CRN FLASHBACK: When Dell's direct model rattled the channel

Trevor Treharne
clock • 6 min read

How the channel reacted to the growth of direct pioneer Dell in the 90s, in a launch which turned box-shifting resellers into margin-seeking VARs

"One of the things I benefited from when I started this business was that I didn't know anything," Michael Dell once said. "I was just instinct with no preconceived notions. This enabled me to lear...

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