Is Dell Playing VAR?By John Hazard | Print
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Dell Execs said to expect more end-to-end solutions like Secure Exchange, a Symantec package, as the PC maker moves up the value chain.
Dell introduced Secure Exchange, Sept. 20, an e-mail security and management solution built on its own hardware with Symantec and Microsoft Exchange software, bundled with some overlaid software and Dell services.
Sound like a VAR offering?
Symantec thinks so.
Dell, already among Symantec's largest resellers (Symantec declined to provide actual figures or rank), "created this offering and they put a lot of value add into it," said Art Gilliland, senior director of Symantec's Messaging Management Group.
"Dell worked with us to test and deploy and offer a solution set they believe is relevant, like any solution provider would and we support them like we would any other partner."
Secure Exchange is comprised of several Symantec products built on Dell's PowerEdge servers, PowerVault storage and Dell/EMC storage. They include Mail Security 8200 Series, Mail Security for Microsoft Exchange, Enterprise Vault, and Backup Exec.
Dell will provide services that are tailored for each offering. Dell added software tools for sizing and managing the solution.
Secure Exchange is Dell's third bundle, following an Oracle database bundle and High Performance Computing Cluster stack, and will not be the last as Dell expands it solutions and services to move up the IT value chain, said Judy Chavis, Dell's Director of Business Development and Global Alliances.
"Customers are reaching out to us to help them in these areas," Chavis said. "We've done enough analysis to know there are pain points out there we can address."
Dells is exploring solutions in storage, Oracle database, SQL Server, systems management and virtualizationanywhere Dell has a market advantage from its server penetration, Chavis said.
Dell has made strides to expand its services offerings, which are currently at the low end of the spectrum.
Michael Dell, in an address earlier this month to analysts, cited improving the company's services capability as a key to success and growth.
Dell will "expand the domain knowledge and expertise in specific industries where customers require it," Dell said.
Dell is expanding expertise in horizontal areas such as VMware, Exchange, Linux and Unix, but is also exploring a vertical approach, "digging deeply into industries to provide much more capability," he said.