Resellers are optimistic that Dell may start forging formal ties with the channel after the PC giant admitted its direct sales model would no longer be “a religion”.
Following a prolonged period of market share decline, a leaked memo from chief executive Michael Dell to staff stated that Dell was looking to “go beyond” the business model that had catapulted the firm to success.
Shaun Parsons, managing director of IBM VAR Computer World Wales, said: “For some years we’ve been approaching Dell, but each time it’s not returned our calls. That might now change.”
Jonathan Wall, marketing director at e-tailer dabs.com, a division of BT, said: “I would welcome it if Dell wanted to open its doors up to the channel. I could certainly see us getting involved at the high end with its blade servers.”
Paul Blundell, managing director at VAR iQual, said: “I would be keen for Dell to pursue an official reseller model, even if that means going through an accreditation process.”
Dell refused to comment.
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