VMware Australia breaks ties with Tech Data and signs Dicker Data – Distribution


Uma Thana Balasingam (VMware)

VMware announced that it had replaced Tech Data as one of its main distributors for Australia, appointing local Dicker Data as a replacement.

This decision is part of a major reshuffle for the supplier in Asia-Pacific and Japan, involving 67 applications from distributors in the region, including 22 new entrants. Dicker Data was just a new meeting within the APJ.

Uma Thana Balasingam, VMware APJ’s vice president for partners and sales organization, told CRN that VMware wants to take a more balanced approach with global distributors and local players.

“It was a very rigorous RFP process,” she said. “The factors we looked at for each of the markets were really meant to assess the current and future needs of our partners and customers. “

Balasingam said the process started last year but had to be put on hold due to the COVID-19 pandemic. VMware then reassessed its criteria and made decisions based on that.

“This is a pivotal moment for VMware as we build our road to market capacity, which is very focused on three areas: developing and expanding traditional sales movements, but moving much faster to what we call models. orchestration and construction with partners, ”said Balasingam.

Balasingam said five distributors applied for the tender, with three new entrants. Dicker Data has become the leader, while Ingram will remain the sole global partner.

“Each distributor has done a fantastic job submitting their proposals. We were very pleased with the quality of their response and their commitment to VMware, ”she said.

“We found that we were a vital part of our distributor ecosystem, given that the sales and ecosystem that we actually bring with VMware was a huge added value for them. It was very encouraging to see some very strong proposals and the commitment and investment that these distributors wanted to make with VMware, so we are very happy with that. “

VMware will be running a transition period to help potentially affected partners, which is expected to end by May. Dicker Data will be integrated this month.

VMware will also maintain its relationship with rhipe, as well as with Westcon-Comstor for its Velocloud offerings.

CRN has contacted Tech Data Australia for comment.

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