Technology
giant Dell expanded its commitment to providing customers with a portfolio of
solutions to help meet the needs of the rapidly changing IT environment,
including data management, desktop virtualization, endpoint security and other
initiatives that require a combination of end-user devices and complementary
services, software and solutions, as well as introducing a revamped version of
its PartnerDirect program, aimed at resellers.
With
trends like virtualization, data access, mobility, security and cloud computing
continuing to grow, Dell said it remains committed from the end-user device to
the data center and surrounding services and recognizes that stability and
long-term commitment are important to channel partners. “We recognize that
stability and long-term commitment are important to channel partners. We have
listened to their feedback to develop a robust PartnerDirect program, offering
free training, certifications and strategic programs to enable our partners to
develop successful IT service practices and resale opportunities across the
solutions spectrum,” said Greg Davis, vice president of Dell’s global
commercial channel.
Dell
offers a number of tools and resources, from business development to sales and
marketing support, designed to help value-added resellers (VARs) raise profits.
The company’s PartnerDirect 2.0 program provides support from the Dell sales force
and a single point of contact for partners, and features a revised structure
with increased rewards for certification and training, including rebates for
Premier partners, expanded deal registration terms, financial incentives, and
marketing and technical assistance.
“Channel
partners and their customers alike are looking for IT providers with end-to-end
strength, from the data center to the edge of the network. Our research tells
us that SMB resellers in particular are focused on providing value-add services
as their primary source of revenue,” said Jeff Hine, a consulting analyst with
IT analytics firm Enterprise Strategy Group’s channel program. “This means they
need to partner with vendors who offer a broad portfolio of technologies to
help them round out total solutions. With its focus on open standards, and its
ongoing transformation as an IT solutions and services provider, Dell is a one-stop
shop for enterprise and midmarket customers as well as a great partner for
channel players.”
To
increase productivity and control, Dell is providing desktop virtualization
platforms that include preconfigured solution stacks, hosted desktop-as-a-service
and a simplified virtual desktop appliance. To protect data, the company’s Data
Protection platform offers encryption for client devices and Dell SecureWorks
provides information security services to help organizations protect their IT
assets, comply with regulations and reduce security costs.
“With
one million PCs being sold every day, and with the continued growth in emerging
markets like China, Brazil and India, it’s clear that client hardware remains a
key component of today’s computing landscape,” said Rick Echevarria, vice
president and general manager of business client platforms at Intel. “Client
computing based on Intel Core vPro processors transforms the way users securely
connect and share information with intelligent capabilities prepared for the
evolution of technologies such as virtualization or client-aware computing.”
With
an aim toward sustaining business growth and stability, Dell is also offering
customers migration services that support multivendor environments, including
image management, asset recovery and managed deployment. As a solutions
provider with more than 40,000 services professionals and 75,000 commercial
channel partners, Dell offers a variety of engagement models for delivering
client solutions.
Midmarket News & Reviews 
