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Dell KACE sets out indirect ambitions

Simon Quicke

Systems management specialist KACE has set its sights on extending its reseller base following on from its acquisition by Dell with a channel refresh waiting in the wings.

With a large chunk of its reseller business being taken up by a pre-acquisition deal with Dell it has seen its indirect portion of activity drop since it became part of the US giant.

But speaking to MicroScope, Dell Kace CEO Rob Meinhardt, said that it would actively engage with the channel and increase the business going through resellers.

"We care deeply about the channel and we built the company on it and we will continue to mop the channel up and in a year or so will be back to 50/50 channel and direct," he said.

He added that it had been looking into global channel initiatives including more consistent pricing across territories for its certified partners and would be increasing the number of leads it passed through to resellers.

Jim Docherty, managing director EMEA at Dell Kace, said that it was preparing a relaunch of its channel programmes next month to give resellers more reasons to work with the vendor.

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