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Dell evangelises channel distribution

Hexus (opens in new tab) gives some information about Dell's 'cunning' new plan, PartnerDirect, to woo OEMs, major accounts and Value added resellers (VARs) at the expense of distributors.

The computer manufacturer (opens in new tab) wants to expand within the channel, which it sees as its biggest area of growth, and seeks to have long term relationships with partners which it is going to assess first.

Trying to have fingers in all pies is a risky, yet interesting strategy that Dell is set to embrace as it moves away from its direct sales model in its quest to close the gap between itself and HP.

Dell will sooner or later compete with the very companies that will become partners with it and Josh Claman, Dell EMEA channel Vice President, was convinced that it will not pit its newly found partners against its own internal sales team.

The Dell European Partner Portal (opens in new tab) will be the starting point for companies willing to participate in Dell's program which it says aims at "driving mutual success."

Désiré has been musing and writing about technology during a career spanning four decades. He dabbled in website building and web hosting when DHTML and frames were en vogue and started writing about the impact of technology on society just before the start of the Y2K hysteria at the turn of the last millennium. Following an eight-year stint at where he discovered the joys of global tech-fests, Désiré now heads up TechRadar Pro. Previously he was a freelance technology journalist at Incisive Media, Breakthrough Publishing and Vnunet, and Business Magazine. He also launched and hosted the first Tech Radio Show on Radio Plus.