New Dell EMEA channel boss says no to more new partners

Andreas Schuetze to concentrate on existing VARs and those brought in from acquisitions

Dell's new channel boss has vowed to concentrate on the company's existing and newly acquired channel partners before looking to recruit any more.

Andreas Schuetze was appointed to the role of director of Dell's EMEA channel marketing and programmes last month, following a four-year stint as predecessor Kathy Schneider's "right-hand man".

Schuetze (pictured), who has been in the role for six weeks, said quality over quantity is important to him in terms of channel partners.

He added: "It is not the number [of partners] overall that we want to grow; we already have a lot as part of the programme which has existed for about four years now.

"What I want is the value that partners bring to us, and that is what is important. We want to drive profit and grow our mutual businesses."

Dell, which recently acquired software firm Quest and security company SonicWall, is "going in the right direction" by treading the mergers and acquisition path, according to Schuetze.

He said: "Adding more intellectual property to the Dell offering is important.

"Acquiring a company such as SonicWall has helped us in the channel team to drive the channel model forward. There are benefits for both sides; the Dell brand is a powerful instrument for newly acquired partners."