Why Sell Services Direct ?By Jessica Davis | Posted 2008-05-06 Email Print
The company recently shared its managed services direct pricing with its MSP partners in a move designed to ease their worries over commoditization and lower margins.
"Feedback from the webinar was very positive," Menegay says. "They liked our openness and honesty, and felt it was genuine. Most partners are delivering more services at less price than what our services are."
And by offering this service direct, and promoting it, Menegay says Dell has "increased the value of how this service is viewed at the end user.
"Partners are usually doing the same kind of services for less money," Menegay says. "We've actually increased value of services for them. We are bringing awareness to clients about this service."
Why sell direct at all? Menegay says that Dell is giving the customer the ultimate choice. So for customers who already deal directly with Dell and would like to continue to do so for their managed services, Dell will sell direct to them. And for customers of VARs and MSPs who prefer to deal with their trust advisors, Dell will deal through its channel partners.
Dell has honored that so far with DoITSmarter. One of DoITSmarter's MSPs told the company that it wanted to switch from them to do business with Dell, Smith says. Dell told them they couldn't do that, but grandfathered them in to get the benefits of being a Dell partner at the same time DoItSmarter retained the business.
Dell also recently passed along an MSP lead to DoITSmarter, Smith says.
Menegay says that Dell will be extending its managed services pilot program to its partner ranks this month.