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Integrators, retailers on fence over Dell PartnerDirect

Integrators, retailers on fence over Dell PartnerDirect

Local integrators and retailers are not ruling out working with Dell now that the formal PartnerDirect scheme has been released, but many say they have not signed up for the scheme.

Lexel Systems general manager, Noel Simpson, says it has been a Dell system integration partner for the past two years under a formal agreement with the vendor.

However, he says it hasn’t signed up to PartnerDirect and is undecided about whether the company will.

“We’re sitting and watching and having a think about how that changes the dynamics of the market.”

He says Lexel would join the PartnerDirect scheme if it is required to, in order to meet certification requirements to keep offering these integration services.

Softsource general manager Pablo Garcia-Curtis says it has been a Dell systems integrator and “[we] have in the past worked well with Dell to satisfy the needs of our mutual clients”.

However, he says his company hasn’t been officially approached by Dell about the PartnerDirect programme and he knows very little about it.

“Therefore, it is hard for me to say whether this new programme will offer any advantages to our customers.”

Gen-i’s head of procurement services Andrew Allan says it has no partnership with Dell and has no short-term plans to join PartnerDirect. He says this is because its existing vendor partners “provide the breadth of offerings needed to meet our clients’ needs”.

Datacom, meanwhile, provides field and logistics support (making on-site changes, holding spares and replacing gear) if requested by customers with Dell equipment, However, CEO Greg Davidson says he hasn’t heard from Dell this year. Like Garcis-Curtis, he doesn’t know much about the Partner Direct programme and says that Datacom has important relationships with HP and IBM.

Technology retailers were either undecided on whether they would offer Dell products, or would not reveal their plans.

In May Dick Smith Electronics signed as Dell’s third retail partner in Australia. Local general manager James Cunnold declined to say if the local business planned to follow suit, citing commercial sensitivity.

PB Technologies’ general manager Darren Smith says it has sold “quite a few thousand” Dell monitors in the past and has offered at least one of its PC models, and says offering these products “went fine”.

Smith says Dell consulted his company when it was investigating its local channel model late last year and early this year, however he hasn’t pursued a partnership since.

Dell channel strategy manager Rob Makin again declined to disclose how many integration partners Dell has locally, or name any companies signed to PartnerDirect, other than the already-mentioned Business Technology Group.


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