Exclusive: Dell's Aussie partner spills the beans

As the vendor has historically been retail focused, a big change is required. Over the past two years, BlueCentral has seen a major shift from Dell in this area, including experiencing Dell executives working to become closer to our clients -- actions that are rare with some vendors in this space.

It’s this attitude that will see Dell successful in its channel engagement. However a shift in thinking required from the channel, that it’s now serious in selling into the channel.

In working with Dell over the past 10 years, we have seen repeatedly the company’s strong success in entering new markets with innovative products.

As such, I am sure Dell will be successful in the local channel market and enable its partners in this area to be highly successful.

While BlueCentral's experience with Dell has been positive, not all of its peers feel the same way.

Read CRN issue 255 - out to subscribers on the 13 October - to find out what other channel partners really think about the vendor.

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