by Paul Kunert
18 September 2008
Dell has said it does not plan to overhaul the way it works
with resellers in the volume markets across Western Europe calming expectations
that it was about to embark on an expansion in the number of distributors it
works with.
Recently Dell signed up Micro-P in the UK to promote its printer portfolio
but has largely overlooked distribution in its channel push and aside from
certain niche or emerging markets it sells directly to resellers.
Talking exclusively to Microscope, Josh Claman, head of
Dell’s EMEA channels, said it made sense to work with a specialist distributor
in the printer market but a two tier supply chain was not on the agenda in the PC
or server arenas.
“I am pretty happy [with the current structure], Partner
Direct has been embraced by the channel and we see new partners signing up all
the time so I don’t see the need in the mainstream markets to do anything
radically different.
“We are not anti-distribution, we are not out to smash the
channel but we are conscious and unapologetic for ensuring that every tier of
the channel adds value for the customer,” he said.
