October 2008 - Dell Channel Blog

As I mentioned in my post earlier this week, we are beginning our data migration to our new site. That means we are temporarily disabling comments to all of the Dell English blogs (except for Your Blog, ReGeneration.org and DigitalNomads.com) until we can launch the new site on November 7.

Soon after the migration begins, we will create a board called Community Upgrade.  I will update this post with that link when the board is live.

Just a few minutes ago, I published a blog post on Direct2Dell explaining some changes that will be occurring later this week.

To centralize the comments on this topic, I have disabled comments on this post. Please go to my Direct2Dell post to share your questions or concerns.

All Dell Partners are invited to our upcoming webcast to learn about additional cost-effective storage solutions designed for Small to Medium businesses. Dell’s PowerVault Storage Portfolio webcast will highlight the benefits of Dell’s Direct Attached Storage, Disk-based back-up offerings and tape back-up offerings. 

Learn more

You might notice that today Dell has a dual launch:  A revamped line of OptiPlex and all-new Flexible Computing solutions.  The OptiPlex systems -- the #1 family of business desktops -- include new models that offer groundbreaking advancements in the control of systems, energy and security, to help businesses simplify IT and lower the total cost of ownership.

The flexible computing solutions include Virtual Remote Desktop (a server-based execution of desktop image with the presentation streamed to a client) and On-Demand Desktop Streaming (where the client boots from external networked storage).  We think that these solutions will revolutionize desktop computing by centralizing data and image control without compromising the end-user experience.  It’s a complete solution that provides a different and alternative means of computing built on standards-based, Dell-validated hardware, combined with software, services, and ongoing support.

While the opportunities for OptiPlex are well known, there is an enormous sales opportunity with Flexible Computing solutions.  This is actually a rapidly evolving set of technologies.  Some channel partners are already delivering solutions like this, but having an all-in-one, preconfigured and pre-tested solution from Dell can make the delivery even faster, and deliver revenue.  

If you are interested in learning more about flexible computing (www.dell.com/seriousbusiness) or the new OptiPlex line, check out the press release or information online.  Also check out these resources and let us know what you think of them.

Rebrandable OptiPlex customer presentation

OptiPlex training presentation

Brochures for OptiPlex 960, 760, 740, 360

Internally we’ve taken out the measuring stick to see how we’re doing building our channel partner network.  It’s not a matter of drawing a line in the sand and saying once we hit that mark, we’re done. Our channel partner program is ever-evolving and growing every day – changing with the needs of our partners. As far as stats go, over the last eight months we’ve seen tremendous growth in our Enterprise Architecture Certified Partner community. While we think that’s good progress, we’re more focused on the quality of partners, not just the quantity. As Jeff Johnson eluded to in his post, more vendors doesn’t mean more profit. Yes, we’re adding more partners to take in and drive demand, but we’re being very thoughtful in our approach. We’re looking for partners that want to work together and invest in growing the business. By completing the necessary training, exams, and other milestones to obtain Enterprise Architecture Certified Partner status, we find these are the solution providers who are truly eager to build the business together.

As I recently talked about with blogger Colin Steele on SearchITChannel.com, Certified Partner productivity is trending up. Average sales per partner has increased by over 50% from Q1 to Q2 in North America. This productivity directly correlates to the commitment of our Certified Partners; in fact, this community was 143% more productive than our Registered Partners selling Dell EqualLogic storage products in the second quarter.  We’re pleased to see the tremendous results that our partners are experiencing, as is the case for Brad Crawford, CEO of MicroPulse Technologies, “Our sales close time is 30 percent faster due to our participation with Dell.”

As we evolve our channel partner program the focus remains the same – provide partners with tools and resources that best help them position the Dell solution, and equip them to compete and win in the marketplace.