10 Questions Dell World Must Answer For Partners


How committed is Dell to moving more sales to the channel?

Today the channel represents about $15 billion, or 25 percent, of Dell's nearly $60 billion in annual revenue. Michael Dell (pictured) has said that the percentage of Dell sales going through the channel has the potential to reach as much as 60 percent of the company's commercial sales.

Partners tell CRN that after Dell put both direct and indirect sales under one organization and appointed a relatively unknown newcomer, Cheryl Cook, to replace longtime channel icon Greg Davis, it is difficult to tell whether Dell will pivot toward a direct or indirect sales model.

One longtime Dell partner, who asked not to be identified, said there was "a lot of apprehension on executive moves. Partners are seeing this shakeup as a possible de-emphasis on the channel by Dell. Michael needs to map out its future and start talking channel specifics."