Canalys Channels Forum: Michael Dell talks channel
Dell founder professes love for channel, can’t resist a swipe at HP


The newly-formed Dell-EMC organisation, Dell Technologies, creates tremendous opportunity for partners, according to Dell founder and CEO, Michael Dell.
Dell took to the stage at the Canalys Channels Forum in Barcelona to reiterate the vendor's commitment to its channel in EMEA, claiming that more than 50% of its sales worldwide go through partners.
When questioned if his preference was direct sales or channel, Dell paused, but he demonstrated he knew his audience, answering: "channel."
He said the vendor's channel strategy moving forward would be a combination of "the best of both" vendors. "We are going to protect the incumbency of the [EMC] partners, where they've been playing and been strong," he said, adding that Dell plans to improve incentives so "partners are very engaged with us."
When questioned on whether Dell would ever be a 100% channel sales organisation, Dell said: "We never put an upper limit on the channel."
The CEO also took to opportunity to have a dig at Dell rival HP, which last year separated its enterprise and devices businesses. He said HP decided to split after negotiations to acquire EMC failed in 2014, to laughter from the assembled audience.
Later, he commented: "If you go to a customer and say 'I have 20 different things, and I am going to divide my company up into a lot of small companies to serve you better', there's no customer in the world that wants that.
Stay up to date with the latest Channel industry news and analysis with our twice-weekly newsletter
"So we're doing the opposite; we're bringing together everything that's the best of the industry and offer customers fully integrated solutions."
HP Inc. CEO Dion Weisler, also in attendance at the event, took the opportunity to swipe back at Dell, saying: "We're not a partner-led company; we're a partner-first company. We don't do 50% through the channel; we do almost all of through the channel."
Elsewhere, Dell said the vendor would increasingly integrate its diverse post-acquisition portfolio of technologies into its solutions, and a series of new products set to be announced in the run up to Dell EMC World later this month.
He also reiterated that Dell's PC business remains important to the company, claiming the firm had taken market share for 14 successive quarters, particularly among commercial devices.
Christine has been a tech journalist for over 20 years, 10 of which she spent exclusively covering the IT Channel. From 2006-2009 she worked as the editor of Channel Business, before moving on to ChannelPro where she was editor and, latterly, senior editor.
Since 2016, she has been a freelance writer, editor, and copywriter and continues to cover the channel in addition to broader IT themes. Additionally, she provides media training explaining what the channel is and why it’s important to businesses.
-
The race is on for Higher Ed to adapt: Equity in hyflex learning
Hyflex courses can improve student wellbeing and engagement, but only with meeting technology that leaves no one behind
-
Gen Z workers are keen on AI in the workplace – but they’re still skeptical about the hype
News Younger workers could lead the shift to AI, but only think it can can manage some tasks
-
The top trends shaping the future of the channel
News As part of its 40th anniversary celebrations, Westcon-Comstor has outlined some of the key channel growth drivers it expects to see in Q2 2025 and beyond.
-
Alteryx announces new chief marketing officer amid global expansion
News The former UserTesting CMO will lead Alteryx’ marketing strategy as it looks to expand its global footprint
-
HPE just announced huge changes to its channel programs
News HPE has announced the launch of HPE Partner Ready Vantage, a new unified channel program designed to help partners unlock new growth opportunities.
-
UiPath names Simon Pettit as new AVP for UK and Ireland
News The seasoned leader will spearhead region-specific transformation projects as UiPath looks to drive operational growth and customer engagement
-
Nasuni bolsters executive team with triple leadership hire
News The vendor has named a new CPO, CIO, and CISO as it looks to expand its global footprint
-
Keepit appoints new vice president for the UK and Ireland
News Former Veeam executive Dan Middleton will lead Keepit’s UKI business into its next phase of growth
-
Broadcom just announced huge changes to its VMware partner program
News The new, slimline initiative will enable a “stronger, more capable” partner ecosystem, the company said
-
Check Point bolsters attack surface protection with Veriti acquisition
News Veriti’s preemptive threat management exposure capabilities will be integrated into Check Point’s Infinity Platform