Dell Channel Blog

An agent Direct program, like HP/Compaq has had in place since 2001.  The program was set up at Compaq and was very successful, easy to manage and was a great mid to small market play for systems integrators.  HP has put the program on the back burner, it still exists but HP doesn't promote the program becasue they are beholden to the large national distributors.

Dell could go a long way with this type of program becasue everyone would win in the process, the customer, the partner and Dell.

Seamus,

We realize that trust is a significant part of the relationship with our Partners, but we also realize trust is not built overnight. It will take time to build our PartnerDirect program and trusted relationships with our Partners based on our vision, listening and overall actions.

Thank you,

Amie

Dennis,

To my knowledge you're the second Partner to bring up the 'Ship To' in the past week. While I don't have an answer for you at this time, I will raise the question and report back.

While I realize channel conflict is heavily talked about, there is no concentrated effort by Dell to target accounts that you sell to. These proactive marketing programs are not designed to jeopardize the business you are doing.

Our channel team takes every instance of conflict that we hear about and seeks to find the root cause. From what I hear from Greg and his direct staff, instances of channel conflict have been minimal since our formal launch last December.

Thank you,

Amie

"Don't steal our customers."

I believe that the basis of any good reseller  'channel programme' will be trust. I trust you to create and provide good product and to support me, and you trust me to develop and deliver meaningful business solutions to my customers that incorporate your brand, product and technology.

You believe that Dell does really well at listening to customers and that may be so. I believe that  Dell does really well behaving like a direct partner and in reducing the value of the channel.

You may be asked to create, or determine a channel plan with this component or that component, however, ultimatey this will all be a charade until you can demonstrate and deliver trust. Prior to the aquisition of ADIC, the Quantum OIP programme was an excellent example of a 'trusted and meaningful channel programme'.

Good luck

Regards, Seamus Twohig

These are great comments.  It seems silly that "Welcome to Dell" literature would be added to materials sent to VARs or on behalf of VARs directly to their customers. 

I'll check in to this one.

Stop using the Ship To: address on orders placed by VARS to market directly to our clients.  Don't send Welcome to Dell marketing material with the Important Phone Numbers listed with only Dell Sales and Tech Support and VARS customer number on it.  Don't include the three discount coupons encouraging client to buy directly from Dell. 

decent margins- the dell white box program a few years ago was a joke.  service program