Hammer time for Dell servers

Distributor to begin configuring Dell servers in the UK as Magirus confirms interest in EqualLogic franchise

Dell is believed to be embarking on a pilot scheme with distributor Hammer which is aimed at improving configurability for UK server customers.

The hardware goliath signed Hammer as its first UK distributor for EqualLogic in 2009, and the duo has since extended the partnership to cover its entire server range.

ChannelWeb understands the pilot with Hammer will see the distributor configure the storage and memory of servers at its Basingstoke headquarters to suit the requirements of UK customers. This work would previously have been carried out in Poland.

In a statement sent to ChannelWeb, Kathy Schneider, channel marketing and programmes director at Dell EMEA (pictured), confirmed the vendor was "exploring how we can work with VADs to deliver greater flexibility and configurability to customers".

"We have not yet formalised any programme and this is very much in the early exploratory stages," she added.

It emerged yesterday that Dell is ending its one-year relationship with its second UK EqualLogic distributor, CMS Peripherals.

The vendor also recently signed a pan-European EqualLogic contract with Magirus. Although the partnership has so far only been activated in Switzerland and France, Magirus UK managing director Denise Bryant confirmed the duo remain in talks to extend it to the UK.

Dell had instructed CMS to recruit net new resellers, denying it access to partners that bought from itself or Hammer, but Bryant said Magirus was used to working on this basis.

"It is not something that scares me as we have done it with EMC and CommVault," she said. "We don't go for displacement business and always create net new business with net new resellers."

However, Bryant added: "I feel sorry for CMS. It is always difficult when you can't recruit the partners and grow the business as quickly as you had wanted."