“Other vendors are doing the opposite“
John Davenport, Sales Director, Bell Integration
How did the move go down at Bell?
I view this as a positive step for the partner community. At a time where customers are really squeezing suppliers on cost, this approach reinforces the channel partnership.
Are you seeing other vendors move more work to the channel as they downsize direct staff?
Not all vendors are doing this. In fact I am seeing others do the opposite and take business direct. It’s all cost sensitive so vendors look to take control to maximise their own margins.
How likely is it that Dell will extend this partner-led strategy beyond storage and across its infrastructure portfolio?
That’s a question for Dell. BUT if this proves to drive up their revenues and market share then I wouldn’t be surprised if it’s replicated across other product lines.
See final page for Computacenter’s reaction to the Dell announcement…
