EMC has moved to calm partner concerns that the new Dell Technologies business will compete with the channel, insisting its go-to-market strategy will be reseller-friendly.
Speaking at a Global Partner Summit session at EMC World in Las Vegas, EMC's EMEA boss Adrian McDonald told resellers that Dell Technologies will be a product company, leaving the channel free to profit from additional services.
"Michael Dell announced the acquisition for EMC for $67bn," he said. "What was his first move after that? His first move - after having a bout of the shakes - was to sell his services organisation. Perot Systems was sold for $3.1bn. It's an indication of where Michael Dell sees this market going forward. So Dell EMC, and Dell Technologies, sees itself as product company going forward. That is great news for everyone in the room.
"You won't find Dell EMC or Dell [Technologies] competing with you in services.
"We are currently a $5bn business in EMC in EMEA. With Dell, we're over $20bn. Look at Michael Dell. Does he look happy? He looks happy! Common opinion is that he has at least $20bn in the bank.
"He doesn't need to do this financially. He is doing it for fun. He is doing it because he wants to win."
Ahead of EMC World, concerns were raised by one partner that the recent resale agreement signed between Dell and EMC might mean partners get sidelined.
EMC's EMEA channel boss Phillipe Fosse (pictured) said this is not the intention behind the agreement.
"Listen, the resale agreement that we have with Dell is to grab the immediate opportunity with Dell," he told CRN.
"Dell has access to customers that we don't have, but they don't have VMAX and they don't have VxRail. So, why wouldn't we give Dell, before the signature, the right to sell these products? That doesn't mean they will sell it direct - they will use their partners. So that's it - a tactical move we have made to leverage Dell partners.
"When the deal comes through, VxRail, like Unity, like VMAX, we will look at the go to market. Partners shouldn't be concerned about that because most of the time, Dell are selling to accounts EMC customers were not selling to, and it doesn't mean they won't go through their partners."
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