Partners Hail Dell's Channel Revamp, Declare It A Game Changer


Frank Vitagliano, vice president of North America global commercial channels, select sales channels, told CRN the moves will help Dell push its channel sales deeper and wider into the enterprise and are designed to drive sales of new storage, networking, software, security and Wyse workstation business.

"This is more than a win for our business, this is a grand slam for partners," said Patrick Mulvee, vice president of sales and marketing at Sidepath, an Irvine, Calif.-based solution provider and Dell storage partner. "For partners like us that have the right engineers that can get up and running fast with Dell Direct sales reps, it will more than double our Dell business in 2014," he said.

Michael Tanenhaus, principal at Mavenspire, an Annapolis, Md.-based solution provider and Dell partner, likewise said he sees the changes as an opportunity for partners like Mavenspire to double their Dell business. "This is a great new opportunity for those companies that have cracked the code of working with Dell Direct. For us, it could easily double our Dell business for 2014. But for some companies that are still trying to crack the code, this news doesn't change that dynamic."

For its part, Dell acknowledges that for smaller partners that rely heavily on volume sales of commodity Dell hardware, the new incentives will have less positive impact. Incentives are designed for more sophisticated interaction between Dell direct and partner reps such as account mapping and building out a company's data center.

Partners might also have to be patient as Dell works out how exactly it will dole out the 200,000 Dell Direct accounts to channel partners. But for Dell, a $60 billion company that officially went private only a little over a month ago and declared itself "the world's biggest startup," change is moving at lightning speed.

PUBLISHED DEC. 11, 2013