Dell targets partners for managed services

Take your partner: Dell has picked out more than 200 partners across Europe

Dell has already identified more than 200 Business Partners across Europe that it would like to see selling its new managed services offering.

Last week the vendor unveiled its expanded services portfolio targeted at enterprises, SMEs and the public sector (Channelweb, 2 July).

The services are split into three areas; ProManaged ­ a cloud-optimised platform; ProConsult ­ which allows IT departments to tailor support packages for individual users and assets; and ProManaged ­ aimed at IT infrastructure management.

Dell’s PartnerDirect channel programme will incorporate the portfolio into its managed services certified practice area.

Eric Velfre, director of channel solutions, EMEA at Dell, said the services were divided that way as a result of channel feedback.

“Feedback from our partners said they preferred something more à la carte, rather than a bundle, so this way they can pick and choose,” he said. “We are trying to make our services more friendly from a channel perspective.”

He added that partners can sell services in three ways ­ a resell model, which sees Dell fulfil the contract; the Sell Agent model, where resellers will be trained to act as an agent for Dell; and a white label-style service, which allows partners to sell the services under their own brand.

Velfre added that the sweet spot in the market for these services would be for firms with between 500 and 1,000 seats.

“The services would not really suit SMEs or very large corporate customers,” he said.

Simon Aron, joint managing director of VAR Eurodata, said the services would be good for smaller firms that do not have the resources to offer their own managed services.

“Smaller resellers cannot afford to have people on a helpdesk or manning the phones, but this will help them offer managed services to their customers. Dell is definitely making the right noises in the channel now.”