Dell awaits 'hungry' resellers for Partner Direct


Dell awaits 'hungry' resellers for Partner Direct

Paul Kunert

The channel account management and field sales teams should be in place at Dell by the end of this month and the UK partner director believes resellers are chomping at the bit to get started.

Last month Dell launched Partner Direct (MicroScope, 18 February) and though it has refused to reveal how many partners it will recruit to the scheme, some well known UK resellers have applied to sign up.

There is already a telephone-based support team in Dublin working with resellers on bid support among other things, said Andy Dow, UK channel director at Dell.

"On top of that we are building a field-based team within the UK. It will be a team of experienced account managers who will work with our [top tier] Certified Partners," he revealed.

The vendor is looking for SME and mid-market focused partners that can provide a service wrap for its technology and despite its direct selling heritage Dow said resellers had an appetite to work with Dell.

"I have had no shortage of interest from the channel. They are talking to us and are excited about what we can do together they recognise there is an opportunity," he said.

One of the applicants to Partner Direct came in the form of Watford-based CAE Technology Services last week. Justin Harling, managing director at the firm, said the move was in response to customer demand.

"This came down to us servicing particular customers that wanted us to provide Dell and we wanted to be in a position to do that," he said, adding it had not faced any issues in working with the vendor in the past.

At the same time last week, Hewlett-Packard, which has maintained silence when asked to comment on Dell's reseller recruitment strategy, once again pointed towards its activity in the channel.

Dave Poskett, director of the solutions partner organisation, said it would invest an incremental £45m in the channel this year, taking the total to £120m: "We
have been partnering for more than 25 years."

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