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Dell is deadly serious about the channel
This article is part of the MicroScope issue of April 2018
Michael Dell has become a very vocal channel champion in recent years. You might hear people might talk about a Damascene conversion but it’s not often that you have a very public example of it, as the IT industry does with Dell. For many years, he was the channel’s harshest critic, frequently castigating it as an inefficient and expensive route to market and questioning its value to vendors and customers alike. Those well honed anti-channel credentials stood him and his company in good stead for many years while he portrayed Dell as an energetic young upstart taking on staid, slow moving rivals with a vested interest in maintaining an inefficient and expensive way of doing business. It worked because, to a certain extent, Dell was right, not necessarily about the sales channel but about the way it was being used. There was also the fact that, for some customers, having an engagement directly with the maker of IT products gave them a sense of importance and reassurance. Over time, however, it became clear that there were ...
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Features in this issue
Those considering leaving the industry and selling up need to think about the value of their firm and make sure they get the exit strategy right
Forecasts coming out of the Global Technology Distribution Council indicate that there is growth out there for disties if they focus in the right technology areas
Things have changed at the once mighty direct giant and Billy MacInnes comments on a firm now heavily targeted on the channel