Dell Managed Services: Silent in the Channel?

Dell Managed Services: Silent in the Channel?

Check the latest financial facts and figures and you'll discover Dell gaining momentum in the IT channel. The company's latest quarterly results included a range of impressive partner-related milestones -- especially when it comes to channel server sales and deal registration. But poke around Dell and you won't hear much these days about Dell's Managed Services strategy, especially as it relates to channel partners and MSPs.

First, the facts: Dell's most recent quarterly results generated record profits. And more than 12,000 US partners registered deals with Dell in the most recent quarter. That's impressive.

No doubt some MSPs work closely with Dell. A prime example is Tushaus Computer Services, an MSP in Milwaukee that recently joined the PartnerDirect program.

But ask Dell about the company's managed services strategy in the IT channel and the answers are hard to find. Dell spent much of 2008 and some of 2009 talking about Dell Managed Services in the SMB market. Acquisitions like Silverback and Everdream -- made way back in 2007 -- seemed promising for Dell. And the old Silverback Technologies web site is still online, rebranded as Dell Remote Infrastructure Monitoring.

Even so, there isn't much news about Dell Managed Services in the IT channel. During a briefing this week, Paul Shaffer, worldwide channel marketing director at Dell, had little to say about how Dell is performing with MSPs.

Don't Forget About Boomi

Meanwhile, Shaffer did point to Boomi -- the recent Dell acquisition -- as a potential area of opportunity for VARs and MSPs looking to get into the cloud.

Shaffer may have a point. When Dell announced the Boomi acquisition in November 2010, channel partners were central to the announcement. According to an official statement from Dell at the time:

Boomi’s technology benefits customers and channel partners by:

  • Connecting information between existing on-premise and cloud-based applications to ensure business processes are optimized, data is accurate and workflow is reliable;
  • Eliminating costs associated with inaccurate data entry;
  • Increasing sales and business productivity;
  • Eliminating the cost and complexity associated with integration, and
  • Decreasing integration time from months to weeks.
With those bullet points in mind, MSPmentor will watch Dell closely to see if Boomi provides new opportunities for VARs and MSPs. In the meantime we're also wondering if the Dell Managed Services platform still attracts attention from MSPs.

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