In a recent ChannelPro article, Greg Davis, Dell’s vice president and general manager, global commercial channels, discussed the advancements made with Dell’s Partner Direct Channel Program since it began in December 2007. In the 3+ years since then, Dell OEM Solutions has quickly grown to a business larger than $1B, with over 250 employees and over 2,000 OEM customers worldwide in more than 40 industry verticals.
As Dell OEM Solutions continues to grow and expand our business, the Dell OEM Partner Program was kicked off as a pilot in the Fall of 2010. The goal of the OEM Partner Program is to enable OEM customer innovation by providing the most comprehensive value chain in the OEM computing industry. By partnering with best of breed companies that have demonstrated expertise in providing value added services to the OEM market, Dell now provides OEMs with an even greater array of capabilities and services to grow their business. These partnerships also enable Dell OEM Solutions to reach a large segment of customers who rely on the channel for their product design and integration needs, giving them the power to do more. There are currently 8 partners in the program: Arrow OCS, Avnet Embedded, NEI, KIOSK Information Systems, CCIntegration, TriFusion, Whalley Computer Associates and Augmentix. Each of these partners brings something unique to the table for OEMs, including specialties within certain verticals, custom hardware / chassis design, increased financing capabilities and the ability to inventory OEM finished goods and distribute their products efficiently world-wide.
Even though Dell was not the first tier one manufacturer to offer formal OEM programs to the channel, we have informally engaged with partners to deliver OEM solutions to our customers for nearly 13 years. As a result, our team has significant experience working in the channel to meet the needs of our customers. Our knowledge about the needs of OEMs, paired with the ease of doing business at Dell will quickly position Dell as a channel leader. Our partners are busy and so are their OEM customers; our job is to help simplify their business. That means building a partner program free of complex program requirements, extensive product restrictions and time consuming paperwork that bog down some of our competitors. We make it easy for OEMs to do what they do best – innovate.