How Dell is Enabling 5G Opportunities for Partners

Spotlight on 5G Opportunities |

As India is embracing 5G era, it is set to open up huge opportunities in front of India’s channel community – with its focus towards delivering innovative edge and cloud solutions for Communication Service Providers (CSPs), Dell Technologies is enabling its channel community to stretch the boundaries of innovation and realize the full potential in this segment.  

Tian Beng Ng, SVP & GM, Channel, APJ, Dell Technologies speaks with Zia Askari from about the upcoming opportunities and how Dell is driving success for its channel community.

How does Dell look at educating channel partners towards realizing emerging opportunities in 5G today? Is there any specific channel program on this planned or running today?

With the number of points of presence and number of edges communications service providers (CSPs) are managing, our channel partners play an important role for how we deliver edge solutions.

We are always working to innovate, to improve and to advance the telecom sector with 5G, edge compute and cloud opportunities. We know that these technologies are creating a massive opportunity for communications service providers (CSPs). That is why we are partnering with CSPs everywhere to build new revenue streams and power innovative business models that serve new markets.

To empower partners to enable greater innovation for their customers, our Open Telecom Ecosystem Lab (OTEL) allows them to assemble, test, and validate complex end-to-end technical solutions at speed to create new business opportunities. OTEL partners will have access to demonstration and training, and proof of concept as they develop early evaluation and sand box development to drive ecosystem adoption. Currently, OTEL operates virtually, opening doors to collaborate with the global community.

What is your mantra to deal with market uncertainties such as the ongoing war in Europe or the situation in Taiwan, pandemic clampdown in China?

Our thoughts are with those whose families who have lost loved ones and all who are impacted. We are closely monitoring this situation and are working with employees to address their personal or family situations. As for business operations in the region, we have ceased all operations in Russia following the suspension of sales back in February. Our top priority, at this time, is supporting our team members as they attempt to relocate to a safe and secure environment. We hope for a peaceful resolution to the situation in the Ukraine and that all governments involved will continue dialogue to resolve outstanding issues.

Similarly with the situation in Taiwan, our key priority continues to be ensuring the health and safety of our team members, customers, partners, and communities in China and around the region. From a business perspective we will continue to monitor the situation closely. We are confident in the resiliency of our business, as demonstrated by our record first quarter global and Asia Pacific and Japan results.

In today’s times – how does Dell as an organization provide supply chain assurance to its channel partners? How do you ensure that there is minimum disruption in times of crisis?

Dell Technologies takes a comprehensive approach to protecting our supply chain and delivering solutions that customers can trust. We believe security, privacy and resiliency must be central to the design and manufacturing process of solutions and services. This begins in the development lifecycle, which follows data and applications through the supply chain. We continuously monitor and update our supply chain security protections to address the changing risk landscape and emerging threats.

We are well positioned to navigate any supply chain challenges, as we have for years. We build geographic diversity into our supply chain to minimize risk. Dell has demonstrated, especially in the last two years, its ability to adapt and use various supply chain strategies. Utilizing truck, air, water and rail, we can pivot and redirect materials, parts, and finished goods, when necessary, to minimize potential disruptions to our customers around the globe.

Globally as well as in India – there is a trend towards opening up of Satellite communications or SatCom space specially for the business and SMB communications usage. How does Dell look at this as an opportunity for solution providers and system integrators in APJ and India?

Dell innovates globally in strategic growth areas, including telecom, and delivers solutions to meet the demands of our customers. We know that communications service providers (CSPs) want to modernize their networks, and some may look into satellite communications (SatCom). While the advantages of SatCom are clear, CSPs must future proof their networks with a varied approach or strategy. We know CSPs want Open RAN technologies that offer better performance and efficiency. At Dell Technologies, we’re putting ourselves at the center of the Open RAN ecosystem to solve these challenges and help CSPs modernize their networks and monetize new services with Dell Telecom Multi-Cloud Foundation. This gives CSPs a simple way to consume and deploy modern, cloud-native network infrastructure. We see this as an opportunity for us as we lay the cloud foundation for an open software ecosystem.

Zia Askari
Zia Askari works as the Editor for and carries over 18 years of experience in technology writing, branding, communications and digital marketing. Over these years, Zia has worked with Cyber Media and Grey Head on the content side and RAD Data Communications, Huawei Telecommunications and Shyam Networks on the branding and marketing side.

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