Dell is stepping up its efforts to change the game in the enterprise IT arena and it's counting heavily on its channel partners to help.
"We feel that we've got the building blocks to go disrupt the data center [market]," said Curtis Hutcheson, Dell vice president and general manager, in an interview with CRN at last week's MCPc Game Changers summit. While the company already has a major presence in the data center through its one-third share of the server market, it's also leveraging its EqualLogic and Compellent storage technologies and Force10 networking technologies. While the channel currently handles less than one-third of Dell's enterprise business sales, Hutcheson said the goal is to drive that to 50 percent or more. "We need our partners to go tell that story," he said, noting that partners often have a better understanding of customers' needs, such as IT workloads and business applications. "We're totally committed. We're going big and deep with our select partners."