Distributors are waiting with bated breath for confirmation that they feature in EqualLogic’s plans, following parent Dell stating recently that its own logistics capability meant it could deal directly with resellers.
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Last week, Josh Claman, Dell head of channels EMEA, said it would use distribution in certain circumstances, but would generally target partners directly (MicroScope, 10 December).
This leaves a question mark over UK contracts that EqualLogic has with Hammer and Avnet Technology Solutions.
"We are holding our breath to see what Dell’s channel plans [for EqualLogic] will be. Nothing has been officially confirmed yet," said Hammer solution sales director Jason Beeson. But he said he believed the technology sold well after demonstration and resellers required technical and sales support provided by distribution. "We add significant value to EqualLogic’s business."
There was a huge opportunity to grow EqualLogic’s business, providing Dell used the strengths of the channel, said Sukh Rayat, EMEA vice president of sales at Avnet Technology Solutions.
"Dell has a jewel in its hands, but needs to understand how it can use the entire channel to scale that business," he said.
Dell said the acquisition of EqualLogic was not complete so it was unable to discuss the distribution channel, but hinted it was not interested in box shifters but may use market makers in certain sectors.