Dell Banks On Partners As It Enters Choppy Waters, Says Channel Chief

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Unified Channel Program

Dell's acquisition of Quest Software has meant increased sales opportunities for both the Dell and Quest partner community, but the integration of the product and channel programs has been bumpy. Davis said its "Better Together" channel story will soon morph into a Dell "Easy to Work With" channel story.

Next month, Davis said, Dell will be folding its software group into the PartnerDirect program, giving partners 150 software products to sell. Part of its September push also will include new PartnerDirect tools, training and deal registration tools.

Dell partners previously had multiple channel programs and tools for selling Quest, SonicWall and Wyse products. Starting in September, instead of having to register deals through multiple tools, there will be one -- Dell PartnerDirect. "Our partners can work with Dell with storage, server, networking, security and now software from one destination," he said. "There's still a lot of integration work for us to do, but we're moving along."


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