10 Questions VARs Asked Michael Dell (And His Answers)


Channel-Only Products

Finally, a VAR asked Dell if he sees the company developing any "channel-only" products that would not be sold directly to customers. Dell answered that Dell will always let the customer decide where they want to buy technology.

"The way we think about it is how do we get the broadest access to the largest number of customers any way we can. We don't have a preconceived idea about that. We have countries where we are 100 percent channel. If it felt like the right strategy in other countries or customers segments, [we'd do it], but I haven't seen that yet," Dell said. "There is still a lot of white space where there are lots of accounts. Our channel is not as high as it could be in servers. That's a big opportunity for partners."



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