No. 2 Dell Boosts Its Channel IQ
Dell upped its channel smarts in April, adding channel icon Frank Vitagliano (pictured), a 40-year industry veteran, to its management roster. Vitagliano, who brought with him extensive relationships with a wide swath of networking, security and infrastructure solution providers, joined Dell as its vice president of channel sales, where he oversees all regional (SMB) and specialty solution providers.
In March Vitagliano left his role as senior vice president of Americas Partners for Juniper after spending seven years with the Sunnyvale, Calif.-based networking vendor. Prior to his time at Juniper, Vitagliano was a popular channel executive at IBM, where he spent 33 years before leaving in 2006 to join Juniper.
Dell partners were ecstatic that Dell scooped up a longtime channel leader in Vitagliano as the company worked to build up its PartnerDirect program and stake a bigger claim in the indirect sales market it once shunned.