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Is Dell CEO Michael Dell, who is wooing solution providers with a nascent channel program and at the same time launching a managed services offensive, devil or angel?
That was the question ConnectWise CEO Arnie Bellini took head on at the kickoff Friday of the third annual ConnectWise Partner summit. To dramatize just how he views the Dell threat, Bellini showed a slide of a CRN Cover story titled "Dell Hits The Wall" and drew devil horns and a devil goatee on the magazine photo of Dell CEO Michael Dell.
"I respect Michael Dell," said Bellini before a packed Tampa Marriott ballroom of 600 ConnectWise software and solution provider partners, many of whom hooted and roared with laughter at the Dell Devil likeness. "He is an aggressive, capitalististic entrepreneur. That is what we are dealing with though. It is not his fault. If we don't take control of our marketplace it is going to be our fault."
Bellini, a certified public accountant who has been warning partners for years about the Dell threat, noted that he has received direct mail pieces for sometime with a Dell Gold Support plan for "affordable" professional services desktop monitoring based on an Altiris software agent starting as low as $69 per system. What's more, he said, Dell has used IT consultants from OnForce's online marketplace for IT service professionals "very effectively." Dell has even advertised its services prowess on TV commercials, he said.
Bellini also pointed to an appearance at CMP Channel Group's XChange conference where the director of Dell's solution provider organization, Chris Bates, noted that Dell's upcoming channel program for deal registration would be deal-by-deal based with solution providers having to potentially defend against Dell direct across a customer organization. "I thought that was incredibly telling," said Bellini.
Bellini urged ConnectWise partners to move quickly to what he is calling a Technology As A Service (TAAS) offering or watch as industry giants like Dell, Google, CDW, and even software giant Microsoft move to take business away as they move into the burgeoning SMB market with managed service offerings. The aim with the next generation TAAS push is to cover everything from systems to printers to phones to firewalls and effectively any technology that needs to be managed for the client with a sharp focus on lower cost of total ownership for customers, said Bellini. "You need to be thinking about this and get some guts," said Bellini. "If we don't charge up that hill, others will take control of it."
Dell isn't the only threat, said Bellini. The reality is many of the industry giants are pushing from the enterprise and mid-tier into the SMB managed services market, said Bellini. He pointed to a Microsoft software and services initiative which includes $1 billion data center buildout and a public proclamation by Microsoft that it will provide some Software As A Service (SAAS) offerings direct to end user customers. "Microsoft is a great company," he said. "I admire them. But this is a market dynamic that you've got to pay attention to."
Bellini also pointed to a managed services threat from Google in the wake of the search giant's acquisitions of Skype and Postini along with a Google plan to build 50-acre data centers all over the world. "They are locating them right next to major power plants," he said. "What an aggressive company."
Finally, Bellini pointed to private equity giant Madison Dearborn Partner's decision to pay a whopping $7.3 billion for solution provider and direct market IT catalogue sales behemoth CDW. Bellini sees Madison Dearborn possibly adding more managed services muscle as part of broad buildout of CDW. "It's not like CDW has any problems to start with," he said. "What do you think they are going to do? I think they are going to add managed services and all kinds of things. I think they'll do the same thing as Google and Microsoft. Reject. Not good for us."
NEXT: MSPs See Booming Market Despite Threats From Dell, Google, Microsoft And CDW
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