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Todd Fredrick, executive director of AppAssure at Dell, said his company has benefited from Dell's "Better Together" strategy of cross-selling different solutions under the Dell umbrella.
"Being integrated inside storage arrays goes a long way. As we look across the entire portfolio, we see depth," Fredrick said. "The other thing is we were a newer company and we found the depth of channel knowledge that Dell brings [to be beneficial]. It gave us the ability to attach with other Dell storage, hardware and components."
Quest Software is Dell's latest acquisition and, only 70 days in, Michael Sotnick, vice president of worldwide channels and alliances, said it's too soon to see any tangible benefits of integration. But, he added, the quality of conversations around customers' workloads has improved.
"We're [talking about] how to address those workloads, how to solve them with the partner in mind. When we're done with a design point, we [ask] how can I enable my VARs, how can my channel be successful in deploying it," Sotnick said.