facebook rss twitter

HEXUS.TalkingShop: Dell talks channel

by Scott Bicheno on 20 March 2009, 13:54

Tags: Dell (NASDAQ:DELL)

Quick Link: HEXUS.net/qarjg

Add to My Vault: x

Indirect and to the point

The secret behind Dell's meteoric rise to become, at times, the biggest PC company in the world, has been a ruthless commitment to minimising costs and passing those savings on to its customers.

Probably the most recognised manifestation of this has been its bypassing of the channel and selling straight to its customers, be they consumers or businesses.

This all changed at the start of 2008 when Dell unveiled its Partner Direct programme, designed to formalise the channel business that was already underway.

This week we speak to one of the people behind the creation of Partner Direct in Europe - EMEA channel marketing director, Kathy Schneider - to find out what Dell has learnt from its first year in the channel.



HEXUS Forums :: 0 Comments

Login with Forum Account

Don't have an account? Register today!
Log in to be the first to comment!