In today’s competitive and fast-paced technology landscape, partners need more than just access to products, they require strategic support, technical expertise, and a team that can help them win. Success hinges not only on what you sell, but how you sell it. Building technical capabilities across every solution and vendor stack is not always feasible, which is why your distributors presales and technical experts are a powerful tool for scaling smarter. At Dicker Data New Zealand, we’ve built a support ecosystem designed to help partners thrive, and here’s how you can make the most of it.
- Tap into a Deep Bench of Expertise
At Dicker Data NZ, we offer a robust team of seven presales specialists, six technical specialists and four solutions architects, across leading vendors like Microsoft, HP, HPE, Dell, Adobe, Lenovo and more. We can assist with:
"Our team provides strategic guidance on selecting the right technologies to modernise customer environments and support partners in navigating their cloud journey with confidence. We ensure alignment between Microsoft’s market offerings and the specific customer opportunities being pursued, helping partners unlock the full potential of Azure. We run regular enablement sessions where we educate both partners and customers on Azure’s capabilities. We support partners in designing and scoping tailored Azure solutions, including infrastructure modernisation, networking, and hybrid cloud scenarios. From guiding Proof of Concepts to validating cloud strategies, to offering best practices on governance, cost optimisation, and security, we ensure partners are equipped for success. We can help align licensing and commercial models with technical outcomes particularly across CSP and NCE to build partner confidence and capability.” Troy Stairmand – Microsoft Business Development Manager & Andrew Hart – Microsoft Presales
2. Simplify the Complex
From multi-cloud environments to hybrid security frameworks, solution design has become increasingly nuanced. Our team can help partners:
“As part of the Dicker Data HPE Aruba presales team, my role is to deliver high-impact value to our customers by providing expert guidance throughout their networking journey. From validating network designs and building end-to-end architectures to recommending industry best practices, I ensure every solution is fit-for-purpose and future-ready. I support our partners and clients with wireless heatmapping using Ekahau, accurate Bill of Materials (BOM) validation, and tailored presales support. In addition, I run both sales and technical training sessions to empower our channel and strengthen customer confidence in Aruba’s networking solutions.” Jimmy Kurniadjaja - HPE Aruba Networking Solution Architect
Whether you're navigating a new product launch or responding to challenging RFP, our team are your technical edge.
3. Accelerate Sales with Technical Enablement
Presales consultants don’t just support, they enable. Their role includes introducing new products to your sales team, promoting solutions through training and events, and ensuring your team is equipped to sell with knowledge and confidence. Partners can request enablement from their distribution presales experts through a variety of formats, including technical walkthroughs, product briefings, co-branded marketing assets, demo kits, certification support, and tailored enablement sessions.
“Whether you’re working on a small opportunity or a large-scale deployment, we’re here to support you every step of the way. Our team provides clear and precise answers to your technical questions, and we specialise in designing and configuring custom solutions that meet your customers unique needs. We stay ahead of the curve with the latest product releases and updates from trusted vendors like Lenovo, APC, and Neat, ensuring you’re always working with the most current information. We also offer in house demos of Neat products, which can be tailored for your team or directly for your customers. Plus, we help you make the most of vendor programs and resources to maximise value and drive success.” Veronica Austin – Presales Consultant, Lenovo ISG, APC, Neat, Commbox, and Barco
Working alongside distribution presale experts is a powerful development opportunity we encourage you to utilise. Sitting in on enablement sessions, debriefing after sales pitches and customer engagements, or attending partner enablement days, these interactions will help sharpen your team's technical edge and build confidence in delivering complex solutions.
4. Multi-Vendor Solution Design
Today’s customers rarely buy technology in silos. Modern solutions often span five or more vendors, each with unique specifications, capability requirements, and licensing models. This complexity can be daunting, but it’s also where distribution presales teams shine.
One of the greatest advantages of partnering with your distributor's presales team is access to a comprehensive team of technical experts across a wide range of brands. Our presales and technical teams hold advanced, often vendor-mandated certifications across cloud, software, networking and security stacks. This means you get access to:
By collaborating internally across disciplines, our teams can help you:
Whether you’re combing networking from one vendor, security from another, and infrastructure from a third, distribution presales teams enable smarter more connected solution design. This reduces risk, improves customer satisfaction, and gives your sales teams the confidence to pursue larger, more complex opportunities knowing they have expert support every step of the way.
5. Building Strategic Relationships
Presales and technical teams aren’t just transactional, they’re strategic. They help partners identify new opportunities, connect with vendor specialists, and even co-sell into complex accounts.
To capitalise on this, partners are encouraged to:
“We empower our partners by streamlining deal registration to unlock Dell pricing support and ensure competitive quotes tailored to customer needs. When end-user requirements call for device specifications beyond standard listings, we facilitate Dell approved customisations to deliver fit for purpose solutions. Our quote desk backs every recommendation with precision and speed, helping partners move quickly. And when issues like DOA or warranty claims arise, we’re right there to guide resolution. Our motto is simple: we go the extra mile to help partners succeed and grow because their success is our success.” Jacob Liu – Pre Sales Consultant, Dell Technologies
Through engaging with your distributors presales and solutions experts, you will gain access to our team who can help you scale smarter, win more deals, and strengthen customer trust without having to carry the cost or complexity internally. We offer more than just support, we're an extension of your business equipped to help you navigate complex challenges, design multi-vendor solutions, and deliver enterprise-grade outcomes. By investing in enablement and collaborating closely, partners can unlock new growth and deliver exceptional value to their customers.
So next time an opportunity lands – big or small, or a complex challenge arises, don’t go it alone - tap into the technical firepower available to you, and let your distributor help you do what you do best: deliver value to your customers.
Laura Margetts
General Manager - Marketing
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