Michael Dell: Our Partner
Business Grew 95 Percent Last Quarter
by Rob Wright
on May 8, 2014, 4:16 pm EDT
Michael Dell said the decision to become a private company is already
paying off for both Dell and its partners.
Speaking at the inaugural Ingram Micro One event in New Orleans
Thursday, Dell's CEO said the first quarter of 2014 was a hugely
successful one for the company. Specifically, Michael Dell said the
company experienced higher growth in the quarter than any of the
previous five quarters. In addition, Dell's channel business saw a
nearly 100 percent increase during the period.
"Since we're not a public company I can say stuff like this -- our
business together grew 95 percent last quarter," Michael Dell told the
audience. "Thank you, partners. We appreciate that."
Michael Dell said the company currently has 146,000 partners, but even
with that number, he said there's still a tremendous amount of growth
potential for Dell's Partner Direct program, which only accounts for
about one-third of Dell's total business.
"Our channel program has evolved in a tremendous way. The momentum and
growth is unparalleled," he said. "But it's only a third of our
commercial business. And we think it can go to half, two-thirds,
three-quarters. There's tons of upside."
One of the keys to that growth, Dell said, was taking the "best parts"
of the channel programs of the companies that Dell has acquired in
recent years, such as SonicWall and Quest Software. He also said those
acquisitions have enabled Dell to bring more converged infrastructure
solutions to market.
"You're now starting to see us integrate those [parts] together into
new kinds of solutions," Dell said. As for the company's channel
business growth this quarter, Dell said neither he nor his company is
resting on their laurels. "We have a saying for 95 percent growth at
Dell," he said. "It's called 'pleased but never satisfied.'"
Michael Goldstein, president and CEO of LAN Infotech, a Dell partner
based in Ft. Lauderdale, Fla., said Michael Dell's presence at the
IMOne conference showed the company is serious about increasing its
indirect sales business. He also said he's seen his Dell business
continue to grow since Dell became a private company.
"To see him speaking here shows a real commitment to the channel,"
Goldstein said. "The 95 percent channel growth number was really
impressive. Dell's been working very hard in the channel, both the
Dell Direct team, my channel representatives, and the Ingram Micro
folks, and that's been paying off for us."
PUBLISHED MAY 8, 2014