Dell Adds Systems Integrators To Its IoT Solutions Partner Program


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Dell is now adding systems integrators to its IoT Solutions Partner Program, aiming to reach a broader range of vertical industries.

“No supplier can do this by themselves. The market is evolving and fragmented, and Dell’s taking the approach to talk to as many partners as possible,” said Al Zelasko, director, global channel manager of IoT and embedded computing at Dell. “Most [systems integrators] have a unique vertical experience. Some are deeply invested in manufacturing and utilities, or industrial automation. Every partner has unique domain know-how and some are global.”

The IoT Solutions Partner Program, which currently includes ISVs and is made up of three tiers -- Premier, Preferred and Registered- - will now include systems integrators such as Datatrend Technologies, L&T Technology Services, Action Point and Mobiliya, according to Zelasko.

[Related: Closing The IoT Gap: 5 Ways IT And OT Providers Can Work Together]

Systems integrators’ vertical, regional and technology expertise will help customers navigate the IoT landscape, identify the right solutions, and take projects from proof of concept to deployments, according to Dell, Round Rock, Texas.

Those who join the program will receive opportunities for incremental business growth and have access to products including intelligent edge gateways and embedded PCs, as well as security and manageability tools, according to the company.

Maxence Cacheux, senior vice president of sales and business development at Mountain View, Calif.-based Mobiliya, said inclusion in the program will help the company gain expertise in Dell platforms for IoT.

“We are bringing to the table some of our niche capabilities in systems integration and security,” said Cacheux. “IoT involves a variety of endpoints with different makes and models, OSes, protocols. There are different cloud platforms, different end-user applications. Integrating all these while ensuring security of the ecosystem is something very important, and that is where Mobiliya comes in. This will help in rapidly enabling Dell’s IoT platforms for different customers and thus drive Dell’s IoT sales strategy.”

Since launching its IoT unit last year, Dell has introduced an array of tools for the Internet of Things – including analytics and data security technology – but the company is best known for gateways and embedded PCs. Dell's Edge Gateway series supports analytics at the edge, while its Embedded Box PC series includes rugged, fanless purpose-built form factors for industrial IoT uses such as fleet management and digital signage.

Dell in August unveiled a “matchmaking” system that aims to double the number of partners in its IoT Solutions Partner Program by helping customers partner with the right solution providers for their specific needs.

Moving forward, Dell will continue to expand its partner program as it works to round out its industry-specific IoT offerings in multiple vertical markets, said Zelasko.

“We want as many partners as possible,” he said. “The [IoT] market is so fragmented between verticals and regions, and systems integrators have a great relationship with their region and industry.”

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