Dell storage shift: Bell Integration gives our snap verdict

Dell storage shift: Bell Integration gives our snap verdict Last week, Dell announced its move to a partner-led model for 99% of its storage customers, amid reports of ongoing cuts to its direct sales force. Bell Integration’s Sales Director John Davenport spoke to Doug Woodburn. DW: How did the move go down at Bell? JD: I view this as a positive step for the partner community. At a time where customers are really squeezing suppliers on cost, this approach reinforces the channel partnership. DW: Are you seeing other vendors move more work to the channel as they downsize direct staff? JD: Not all vendors are doing this. In fact I am seeing others do the opposite and take business direct. It’s all cost sensitive so vendors look to take control to maximise their own margins. DW:How likely is it that Dell will extend this partner-led strategy beyond storage and across its infrastructure portfolio? JD: That’s a question for Dell. BUT if this proves to drive up their revenues and market share then I wouldn’t be surprised if it’s replicated across other product lines.