Citrix has refused to grant Dell a reseller licence for its server-based Metaframe software.
The vendor confirmed it had been talking to Dell, but had not wanted to compromise its indirect-only channel strategy by working with the direct vendor. Siemens ITS, the services wing of the German PC manufacturer holds a reseller status for Citrix.
James McNab, Emea business alliance manager at Citrix, revealed the vendor could have changed its decision if Dell had a consulting and services wing.
Gary Owen, manager of server product marketing at Dell Europe, said: "It's not easy because Citrix is paranoid about upsetting its channel.
It has been a big disappointment to us, because we think Microsoft Terminal Server would be a better product with Citrix attached to it.'
If Dell customers want Meta-frame, they will have to buy from a Citrix reseller. In the UK, Dell has appointed Leeds company Esteem as a Dell preferred solution provider.
The direct vendor sells the hardware to the customer and Esteem provides the software and support. Alastair Kitching, director of Windows NT division at Esteem, said: "Dell hardware is very affordable, which means that customers have more money to spend on software and services they need."
Last week, Dell launched its Scaleable Enterprise Computing (SEC) initiative, its drive into data centre computing. But Dell has realised that as it moves up market it will have to partner with the channel to provide consulting and integration.
Behind the scenes Dell has appointed exclusive preferred solution partners, including OS Integration (MS Exchange), Photonic (CAD), Esteem (Citrix), Druid (SAP, Siebel), NetMan (network management) and Partners in IT (HP OpenView).
The vendor is looking for further partners with consulting and implementation skills in Oracle and PeopleSoft applications and ecommerce.
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