Partner profile

New revenue opportunities
brighten IT consultancy’s future
DG Technology Consulting taps into the Dell Technologies
Partner Program to open doors and expand its business.

Information Technology | United States““By partnering with Dell Technologies,
we have so many more opportunities
than we had before.”
Deborah Gannaway
Founder and Principal, DG Technology Consulting

Business needs

Solutions at a glance

When many clients started work-from-home models, DG
Technology advised them on securing their employees’
endpoints for remote use. A customer request led DG
Technology to expand its customer offerings with the help of
the Dell Technologies Partner Program.

•Dell Latitude laptops•

Dell Precision workstations•Dell laptop docking stations

Business results•

Boosted revenue by 24% through growth in solution sales.

•Improved staff productivity by 14%.

•Assures its clients of secure solutions throughout entire
supply chain.

•Creates future business growth opportunities.

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Florida-based DG Technology Consulting helps its clients —medium to large enterprises with 1,000–10,000 employees —secure critical data, apps and infrastructures across their datacenters, clouds and user endpoints. At a time when manyof the company’s clients had to quickly adopt work-fromhome operating models, the firm advised on how to improve
PC security for those remote employees. Then, one client’s
special request opened an unexpected opportunity.
Deborah Gannaway, principal at DG Technology, founded her
11-person, completely women-owned company in 2007 after
a 20-year career as a high-tech sales executive. She recalls
a watershed moment: “We had built our security business tobe hardware agnostic, but a client specifically wanted us toprovide them with Dell Technologies laptops, workstations
and docks instead of a competitor’s brand that they had beenusing. This led us to the Dell Technologies Partner Program.
We signed up to take advantage of its many benefits, a key
one being the sales assistance we get to drive new revenue
today and lay a foundation for solution sales in the future.”

Easy onboarding, consistent
responsivenessAccording to Gannaway, the program’s onboarding
experience was impressively smooth and relatively fast. “Inless than a month, Dell Technologies reps had met our wholeteam and gotten us set up and ready to start taking orders,”
she says, noting that this kind of responsiveness is a hallmarkof the program. “Whatever we need, Dell Technologies getsback to us quickly, unlike our past vendors.”
Gannaway adds that becoming an authorized Dell
Technologies Partner couldn’t have been more timely. “Likeso many businesses, and even our own clients, we had torethink how we operated, adapt to new circumstances andbe flexible for our clients,” she says. “By partnering with Dell
Technologies, we have so many more opportunities than wehad before. In fact, our earnings have grown by about 24%.”

Secure solutions and an expanded
revenue base
The additional technology solutions and expertise available
through the Dell Technologies Partner Program have impressed
Gannaway — and her clients. In effect, the program has enabled
the firm’s staff to boost their collective productivity by 14%. It has
also equipped them to solve a broader range of client challenges
with more consulting services and focus on strengthening client
relationships. “Dell Technologies solutions, especially around
servers and storage, align brilliantly with our ‘security first’ mantra,”Gannaway says. “Plus, our clients are assured their solutions aresecured throughout the entire Dell Technologies supply chain.”
The firm is now looking at direct home delivery using the Dell
ProDeploy Client Suite as well as opportunities across DellTechnologies security offerings, data center portfolio and as-aService offerings through Dell APEX Cloud Services. “The cloud iswhere we see future growth, and the Dell APEX platform provides
a total solution for our clients,” Gannaway concludes. “Our futureis brighter than ever. With our partnership, we’ve sharpened ourcompetitive edge and can close bigger deals, expand operations
and better meet — or even exceed — our clients’ expectations.”““The cloud is where we see future
growth, and the Dell APEX platform
provides a total solution for our clients.”
Deborah Gannaway
Founder and Principal,
DG Technology Consulting

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