Dell becomes primary channel for EMC

Dell becomes primary channel for EMC

Dell has gained exclusive sales rights to EMC's Clarion 5300 and 4500 as part of a five-year multi-billion dollar contract to co-brand the storage vendor's range of mid to high-end servers.

The global agreement, which includes shared access to the Clarion 4700, also precludes EMC from selling direct into government, hospitals and education, vertical sectors in which Dell has a strong presence.

While the two parties are still absorbing the news in the field, Steve Querner, vice president of sales for EMC Asia Pacific, insisted it should not impact EMC's existing channel.

"From our point of view, it's an additional channel to cover a market that Dell has a better presence in than we do. Our focus has always been the Global 500 companies, whereas Dell's focus is more SME," Querner said.

"Dell will become one of EMC's biggest channels, if not the biggest, worldwide," said Simon Penny, director of storage marketing for Dell Asia Pacific and China.

The deal will significantly boost the visibility of the Clarion, a range which is currently not a huge revenue drawcard for the storage vendor.

It also allows Dell to move beyond its current Powervolt offering, which is limited to low-end NAS (network attached storage) direct connect and tape, and up into the high-end NAS and SAN (storage attached network) environment.

According to Penny, the agreement utilises the best practices of the two companies, namely Dell's frugal efficiency and EMC's technical expertise and extensive service and support structure.

Dell is investigating the possibility of manufacturing the Clarion boxes at their own plants, but for the time being they will remain in EMC's care.

Photograph: Dell's Simon Penny

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