2022 Azbee Awards of Excellence

Category

All Content > Enterprise News Story > New England

Awarded to

Mark Haranas, Senior Editor; Steven Burke, Executive Editor, News; Jennifer Follett, Executive Editor

Entry details

Dell Direct Sales In Conflict With Channel Partners

Issue or publication date: September 20, 2021
Publication name: CRN
Publishing/parent company: The Channel Company
Website home page: www.crn.com

About the publication's mission and readership:

https://crnmediakit.thechannelco.com/

Description of the enterprising work that went into this entry and its significance or impact on readers:

Dell Technologies is one of the biggest IT companies in the world, with over $50 billion in annual revenue flowing through its channel of solution providers, systems integrators and value-added resellers. Many solution providers (and readers of CRN) consider Dell to be channel-friendly company to partner with since it turned away from its roots as a direct-sales-only company and began courting channel partners 14 years ago. However, that sentiment has changed for some of Dell’s largest and most significant channel partners. CRN Senior Editor Mark Haranas and Executive Editor, News, Steven Burke learned that Dell Technologies’ direct sales force was gunning for a larger share of PC sales in North America, driving conflict with the company’s channel partners. They talked to over a dozen sources about this seemingly sudden shift in strategy by Dell. Top solution provider executives who spoke to CRN—all of whom were Platinum or higher partner levels and spoke on condition that they not be identified for fear of reprisal from Dell—said they now see Dell as a competitor on PC sales and are exploring their options for taking client systems deals to other OEMs such as HP and Lenovo. Sources also told CRN that channel partners are seeing an exodus of longtime partner account managers in North America, causing major concerns for many solution providers. This story documents the upheaval Dell's top partners are seeing in the field and the impact it is having on their businesses.

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Entry URL(s), if applicable:
https://www.crn.com/news/mobility/dell-direct-sales-in-conflict-with-channel-partners

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