"We've been partnering with Dell for a few years now but with a really big focus on the past twelve or so months," Sam Vakili, director of sales at MCR told CRN. "We've found working with Dell really good – the channel focus has assisted us where we need it. We're really looking forward to building that business with the guys at Dell."
Neil Dwight, operations director at BTG New Zealand added, "I'd certainly agree that there's been a lot of distance covered in the last couple of years. We were engaging with Dell prior to the formal launch of the channel. When they told us 'we're going to have this channel thing next year,' we didn't expect it for a couple of years because big vendors don't traditionally move that quickly. [It] was much faster than we expected."
"New revenue streams to a relatively narrow set of partner relationships means that hopefully when you're going in and offering a solution you're not one of the five who are offering the same thing. We think that's a key part of what sets us apart from some of our peers."
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Issue: 347 | March 2016