Posted by: Bcournoyer
Dell, Direct reseller channel conflict
Dell launched a new line of laptops today, once again favoring its direct sales strategy over its channel program.
I received the press release in my inbox this afternoon. Not only is there no mention of the channel, there are links to two pages that create obvious channel conflict: one where customers can customize and purchase laptops and desktops directly from Dell, and another where customers can learn about support, consulting and managed services — again, provided directly by Dell.
On the blog, Dell channel community manager Amie Paxton says Dell is “committed to talking with the channel about our products and services and how you can maximize your opportunities.” There’s also a video featuring Jeff Johnson, a Dell channel marketing executive, talking about channel opportunities with the new line of laptops.
It’s great that Paxton and Johnson are speaking directly to partners, but if Dell really wants to show its commitment to the channel, the channel angle has to be part of Dell’s official announcements. The press release is a lot more visible than the blog is, and a lot of people who read the release now have the impression that there’s no partner play with these laptops. I would have the same impression if I hadn’t thought to check the Dell Channel Blog before I wrote this post.
This product launch is not the first time Dell has ignored the channel in a major press release. Dell has acknowledged that it will take some time to completely shift the corporate mindset to a more partner-friendly approach, and this latest product launch shows that there’s still a ways to go.