Can Dell Do it Without the Channel?By Chris Talbot | Print
Modernizing Authentication — What It Takes to Transform Secure Access
Dell will acquire IT risk consultancy and security-as-a-service provider SecureWorks. But does Dell plan to add this to the company's direct managed offering sales portfolio or will partners be part of the play?
Vendors like Dell simply don’t have the sales manpower to properly serve the SMB market. That’s where local and regional channel partners really shine.
"With regards to the channel, the only way for managed security service providers or security services vendors to reach the SMB and mid-market is to enlist the support of their regional VARs and regional channel partners," Liebert said.