Analysts: Dells Multiple Channel Program Approach Too Complex
Analysts say Dell's multiprogram channel will be difficult for partners to navigate. (The Channel Insider)Dells aggressive moves in recent months to acquire technology companies to fill its own functional holes have created a tangled mess for the companys fledgling channel hopes. Through its acquisitions, and pending acquisitions of Silverback, EqualLogic, ASAP Software and now Everdream, Dell has also acquired a handful of separate channel partner and MSP (managed services provider) programs. In addition, the company has plans to announce by the end of the year details of its own partner program that it has been developing behind closed doors for the last nine months.
Dell has promised to keep the individual channel programs of the acquired companies intact, a cautious strategy designed to win the trust of the channel partners in those programs. However, some analysts and channel consultants say that approach is a big mistake.