Dell, Tarsus a strong channel combination

With its acquisition strategy aimed at delivering greater value in the enterprise sector, and its client computing product strategy showing the kind of innovation that many of its market peers are struggling to harness today, there’s truly never been a better time for the market to be choosing Dell solutions.
That’s the opinion of Terence Barter, Dell business unit manager at Tarsus Technologies, who believes that the combination of Dell’s high-quality products and top-notch after-sales service/support, underpinned by a channel-centric go-to-market strategy, makes for a dynamite value proposition.
“The one ingredient that translates this value proposition into competitive advantage, however, is the backing a distributor such as Tarsus has put behind the Dell brand when it comes to pre-sales support, technical skills, rollout assistance, logistics and ongoing support,” Barter says.
“This has allowed the channel to make quick headway with Dell solutions, while supplementing their skills and competencies with Tarsus’ service offerings until their own skills and competencies are up to speed and in place.”
Barter says this presents a strong contrast to the days where Dell’s business model was focused on the direct supply of IT solutions to end-user customers, who would in-turn draw on the expertise of IT resellers to provide skills and services around those solutions.
“Because there was never any reseller margin attached to the sale of those solutions, there was never a strong incentive for resellers to become familiar with the solutions intimately,” Barter says.
“Resellers would instead rely on their general knowledge of other IT brands, in turn creating an environment where the full value of Dell’s solutions weren’t being exploited.”
However, now that the channel is intimately involved with every Dell deal, it’s an entirely different story.
“Numerous resellers are specialising in the provision of Dell solutions and realise that there’s a great deal of value in being able to represent this brand,” he says.
Barter says all that remains is for the rest of the reseller market to realise the same benefits.
“I really think there hasn’t been a better time to be involved with Dell as a channel partner. Together with Tarsus’ representation it has a great deal of competitive advantage,” he says.
“Our doors are always open to channel players who are interested in what the Dell/Tarsus combination can do for their business,” he concludes.

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Tarsus Technologies distributes the world’s leading IT hardware brands to the Southern African reseller channel.
Tarsus, a member of the MB Technologies group, was established in 1985 and with close to three generations of operation, it is the longest-established IT distributor in South Africa.
Tarsus is uniquely positioned to meet the channel’s needs for credit funding, stock availability and efficient logistics to ensure that resellers are able to deliver the best possible service, support and overall solutions to their end user customer base at the lowest possible cost. Not only does Tarsus provide excellent service and world-class logistics, it is also committed to the development of the reseller community and its skills.
Royal Bafokeng Holdings is MB Technologies’ controlling shareholder making Tarsus one of the largest black-owned technology groups in the South African market. Tarsus Technologies is recognised as a Level 3 contributor with a BBBEE procurement recognition level of 110%.
Tarsus’ head office is situated in Johannesburg with branches in Bloemfontein, Cape Town, Klerksdorp, KwaZulu-Natal, Polokwane and Nelspruit. Tarsus has also extended its footprint into Africa with branches in Mozambique, Namibia, Botswana and Mauritius and a focused sales team services the other territories in Southern Africa from the Johannesburg office.
Tarsus distributes a range of products from the world’s leading manufacturers. For more information visit our website; www.tarsus.co.za.
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