Dell Opens Up Distribution
Dell did something that may have been unthinkable just two years ago. In March, the long-time direct sales outfit inked a distribution deal with Ingram Micro and Tech Data. Currently Dell is offering a limited supply of notebooks and desktops through distribution, but one analyst called it a "significant change in psychology" for the vendor.
Some solution providers hailed the move as further commitment from Dell to the channel, while others weren't so optimistic about the move. The consistent pricing on preconfigured systems is appealing to solution providers, but they still wonder about the margins they may or may not be able to make on the products sold through Tech Data and Ingram Micro. Only more time will tell who really wins in this deal.
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