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Dell courts Govt via the channel

Dell courts Govt via the channel

Dell Computer, the world's biggest selling direct PC company, is again courting the Australian channel, this time in the form of an alliance with system integrator ASI Solutions.

The agreement with ASI comes at a time when most vendors and system integrators are eyeing some lucrative system and service contracts in the Federal Government sector.

ASI is well established as a supplier and system integrator for the Federal Government and the arrangement is expected to see joint ASI and Dell badging of Dell's PowerEdge servers, OptiPlex desktop PCs and Latitude notebooks. It is understood the additional Australian value-add in the form of integration services provided by ASI is considered to be a strategic advantage in securing government business for the big vendor.

ASI Solutions director Maree Lowe said that the agreement with Dell was "part of the company's strategy to work with multinational companies in the IT outsourcing space".

According to Dell Australia marketing manager Robert Small, the vendor has many corporate and government customers that use a third-party integrator or service provider, but the alliance with ASI is the first such arrangement he was aware of in Australia.


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