Dell and Distribution: A Good Thing

Just two weeks ago, Dell surprised many with its announcement to sell products through distribution. Immediately, channel message boards were filled with discussions on how this would affect sales or what this would mean for key competitors.

While vendors and analysts alike shared their expert opinions on whether or not this was a good thing, I decided to talk to the businesses owners who now had a new option at distribution. "This is a good thing," said one partner. "While I cannot go on the record, I can tell you that any time we increase competition and add some change, we all win."

Very few partners were willing to go on the record, but many were willing to share their secrets for winning with Dell in distribution.

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