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Dell and IBM Global Financing to Jointly Focus on Channel Financing Portfolio in India

Rajeev Kapoor Executive Director

Dell India jointly expands its channel financing portfolio with IBM Global Financing (IGF). The alliance is aimed to create value for Dell’s channel partners in India through innovative and comprehensive long-term solutions.
To under this joint run, the existing collaterals provided by the partner are leveraged to develop a Credit Multiplier Model, which allows for higher credit limits without the pressure of additional security.  The process involves a short-term revolving fund for partners without disturbing the existing working capital availed from banks.
The partnership is known to leverage commercial customers with attractive financing alternatives for Dell products. The tie-up will empower Dell’s partners with an alternate source of capital and better management of their working capital by providing suitable credit lines and credit terms. The program helps partners realize multiple benefits in the form of enhanced credit limit, extended credit period, new avenues of financing partners, and competitive interest rates, etc.

Partners also benefit via leveraging corporate dependency levels on Dell to compute interests rates lesser than working capital loans and up to 3-4 times on collaterals provided. This offers a great advantage for SMB partners, who may be challenged otherwise, based on their strength in isolation.

Commenting on this alliance, Rajeev Kapoor, Executive Director, Global Financial Services, Dell said, “At a time when we are growing our channel business rapidly, financing for partners stands testament to our capabilities as an end-to-end solution provider with increased focus on intensifying channel engagement. Eventually, the corporate–channel partner relationship becomes much stronger as partners are able to deliver business results by growing along with us.”

“IGF’s partnering with Dell has been a global relationship for many years and we have recently aligned our offerings to the market dynamics in India. The financing program has a win-win approach for all stakeholders involved and we are looking forward to grow this relationship to a much bigger portfolio in FY15-16”, adds Deepa Vig, IBM Global Financing, Asia Pacific Commercial Financing Head.


Niloy Banerjee

A generic movie-buff, passionate and professional with print journalism, serving editorial verticals on Technical and B2B segments, crude rover and writer on business happenings, spare time playing physical and digital forms of games; a love with philosophy is perennial as trying to archive pebbles from the ocean of literature. Lastly, a connoisseur in making and eating palatable cuisines.

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