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#19 Newsmaker: David Miketinac of Dell Canada

Dell's new Canadian channel boss positions himelf as a partner advocate

David Miketinac joined Dell Canada (NASDAQ: DELL) this year as its channel sales lead for the subsidiary. To give you a sense what kind of an executive Miketinac is you need to read this short story that occurred earlier this year.

The story starts with a complaint filed by a solution provider regarding channel conflict. Dell Canada has been extremely careful avoiding channel conflict. The former direct only vendor knows all too well that its reputation in that area hangs by a thread.

After a short investigation Miketinac learned that there was as a gap in its salesforce system. He immediately realized that it was a Dell internal error and cut a cheque on the potential profits lost by that solution provider. He also offered the solution provider a business opportunity currently being handled by the direct sales team.

“It was an accident but I wanted to fix it quickly. I called the solution provider and owned up to the mistake and made a gesture of good faith,” he said of the story.

The 16-year Dell veteran didn’t waste any time putting his stamp on the channel program. Shortly after moving to Toronto he announced new changes to the PartnerDirect channel program. Miketinac said he hopes the new structure will help drive more Dell solutions and certifications.

Also part of the plan was new training, rebates and deal registration offerings. Deal registration increased to 180 days. Another important aspect of the new program was two new levels.

Miketinac has also been quite astute to influence channel partners to sell complete solutions for more profits rather than chase down low margin business. With this approach he reported channel profits through Dell rose six per cent.

He was also instrumental in obtaining more channel investment for Canadian solution providers with expertise in data centre, mobile and the cloud.