Dell Banks On Partners As It Enters Choppy Waters, Says Channel Chief


With corporate raider Carl Icahn yammering about sacking CEO Michael Dell and demand for its PCs quickly drying up, Dell is turning to its partners for help. And, according to Greg Davis, vice president and general manager of Dell's global channel, they’re delivering.

Dell's channel chief oversees the company's 140,000 resellers that make up the computer maker's PartnerDirect program. "We can't compete alone," Davis said in a one-on-one interview with CRN. Partners are Dell’s lifeblood, he said, helping it slug it out in a dog-eat-dog battle to stay one step ahead of its archrivals Hewlett-Packard, IBM and Lenovo.

CRN recently caught up with Davis, and had a chance to ask him about his channel challenges, Dell's buyout distractions and its recent mixed fiscal second-quarter performance. Here's what he had to say.