UK channel director Dow departs Dell


UK channel director Dow departs Dell

Microscope contributor

Dell UK channel director Andy Dow is understood to have left the business more than a year after he signed up to help spearhead the firm's roll out of a hybrid sales model.


In that time he has helped to recruit nearly 2,500 resellers, set up distribution contracts for the printer and storage and server markets and offered a friendly face to those that were sceptical of partnering with the one-time direct selling purist.


This morning MicroScope contacted Dell about the departure of Dow but the company said it could not confirm or deny the movement in its channel team and refused to comment further.


Prior to joining Dell, Dow worked at HP during the 1980s before starting a love affair with the channel in the 90s when he worked at C2000 and Westcoast, gaining a clear understanding of the importance of a two tier supply chain.


He was seen as a good catch for Dell, which launched a partner programme in February 2008 amid lingering doubts from resellers that they could trust a company that had for years dismissed them as unnecessary links in the supply chain.


His departure has already sent shock waves through the supply chain and will no doubt raise questions on Dell's commitment to partnering.


"One of the reasons among many that I signed up with Dell was because of Andy Dow," said Simon Aron, joint managing director at Dell and EqualLogic partner Eurodata.


"He was a safe pair of hands with a good reputation in the channel, and with a great knowledge of the market. I am shocked [at this news]," he added.


Dow was also instrumental in setting up deals with some UK wholesalers, a tier of the supply chain that Dell was initially reluctant to deal with. In September, it signed Micro P to stock its printers and more recently Hammer to sell storage and blades.


Only on Tuesday last week, Dow met with a bunch of UK partners to discuss the formation of four global customer business units that integrated the channel and direct sales teams and the overhaul of internal commission structures.


Dow was unavailable to comment.

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