Posted by: badarrow
Barbara Darrow, Data storage management, Direct reseller channel conflict
Talk about strange bedfellows.
Dell’s decision to buy EqualLogic, a company led by CEO Don Bulens, made some heads spin.
Bulens, before his stints at Radnet and Trellix, was the chief partner advocate for Lotus Notes. He was, in short, very much in tune with the needs of Notes partners (I was going to use the word ‘ecosystem’ but just couldn’t spit it out.)
He was a popular leader who helped engineer the shift of Notes from a direct-only sale to a partner sale. After he left there was considerable backsliding, but no matter.
The idea that Bulens, the ultimate partner guy, should ally himself with Dell which is seen as anything but, is mind boggling.
Also, Dell now has to balance its existing storage alliance with EMC with this new entry.
Yeah, yeah, yeah. Dell et al. is trying to become more channel savvy and perhaps even partner friendly. Suffice it to say, I’ve heard that before.
Having Bulens and Equallogic aboard may help in that regard. Maybe.
Barbara Darrow, a Boston area freelancer, can be reached at email@example.com.