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Dell to boost support with reseller strategy

Cliff Saran and Paul Kunert

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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