CDN’s Top 25 Newsmakers of 2015 – No 4: Kevin Peesker

It’s really unfair to link Kevin Peesker, the president of Dell Canada, to the historic Dell-EMC mega deal.

Especially given the fact that only three-people supposedly knew what was going on before the $67 billion dollar announcement was made. But Peesker comes in at No. 4 representing the interests of Dell in Canada with regards to the EMC transaction. But the Dell-EMC deal, while massive in impact, wasn’t the only significant happening for Dell in 2015. 

From a Canadian perspective, the agreement with Synnex for Dell Canadian distribution will impact the channel more in 2016 than the EMC purchase, which will take about a year to close.

Dell entered into significant North American distribution deals with Synnex rivals Ingram Micro and Tech Data in the summer of 2014 and there was thought initially that Synnex was going to be signed by Dell right after. That did occur for U.S. distribution, but not Canadian.

But Synnex was vital for Peesker’s Canada first market direction because Synnex Canada could offer Dell’s client, enterprise, print and imaging offerings for the Canadian SMB market.

“Synnex quickly proved its prowess bringing Dell to the U.S. market, which is one of many reasons why Synnex Canada was selected to help Dell acquire new solution providers in Canada that aren’t already working with Dell today,” Peesker said in a previous interview.

Peesker also became the star of the 3rd annual Dell Canada Partner Summit in 2015. More than 250 channel partner executives attended the show. Peesker told the crowd the vendor plans invest more in the partner community to improve the overall engagement experience and to expand its sales force through the channel.

Peesker said 27 per cent of Dell Canada staff is now dedicated to the channel up from 16 per cent in 2014. This move has increased rebates to the channel by 143 per cent, which has increased profitability for the channel community.

To that end, Dell also stepped up with more channel financing for solution providers with the introduction of the Scale Ready Payment program. Scale Ready is specific for the As-A-Service consumption model as well as Dell Financial Services with the Provision and Pay module.

Essentially it’s a pay-as-you-go model similar to leasing turning Capex into Opex where the partners or the customer purchasing the box lease a portion of it on a monthly basis. 

Click here to check out the full list of CDN’s Top 25 Newsmakers of 2015.

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For over 25 years, CDN has been the voice of the IT channel community in Canada. Today through our digital magazine, e-mail newsletter, video reports, events and social media platforms, we provide channel partners with the information they need to grow their business.

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