Dell Encourages Storage VARs to Sell More Servers

By ServerWatch Staff (Send Email)
Posted October 24, 2011

Dell (NSDQ:Dell) wants solution providers to get more involved in selling servers, and, in turn, more complete solutions to help grow its enterprise business, according to this CRN report. The natural leverage point for VARs to expand beyond selling one product category is server virtualization and in the last few years Dell has acquired several companies to bolster its virtualization solutions.


"'If you look at server virtualization, a customer wants consulting services, they want deployed virtualization. But if you deploy virtualization, it has a big impact on the rest of the solution. Storage may not work as well. Applications may not work as well. Licensing strategies may need to change. Networking may need to change,' Asthana said. 'Here's a great opportunity for our channel partners to go into a customer and say, 'Let me show you benefits of virtualization, not just servers and storage.'"

"In the last few years, Dell has acquired several companies to bolster its virtualization solutions, including EqualLogic, Compellent and Force 10 Networks. With each of those came a ready-made base of channel partners. Now that those companies have been integrated into Dell, the time to start cross-selling and up-selling servers is now, Asthana said."

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