Yasser Elgammal Head of Sales, Cloud and Vendor Alliances at Dicker Data
Yasser Elgammal

How is Dicker Data positioned to help your business thrive in 2021?

Dicker Data was named Hardware, Software and Homegrown Distributor of the Year at the 2021 ARN Innovation Awards. In line with our core values, this recognition is a testament to our local teams’ dedication, innovative culture and ability to guide our partners through these uncertain times.

We spoke with each of our Business Leaders to discover how their business units are positioned to help resellers thrive in 2021 and beyond:

Leveraging Dicker Data Services & Third-Party logistics

“Our Services team have recently moved into our brand new, world class staging centre in Kurnell. Our new facilities will enable our team to support more partners with a wider range of offerings than ever before, with enhanced capabilities to process increased volumes of equipment with great efficiency,” Jason Hall, General Manager of Dicker Data Services.

Jason added, “our Third-Party Logistics service is growing in sophistication with new specialised software enabling our team to service our partners with greater granularity, and provide a variety of data driven insights. This is important as our partners are increasingly utilising advanced logistics to support their customer’s workforce. These workforces have significantly increased their points of service as their employee’s home office has become a co-primary office in a hybrid model.”

Software Solutions and Multi-Vendor Opportunities

“Our local software team engaged with partners of all shapes and sizes, early adopters and stalwarts of the industry alike to get through what was a challenging year in 2020. Our team of highly-skilled sales and technical resources were key in engaging and nurturing our reseller partners. We discovered that by engaging more deeply with our partners, we were able to mobilise their skillsets and expand their customer knowledge to weather the storm and focus on new areas of profitability,” Pennie Stevens, General Manager – Software at Dicker Data.

Pennie added, “2021 will see our team continue to support our partners through regular engagements that suit the needs of their individual businesses . We will build upon our multi-vendor solution sets to enable our partners to take more comprehensive offers to market, including cyber security, data management, business applications and advanced remote working solutions. We’ll continue to grow our key offerings around monthly seat-based and consumption-based models, in turn enabling businesses to access the latest technology in a way that suits their needs and operating framework.”

In discussing how our Microsoft Cloud business unit it positioned, Sarah Loiterton, General Manager – Microsoft Cloud at Dicker Data shared, “our team have a myriad of resources, programs and consultants to help partners, regardless of their maturity with Cloud. Our people are experts in their fields and can help our partners to drive further Cloud adoption whilst building capability across a range of Microsoft technologies. With services such as our Ascend Partner Enablement program, Amplify Marketing-as-a-Service program and our Partner to Partner Portal, the Dicker Data Microsoft Cloud team is here to fuel the growth of all of our channel partners." Our key programs include:

  • Ascend Partner Enablement Program: focused on helping partners up skill and develop offers for their customers.
  • Amplify Marketing-as-a-Service Program: helping partners to develop and execute best of breed marketing campaigns.
  • Partner-to-Partner Portal: bringing partners together to help deliver customer outcomes.

Solving Customer Challenges - Hardware and Infrastructure Requirements 

“Apart from providing our reseller partners with access to the right stock at the right time across our comprehensive hardware product portfolio, we’re always proactively assessing the technology landscape and seeking out new vendors to ensure our resellers have access to the products they need to solve their customers’ challenges,” said Luke Trinh and Tony Trinh, General Manager – Hardware at Dicker Data. Over the last 12 months we’ve expanded our hardware range beyond traditional IT to include professional audio/visual solutions (Pro AV) and built a technology product portfolio to support that ecosystem. As people return to their workplaces in 2021 and hybrid working becomes an expectation rather than an exception, we’ve built a portfolio of brands that enables partners to create modern, secure and connected workplace that cater for the shift in workplace arrangements.

“In 2021, we will see a natural shift towards infrastructure to support the hybrid work environment. This will present Cisco partners with a unique opportunity to sell new hardware based on the TCO & innovation benefits of refreshing legacy solutions,” Vickie Madeleine, General Manager – Cisco at Dicker Data.

We will continue to invest in our partners this year by not only providing expert presales technical guidance on the phone and via email, but also providing hands-on technical & sales enablement for reseller partners and their customers both virtually and face-to-face where possible. “Our dedicated HP/HPE group consists of dedicated product experts who continue to provide best in class service with large investments in stock holdings, presales expertise and promotional offers which will help partners build solid and profitable businesses leveraging the latest technologies in the market,” Marty Simunic, General Manager – HP/HPE Group at Dicker Data.

COVID caused a significant surge in demand for a whole range of IT products. That unnatural spike in demand is now being felt as manufacturers are working to keep up with the sustained demand for products that support remote work and other IT solutions. Marty added, “where possible, we will continue to invest in holding very healthy stock levels in 2021 to alleviate the risk of supply constraints and reduce disruption for our partners.”

Improving Partner Experiences

“We’re proactively looking at how our partners engage with Dicker Data and then finding ways to improve those interactions. From using our transactional data to help our partners uncover new opportunities and extract more business from their existing end-users, to improving the workflows and touchpoints our partners have with our business every day, we’re focused on improving our customer experience so our partners can remain focused on servicing their customers and building their business,” Ben Johnson, General Manager - Marketing & Strategy at Dicker Data

2021 presents an unparalleled opportunity for the entire technology sector, and in particular, our reseller partners right across the country. We look forward to continuing in our role supporting the Australian and New Zealand technology channel ecosystem and being the catalyst for the adoption of new, cutting edge technologies.

Learn how Dicker Data can help your business to provide future proof solutions for your end customers. 

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