Dell has urged SMB resellers to beef up their storage practices as enterprise clouds and consumerisation tighten their grip on the business ICT world.
Dell is currently putting the finishing touches to its own channel cloud certification, set for release early in 2012, and is also pumping more cash into new tools for data management and storage technologies to support the vast amounts of data being generated, according to Dell EMEA head of channel programmes and marketing, Kathy Schneider
Speaking to MicroScope, Schneider said: "Whether through on-premise or private cloud [solutions] there is so much opportunity for the channel, and the growth stats are amazing."
"If you're not looking at building up capabilities around how your customers are managing their data, then you're missing out," she added.
Dell has just released new research into the SMB channel, conducted with help from channel management service provider Foster MacCallum, which looked into some of the issues that will affect its resellers in 2012.
Besides throwing up the usual concerns about the slowing economy and the need to eke out every last bit of capacity from shrinking customer ICT budgets, the research revealed that Dell partners are generally enthusiastic about expanding their services provision, and many are looking to invest in recruiting more qualified technical staff.
However there were also calls for increased protection from larger providers looking to muscle in on the SMB world from partners who were unsure they would get the necessary support from vendors.