Dell's Cloud Strategy: Supply Tech To The Channel And Let Partners Build Clouds

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Dell storage is a big part of Dell's support for OpenStack, and already offers capabilities related to open source Swift object storage and Cinder block storage, Atkinson said

Dell is also expanding into the software-defined storage area, and has committed to working with the RESTful API for such capabilities as dynamic tiering. Plus, the company is looking at how the software on which its Compellent storage arrays are built can have an affinity to the cloud, he said.

Pete Korce, also a vice president and general manager for Dell storage, told CRN that Dell provides a lot of cloud suppliers with technology.

"We live the cloud," Korce said. "It creates a lot of demand for our infrastructure products."

Korce said Dell sees the cloud as another use case for its storage products. "If Dell has a cloud strategy, either public or private, we have to make sure we're ready for it," he said.

Regardless of how customers and partners approach the cloud, Dell wants to ensure its storage technology is ready, Atkinson said. "From my perspective, I like being an arms dealer to private clouds," he said.

On the channel side, Dell offers cloud services and solutions competency certifications, said Bob Skelley, executive director of Dell's global certified partner program and channel.

These include Cloud Builder for partners who design and develop a cloud infrastructure for their customers, Cloud Provider for partners who operate a cloud networking operating center (NOC) enabled with Dell technology to provide cloud services, and Cloud Services Enabler for partners identify and integrate cloud technologies and services from multiple sources and provides managed services for the resulting cloud, Skelley said.

Yet while Dell has IaaS capabilities partners can resell and integrate with third party offerings, Dell currently has no formal program, he said. "We're still working on that," he said.

For public clouds, Dell is working to help solution providers develop their go-to-market strategy, Skelley said.

"There is a lot of work to be done," he said. "But we will help partners with their strategy. ... If you partner with Dell, and want to engage with Dell, we can be a partner. But it's a work in progress. We're porting what we did before to the cloud."

NEXT: Evaluating Dell's Cloud Strategy From Partner Perspectives


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