Page 2 of 2
"Give them credit -- they are trying to make it very easy to sell Dell services," said Paul Cronin, senior vice president at Atrion Networking, a Warwick, R.I.-based solution provider and MSP. "If they tie this into a Dell channel program then for me it is actually a benefit. I can go in and make money and sell their services under one brand and I don't have to worry about four different types of programs with all different levels of service. That makes it easier for me to articulate the value to the client of one comprehensive support program comprised of one set of services for one price."
What's more, Cronin said he is excited about the prospect of Dell's managed services offering. "From what I seen they have made all the right moves by leaving the existing SilverBack team in place and encouraging them to be the architects of the new Dell managed services program," said Cronin. " To me they have done the right thing. They could have not tapped into the years of industry experience that the SilverBack team brings to the table."
Tracy Butler, president of Acropolis Technology Group, a St. Louis solution provider and managed service provider, said it is too early to tell if he would be willing to partner with Dell on ProSupport services. "Anytime someone the size of Dell has a service offering that may or may not compete with me I want to keep an eye on it every closely," he said. "This sounds like an HMO for IT. If it is of mutual financial benefit and an operational benefit to my client I would be more likely to consider it."
Butler said 95 percent of his clients are under some form of managed service agreement with Acropolis. "I'm the IT department for these 90 customers," he said. "They rely on me for all their IT management and oversight. Dell has to show me a way that I can do it more profitably and more efficiently than I am currently doing it today. It has to be better for my clients and better for us. I am in the show me state. Prove it to me."
At least one partner, who did not want to be identified, said he would not even consider partnering with Dell on services without evaluating the specific services margins and channel program offerings from Dell. "Are there companies really out there willing to jump in without having those channel questions answered?" he asked. "Why let Dell skim all the leveraged services off the top and leave the rest for partners?"
<< Previous | 1 | 2