Partners: Dell Switch Refresh Brings Opportunity For All-Dell Sales
With the introduction of a new family of switches and the expansion of another, Dell has signaled that it wants to compete not only with networking industry giants, but on a smaller scale as well.
The privately held Round Rock, Texas-based company Monday introduced the new X-Series family of switches and an expanded N-Series for duty in smaller networks. The changes are aimed at the small- and medium-size-business market, and according to partners, they bring Dell closer to becoming a one-stop shop for smaller customers.
Small- and medium-size businesses weren't clamoring for new or updated switches from Dell, partners say, but the company recognized a need to stay current with changing workflow, mobility and cloud computing needs.
[Related: Dell Scales Down SuperMassive Firewall For SMB, Cuts Price]
A far-flung workforce, mobile and cloud computing, and data analytics requirements have put pressure on small- and medium-size businesses with limited resources to create network infrastructures able to manage the huge workload.
Dell, says Stephen Monteros, vice president of business development and strategy at Ontario, Calif.-based Dell partner Sigmanet, "has doubled down on their acquisition account strategy where many of the midmarket customers exist. I see this as releasing products they feel will be more competitive in this space."
X-Series switches are available now. The new N-Series switches will be available this summer. Each is available exclusively through Dell channel partners.
Michael Goldstein, CEO of LAN Infotech, said the new offerings get partners closer to being able to fill all their customers' needs with Dell products.
"Obviously we're working to fill in the gaps," Goldstein said. "This plays into that opportunity, to have a Dell product rather than a lesser product."
Smaller switch customers that may have been looking at Linksys or D-Link can now be sold on Dell switches, Goldstein said. "This gives us that capability to go from high end to low. It makes Dell a one-stop shop."
PUBLISHED APRIL 7, 2015