Dell is to make greater use of channel suppliers in a
bid to attract IT directors who prefer to deal with value added
resellers.
The move addresses concerns voiced by some members of
The Corporate IT
Forum over the quality of Dell's service, delivery and
support.
Ollie Ross, director of research at the user group, said,
"Dell's decision to make more use of resellers could be good news
for large corporates. It may signal that the company has realised
that it needs the support and expertise of specialist third parties
if it is to grow its share of the corporate hardware market."
IDC senior research analyst Michael Larner said the shift in
strategy was due to Dell preparing for a four-year PC renewal
cycle, which is due to begin later this year.
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