Is Dell For Real?

摘要

Could it be that the channel has judged Dell unfairly? Dell CEO Kevin Rollins seems to think so, at least as far as the public sector is concerned. When prodded on the topic at the recent annual FOSE show in Washington, D.C., Rollins pointed to 10 recent deals with partners in the federal government, and said in no other market does Dell play nicer with VARs. But that's exactly what leaves some suspicious—and others scoffing. Dell, whose entire sales campaign revolves around a direct model, may very well rely on the channel for more of its public-sector business than it seems.