Dell: EqualLogic Buy Validates Channel Commitment

By Sharon Linsenbach  |  Print this article Print


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Dell channel chief Greg Davis says the company will integrate the best of EqualLogic's channel strategies into Dell's forthcoming channel program.

Dell's acquisition of EqualLogic, announced Nov. 5, is a validation of its commitment to expanding relationships with the indirect channel, according to Dell's channel chief.

Greg Davis, head of North American Channels at Dell, said the move will allow the vendor to take advantage of the work EqualLogic has done with its channel partners and build up relationships with EqualLogic's 500 channel partners and 3,000 customers.

While Dell has no specific channel growth targets yet, Davis said he will focus on taking the best of what EqualLogic offers its partners and integrating those strategies with Dell's own channel plans.

"We really want to understand EqualLogic's programs and partners and then collectively take advantage of its experience to grow both of our businesses," Davis said.

Click here to read about reactions to Dell's new channel chief.

The $1.4 billion cash deal for EqualLogic, a provider of high-performance SAN (storage area network) solutions, will add iSCSI and virtualization capabilities to Dell's channel portfolio and allow Dell to push more aggressively into the enterprise storage space.

A Dell spokesperson added that Dell will continue to operate EqualLogic under the EqualLogic brand and will expand EqualLogic's current channel program based on the strength of current and future products.

In its announcement, Dell said it will also incorporate EqualLogic SAN technologies into future versions of the Dell PowerVault storage line.

Sharon Linsenbach Sharon Linsenbach is a staff writer for eWEEK and eWEEK Channel Insider. Prior to joining Ziff Davis, Sharon was Assistant Managing Editor for CRN, a weekly magazine for PC and technology resellers. Before joining CRN, Sharon was an Acquisitions Editor for The Coriolis Group and later, Editorial Director with Paraglyph Press, both in Scottsdale, AZ. She holds a BA in English from Drew University and lives in the Philadelphia suburbs with her significant other and two neurotic cats. When she's not reading or writing about technology, Sharon enjoys yoga, knitting, traveling and live music. Sharon can be reached at Sharon.Linsenbach@ziffdavisenterprise.com.

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