“The message couldn’t be clearer!” – we get the industry reaction to the likes of Dell investing in partners for the long haul.

Christine Horton, Contributing Editor

August 16, 2023

7 Slides

Dell Technologies recently announced it was adopting a partner-first strategy across its storage business. This has been viewed as a potential game changer for the company, and a signal of Dell’s commitment to the channel.

A growing number of vendors are embracing a partner-first strategy during the current economic turbulence. Instead of doubling down on a direct strategy and cutting support to the channel, more firms are investing in partners for the long term.

EY published a CEO study last year about the growing trend of ecosystem partnering. It showed high performing ecosystems drive more than double incremental revenue growth with one-and-a-half times cost reduction.

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WorkSpan’s Chip Rodgers

“Pretty stunning numbers and clearly Dell leadership is taking it to heart,” noted Chip Rodgers, chief partner officer at partner management platform WorkSpan.

It appears Dell – and other vendors – are embracing the old proverb: “If you want to go fast, go alone. If you want to go far, go together.”

In the slideshow above, analysts and channel experts weigh in on what the shift to a partner-first strategy means for the channel.

Want to contact the author directly about this story? Have ideas for a follow-up article? Email Christine Horton or connect with her on LinkedIn.

 

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About the Author(s)

Christine Horton

Contributing Editor, Channel Futures

Christine Horton writes about all kinds of technology from a business perspective. Specializing in the IT sales channel, she is a former editor and now regular contributor to leading channel and business publications. She has a particular focus on EMEA for Channel Futures.

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