Partners drove nearly 50% of net revenue over the past year, powering one of the industry’s largest go-to-market engines: Vivek Malhotra, Dell Technologies India

As the channel ecosystem evolves to meet the demands of a rapidly transforming digital economy, Vivek Malhotra, Senior Director and General Manager – Channel Sales, Dell Technologies India, shares his insights with CRN India on how Dell is empowering its partners to drive business transformation. With over three decades of industry experience and nearly five years at Dell, Vivek discusses the evolution of Dell’s channel strategy, the significance of partner-first initiatives like “Partner First for Storage” and “Compete Select,” and how AI, client refresh cycles, and next-gen infrastructure are unlocking new growth opportunities. In this candid conversation, he reflects on his leadership journey, the shift toward AI-driven solutions, and how Dell is enabling partners to thrive in a hybrid, innovation-first marketplace.

Vivek, as you complete one year as Head of Channel India for Dell Technologies, how do you reflect on the transition and key milestones? Where do you ...