Channel Marker

Nov 6 2007   10:59PM GMT

Dell seeks partner progress in EqualLogic buy



Posted by: badarrow
Tags:
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 badarrow@comcast.net.  

2  Comments on this Post

 
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  • badarrow
    Dell made a strategic buy and Bulens was forced to sell out by the investors and the board. Given the current market volitility, it seems like a wise decision, does it not? Whether or not Dell is sincere with respect to courting the channel is not clear. However, if history teaches us anything, it is that Dell is not and has never been an innovator, nor a technology company and believes only in it's own channel for generating revenue. Having said that, for a small company like EqualLogic to wag the reseller tail on behalf of Dell seems highly unlikely and more importantly unfeasible since the EqualLogic Sales team is tiny. The agents on the ground are skilled, but, the leaderhip is greedy and in place to accomplish one thing and one thing only, cash out and move on to the next opportunity. Job well done. Mission accomplished.
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  • badarrow
    Over the years, Dell has made serveral attempts to win the Channel over. In every case, they end up back peddling and changing the rules to their advantage. Simply put, Dell can not be trusted by the channel!
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