2nd-day Look: Dell Boomi Buy has Channel, Cloud Implications2nd-day Look: Dell Boomi Buy has Channel, Cloud Implications
Dell’s recently disclosed plan to acquire Boomi could push the PC giant deeper into the cloud and broaden its channel at the same time. How's that? Here are the details.
November 12, 2010
dell boomiDell’s recently disclosed plan to acquire Boomi could push the PC giant deeper into the cloud and broaden its channel at the same time. How’s that? Here are the details.
Boomi offers a SaaS-based application integration platform that aims to ease the flow of data between cloud-resident and on-premise apps. According to Boomi, the company’s AtomSphere technology masks the complexity of web services standbys such as SOAP and WSDL. The value of the deal wasn’t disclosed.
So what does Dell stand to gain? For one, the company will have something to offer cloud customers other than servers. Allan Krans, senior analyst at Technology Business Research Inc., said hardware had been the focal point of Dell’s cloud strategy, adding that Boomi will let Dell evolve into cloud management and integration.
Dell’s channel could also find a role with Boomi technology.
Krans said PartnerDirect allies would be able to offer their customers a tool that “really delivers value around the cloud, rather than just providing infrastructure,” he said. “So if integration and management of the cloud is a barrier, this gives the channel a pretty seamless way to address those concerns.”
Boomi will bring with it a channel of its own. Boomi’s channel effort features such ISV partners as Salesforce.com, a roster of platform-as-a-service providers including Amazon Web Services, and a number of systems integrators.
Of course, Dell will have to sort out its direct vs. indirect approach. In managed services, Dell has been selling directly to end-customers, while also letting partners take advantage of Dell’s hosted managed services platforms.
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