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Dell Technologies Co-COO Chuck Whitten: ‘Our Commitment To The Channel Is Unwavering’

O’Ryan Johnson

“Internally we talk about it as, ‘The Art of the And’ -- Dell plus our partners – not the ‘Tyranny of the Or.’ When we do this right, our two routes to market are complementary,’ Whitten tells CRN.

A partner I spoke with really applauded Project Frontier. He said it’s incredibly helpful to have Dell provide them with a proven deployment for some of these edge environments where they don’t have a lot of experience. How big of an opportunity is that for partners? 

Look the edge is an exploding part of the IT ecosystem. We need to make it simpler for customers to utilize the edge and drive the real-time autonomous experiences that are sort of the hallmark of digital transformation now.

Project Frontier is an edge software platform that will help customers unify their edge operations across infrastructure and applications. At its core, Project Frontier allows a company to securely deploy and manage infrastructure at the edge.

Think infrastructure management and application orchestration. Our channel partners are absolutely going to be participating in our go to market for project frontier because partners are an extension of our team. As a starting point, many partners today deliver lots of services around edge use cases today. Many of our resellers sell Edge-relevant infrastructure today. In particular we see partners offering serv ices around verticalized use cases and those types of partners are going to be big beneficiaries because like systems integrators they can add lots of value to the automation and create blue prints for customers that simplify deployments at the edge. We see lots of opportunities for partners in Project Frontier. We encourage partners to talk with us about the opportunities that they see.

We are always looking for ways for partners to add value on top of what we do. It comes from the core of the way we design our solutions and our services. Apex is a great example where we are making it easier and more attractive for partners to team with us to support customers.

 
O’Ryan Johnson

O’Ryan Johnson is a veteran news reporter. He covers the data center beat for CRN and hopes to hear from channel partners about how he can improve his coverage and write the stories they want to read. He can be reached at ojohnson@thechannelcompany.com..

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