Greg Ambulos, who runs North America’s channel business for Dell EMC, was in Toronto today, and provided an update on the new channel program’s progress. He also detailed changes to the overall sales structure designed to deal with long-standing complaints of legacy Dell partners.
The offering with Citrix provides the same capabilities of the latest version of a VMRail VMware solution announced at last year’s Dell EMC World, and gives Dell partners an offering for their Citrix focused customers.
relayr offers both an edge connectivity platform and vertically-focused services packages that Avnet thinks will be of interest to both deeply-focused IoT players as well as resellers who have been working in adjacent practice areas.
Dell EMC has made a restructuring in Canada into Enterprise and Commercial Sections, which are very close to pre-combination EMC and Dell respectively. They are crediting this as a key reason for strong performance over the last nine weeks.
Fine also acknowledged some VMware partner concern over the company’s new relationship with Dell, which does much more of its business direct than VMware has historically, and indicated her commitment to standing behind the partner community.
Dell EMC World this year has seen the integration of support from legacy Dell products like PowerEdge servers for EMC solutions. This particular integration goes the other way, with support from legacy EMC storage management and data protection products being announced for the mid-range SC line.
Dell established its IoT partner program earlier this year, taking on ISV partners. Now it has expanded the program, adding systems integrators, which includes smaller and boutique ones as well as large.
The IAM business in what will once again become Quest is today about 90 per cent direct. In the last year, they have been working with the SonicWALL channel, but are now investing in a channel of their own, focused more on the mid-market and smaller enterprises.