Three and a half years ago Greg Davis took over as VP of WW Channels for Dell.
He came to CompTIA’s BreakAway and told the assembled crowd of Dell’s plan to support the channel. Few, if any, believed him. I spoke with him afterwards and he said Dell would have to prove itself and that only time and commitment would allow for that.
Flash to present day.
I just got back from the Dell Storage Forum in Orlando, and it was quite an interesting few days. I had the chance to speak with pretty much all of the Dell Channel Executives, and several partners and customers.
The one thing that stood out is that Dell has held the course. They just rolled out a new partner program, which is getting rave reviews. Greg Davis is still at the helm, and how many channel chiefs last for almost 4 years? Almost every company Dell has acquired over the last 4 years has been a channel friendly, if not 100% channel company: EqualLogic, Everdream, MessageOne, Kace, Boomi, & Compellent.
These companies have helped shape a true channel culture in Dell, and partners are starting to see the benefits.
This isn’t to say that all is roses. There are still the occasional clashes with the Dell direct sales team, but unlike the past, these seem to be the exception and not the rule.
If you are an active Dell partner I’d love to hear your thoughts. If you swore that you would never do business with them again, are you willing to reconsider?Tags: Partners, Dell, Dell Storage Forum 2011