Training Is Key
While a growing number of training courses might be considered a necessary inconvenience for VARs, Davis said training via the PartnerDirect program is the key to selling integrated solutions -- not just hardware. That translates into better sales numbers for partners and Dell.
"Training partners and growing our partner business is absolutely a key part of Dell's channel strategy. We need a base of partners who are trained in helping companies with completely embedded solutions for database, storage and security. Bottom line, we have more people focused on the channel this year than we did last year, and next year we'll have more people than this year."