Building the Nation – Surat Chapter: Partner

The Surat edition of Building the Nation, organised by CRN India in association with Dell Technologies and Intel, brought together over 55 channel partners on September 11, 2025, at Hilton Garden Inn. The session highlighted how Dell and Intel, in collaboration with partners, are enabling businesses to embrace next-generation technologies such as AI, modern IT infrastructure, and sustainable solutions to unlock new opportunities.

Praveen Kumar, Director & Founder, Qbic Catalyst Partners Pvt Ltd, welcomed the delegates with a keynote that underlined the role of the partner ecosystem in India’s digital journey. “India has become the world’s fourth-largest economy, and this growth is powered by technology adoption across sectors. Channel partners are the bridge between innovation and business value. Whether it’s AI, hybrid cloud, or cybersecurity, partners are the ones who translate cutting-edge technology into real-world impact,” he said.

Kumar also spoke about the Dell Partner Incentive Program, RISE, designed to recognise and motivate partners. The program simplifies rewards by automatically tracking points, removing the need for manual reporting. Kumar urged partners to make the most of the initiative, highlighting that it rewards them for the business they are already conducting and can serve as a key driver for growth.

Speaking on Dell’s commitment to its partners, Gopal Doshi, Partner Account Manager, Dell Technologies emphasised that the company’s Partner First strategy ensures partners are at the core of Dell’s growth model. “Our goal is to make technology simple, secure, and sustainable — and to ensure our partners succeed alongside us. Programs like Dell Partner Advantage, Titanium Black partnerships, and solution-focused incentives are designed to boost partner profitability while enabling them to deliver more value to customers,” he explained. Doshi also spotlighted Dell’s investments in partner training, deal registration benefits, and co-marketing support, which help partners differentiate themselves in a competitive market. He further spoke about Dell’s focus on sustainability, with eco-friendly packaging and energy-efficient devices creating fresh opportunities for partners to engage with environmentally conscious customers.

Dell also highlighted its newly launched AI-powered PC portfolio, i.e., Dell, Dell Pro, and Dell Pro Max, designed with built-in NPUs (Neural Processing Units) to handle AI workloads directly on the device. These next-generation PCs enable faster, more secure, and energy-efficient execution of tasks like transcription, content creation, and data analysis without always relying on the cloud. Positioned as a game-changer for MSMEs, the AI PCs combine enterprise-grade performance with user-friendly design, helping businesses improve productivity, strengthen data privacy, and reduce operational costs while staying future-ready.

Also the highlight was the new Dell Pro Essential series, which is business-ready and affordable, starting at ₹31,999. It is designed for everyday business needs. Despite its affordability, Essentials doesn’t compromise on performance. It offers robust security, Full HD+ displays with a 16:10 aspect ratio, up to 10 hours of battery life, and MIL-STD-810G military-grade durability, ideal for the Gen Z workforce and SMEs alike. Plus, it supports open standards, ensuring compatibility with all peripherals, monitors, headsets, and more.

Bringing the AI perspective, Sushil Lavania, Business Manager, Intel outlined how Intel’s partner programs are equipping the ecosystem to capture the AI opportunity. “This is the biggest shift in personal computing in 20 years. With Intel Core Ultra processors and NPUs powering AI PCs, partners can lead conversations that go beyond hardware and into business transformation. Intel’s AI partner programs, training modules, and marketing engines are all aligned to help partners take these innovations to customers effectively,” he said. Lavania also highlighted how Intel is co-investing with partners in certification programs, solution labs, and customer demos to accelerate adoption.

The interactive session saw partners raising concerns about profitability, shifting customer demands, and competition. Dell and Intel leaders addressed these head-on, pointing to a joint commitment towards channel enablement, rebates, and structured incentive programs that directly improve margins. Discussions also touched upon the importance of shifting customer conversations from “box selling” to end-to-end solutions that link technology with business outcomes.

In his closing remarks, Kumar urged partners to embrace their role as business consultants rather than mere suppliers. “When partners lead with solutions, security, lifecycle management, AI integration, they don’t just sell technology; they become a catalyst for customer success. That’s where the real growth lies,” he said.

The Surat channel partner session of Building the Nation thus reinforced Dell Technologies and Intel’s vision of creating a thriving, profitable partner ecosystem, backed by robust partner programs and innovations that are shaping the next era of digital transformation in India.