Channel Focus Made Dell's EqualLogic Deal Possible

By Jessica Davis  |  Print this article Print


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The U.S. chief at the formerly direct-only PC maker said the EqualLogic deal would never have flown six months ago.

Expanding into the channel has brought new vendor acquisition opportunities to Dell, as the vendor's recent buyout of channel-focused storage vendor EqualLogic has proved. EqualLogic became an acquisition target for Dell only recently, according to Paul Bell, president of Americas for the PC maker.

"It would have been much more difficult to do an EqualLogic acquisition six months ago," Bell told Channel Insider. His company's former direct-only sales model would have made it hard to buy any technology vendor with such a strong channel focus, he said,

By announcing earlier this year plans to introduce its own channel program, Dell increased the size of the pool for potential acquisitions to include channel-focused companies such as EqualLogic.

Dell announced last week its intentions to acquire the vendor for $1.4 billion.

Bell reaffirmed that the company plans to "preserve the EqualLogic channel program as much as possible" rather than absorb it into Dell's own fledgling channel program.

Dell plans to make public the details of its new channel program in the next six weeks.

Jessica Davis covers the channel for eWeek and Channel Insider. Her technology journalism career began well before anyone heard of the World Wide Web and has included stints at Infoworld, Electronic News/EDN, and the Philadelphia Business Journal. Her work has also appeared on CNN and Forbes.com. She has covered hardware, software and networking, as well as the business side of technology. She has won several journalism awards, including a national ASBPE award for best staff-written column, and was named Marketing Computers hardest working tech journalist on their inaugural list of top tech journalists. Jessica can be reached at jessica.davis@ziffdavisenterprise.com

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