Dell made a subtle but important move when the company announced storage management and data protection services on June 25.
Within the press release, which focused on Dell’s infrastructure consulting services, the company including this little note to partners and managed service providers:
“Storage Consulting services are available directly from Dell and through Dell’s Partner Direct program. Channel partners should contact their account representative for further information.”
A quick observation: I’ve criticized Dell previously for writing press releases that hyped Dell’s direct sales force, but made zero mention of Dell’s growing partner base.
The infrastructure consulting services release (read it here) addressed my ongoing concern about Dell PR overlooking partners. Some critics may assert that Dell is merely asking partners to register and hand over their storage consulting leads to Dell.
But I continue to give Dell the benefit of the doubt. On the one hand, that little line from Dell to partners in the June 25 release seems so easy and logical. But you can imagine all the debate within Dell:
- How does the company announce more consulting services without alienating partners?
- And should a press release for “direct” services actually include a live link to Dell’s Partner Direct web site?
Dell still has its critics, but I’m noticing small improvements in the way the company messages to partners.
Posted In: Managed Storage Services
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Does Trojan Horse ring a bell? Dell wants to eat the channel’s lunch. For smaller VARs with little bandwidth they can give it away and take a commission. For everyone else it’s a Trojan Horse. Dell will advertise and sell directly to your clients. If you’re OK with that, enjoy the ride on the horse.
Hi Dimitri,
I am not sure with whom you have been talking to at Dell as of late but, I would welcome the opportunity to personally share the Dell Managed Services story with you.
Though I oversee the Dell MSP platform in the Southwest territory. I think you are in the Northeast. Many of my partners are experiencing something very different from what you are suggesting here. Certainly, there are past experiences that Dell has to overcome but, I can tell you from the top down I have never seen a company with such a strong commitment to the channel. The acquistions of technologies and personnal only enforce the channel commitment.
I can be reached at 760-305-7707
Sincerely,
Todd McKendrick
Dell Managed Services - Southwest
Come on Todd, I know your last company was 100% commited to the channel..
Being 100% committed to the channel is vastly different that being 100% channel-committed. I’ve heard of one too many instances where a company, smelling a big fatty sale, blows out the incumbent distributor/reseller and takes a deal direct. In fact, been on the receiving end of this unethical practice which was couched in the terms “Making their quarter”….at the expense of ethics, principles and character. When these are tossed out the window in favor of the almighty buck, perhaps it’s time to start looking in the closets for real skeletons. Obviously, when executives are willing to sacrifice long term goodwill for a quick buck, what else are they willing to throw in the drink? Perhaps the law? Hmmm?