Recently Dell organized a survey of solution providers that revealed that approximately 60 percent of them fear Dell will compete for resellers’ customers.  This perception of solution providers reveals a real hurdle that company has to surmount as it enters a new phase and tries to grow indirect sales.

Results of the survey were posted on Dell’s corporate blog, Direct2Dell by Chris Bates, who directs the company’s Solution Provider Direct segment.  The survey was designed to help build its channel program.  Bates stated that he hopes to curb solution providers’ concerns with its Deal Registration.  

Dell hired the Institute for Partner Education and Development (IPED) to help create the details of its endeavors and build its credibility among solution providers and customers.

In May, Dell Chairman and CEO Michael Dell reported to CRN that Dell would be expanding its indirect sales in North America.  Since then, solution providers have had mixed feelings about the results this move would produce.  The situation has become more complex since Dell stated its intention to buy Silverback, a major supplier of remote management products to solution providers.

While solution providers acknowledge this move by Dell is probably a good one, they are slightly skeptical that the company will actually be able to fully stray from its direct sales methods.  Still other solution providers are aware that agreeing to work with Dell and resell its products is part of doing good business in the computer industry because of the company’s popularity among users.

For more information about this story for solution providers, visit the attached link.

Added By:  Computer Consulting 101 Professional Kit