Will ISVs with new SaaS apps create a frittata recipe with on-premise SIs?
You have to admire Dell; they’ve been the poster child for the direct-sales only model since their beginnings. 2 years ago, Michael, the Board and a handful of execs embarked on radical approach to add the channel to their sales and delivery model. Everyone was skeptical to pull this off on a large scale: analysts, investors, employees and most importantly, IT solutions partners. Well, fast forward 2 years and Dell has made some progress. Dell reported today that has lowered its registration fee from $50k to $15k for partners; this is a remarkable step. http://tinyurl.com/ycwsc5m It doesn’t seem like a big deal, but it is. It means that Dell has committed to use (new) tracking systems that on the direct side didn’t exist before; not just systems, but new policies to incentivize and monitor sales rep behavior, really, the whole go-to-market model. In August, Channelweb reported at its annual conference in Washington DC, Xchange 09, that Dell was making positive and significant progress
