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Dell channels new products

Vendor says a one-tier channel with no distributors has worked very well

Dell has launched four new virtualisation-ready servers and a range of solutions aimed at SMB customers through its reseller-exclusive PartnerDirect channel.

The 11th generation Dell PowerEdge server series comprises the T110 and T310 tower servers and the R210 and R510 rack servers. They have Intel Xeon 3400 series processors and Microsoft Windows Server 2008 R2 operating systems with Hyper-V virtualisation capabilities.

Dell is also launching the PowerVault NX300 network access storage (NAS) device. This is designed to hold up to 4TB of data. It comes with data deduplication to reduce excessive recopying of information.

“What this is about is expanding the offering our partners have and, hopefully, taking the core tenants and allowing our resellers to wrap their services and solutions around this to really create what we think is a best fit for the SMB market space,” Dell channel manager A/NZ, Rob Makin, said.

Although Dell enterprise marketing manager, Justin Boyd, said SMB users were not taking up virtualisation as heavily as enterprise customers, he predicted accelerating adoption.

“Some of the mid- to large-sized SMB customers have got the same challenges as our corporate customers. They’ve got applications spread all over their environment and the benefits of virtualisation to consolidate that is true of corporate accounts and SMB accounts,” he said.

“I think there’s still potential for SMB customers to embrace virtualisation technology and great opportunity for our channel partners to assist those customers on their journey.”

Makin said the vendor’s decision not to use distributors and to go directly to resellers had been a good one.

“We’re extremely happy with the way the program is coming along,” he said. “We’re able to select the partners that we want to come on board, invest a lot of time in them and focus on really enabling them.

“PartnerDirect is a real success for Dell globally and we think we’ve got the right program and the right approach here in Australia.”

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More about: Dell, etwork, Intel, Microsoft, PowerVault, T3

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