Dell Channel Star Winslow Technology: 'We've Hitched Our Wagon To The Right Horse'


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Superstar Dell partner Winslow Technology Group held its 14th annual WTG Transform event on Friday with founder Scott Winslow saying he couldn't be more excited about the solution provider's future as Dell scores major market share wins in both worldwide server and storage this month.

"They're growing in every area of their business: storage, servers, Dell client – we've feel like we've hitched our wagon to the right horse and that horse is Dell EMC," said Winslow, president of the Waltham, Mass.-based solution provider during the WTG Transform event in Boston. "It's the products [and] the capability in those products. … The breadth of their portfolio – you can provide solutions from the desktop to the data center. And they're good at working with partners."

For the first quarter 2018, Dell took over the worldwide storage share leadership position from Hewlett Packard Enterprise, generating $2.8 billion in sales, approximately 22 percent of the total market. The Round Rock, Texas-based infrastructure giant also took the lead for global server share in the first quarter, capturing 19.1 percent worldwide share while generating $3.59 billion in revenues, up 50 percent year over year.

[Related: Dell Storage Sales Rise To $4B As Company Lowers Net Loss]

Winslow Technology Group, ranked No. 429 on CRN's 2018 Solution Provider 500 list and a Triple Crown winner, has seen double-digit growth throughout its Dell portfolio, including a 30 percent Dell EMC storage sales growth quarter over quarter.

The fast-growing solution provider hosted more than 220 customers and OEM partner representatives from Dell EMC, VMware and Nutanix at the Hotel Commonwealth in Boston next to historic Fenway Park on Friday.

One of Winslow's secret sauces to success is a co-op university program where the company recruits students from surrounding colleges to help drive sales and customer engagement. The solution provider has formed strategic alliances with the likes of top nearby schools such as Northeastern University and Holy Cross.

"We utilized co-op students as part of our business development process. We'll have three or four co-op students from Northeastern or other schools, Holy Cross this semester, bring them in as entry level sales folks," said Winslow. "They do a great job for calling in for events like this that helped us drive big attendance. Then later they become very successful sales people for us. So that's maybe a unique thing we do that other VARs don't."

Founded in 2003, Winslow sells a wide range of products and services around servers, storage, networking security, hyper-convergence, cloud and data protection.

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