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Sonia St. Charles, CEO of the Davenport Group, a St. Paul, Minn.-based solution provider and partner of both Dell and Compellent, said working more closely with Dell on the Compellent product should provide new opportunities to do more with enterprise customers.
The biggest concern from customers is how well Dell will support them, St. Charles said. "Customers love Compellent's Copilot support," she said. "If Dell can continue with Copilot, it's a big positive. Dell has had a perception that its support is not good, whether it is or isn't."
It is hard to gauge the long-term impact to Compellent's channel partners of Dell's new reseller agreement or what it might mean for a new group of Dell solution providers to start selling the technology, St. Charles said.
"The proof is in the pudding," she said. "But for selling storage, it's not just like picking up another line. You need expertise. And once you have that expertise, you can pick up another line. But you need a lot of experience to sell more than one line. It will take some time before Compellent gets through Dell's marketing. But there will be some noise in the meantime."
St. Charles said she is not worried about Dell acquiring Compellent. "My staff is tired of hearing me say this, but in the midst of chaos there is a big business opportunity," she said. "It will take time to get this sorted out and for Dell to be ready to sell Compellent."
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