Dell is relying on its EMEA channel to take it into enterprise data centres as the big biz becomes a bigger and bigger focus for Round Rock.

The 12G server launch, the integration of Force10 network products and new 10GbitE-capable EqualLogic arrays come from a company that is marching full tilt towards enterprise data centres and needs its channel to help it get there.

Kathy Schneider, Dell's exec director for European channel marketing and programs, says: "We're starting to develop a relationship with larger potential channel partners who had too much to lose before with the incumbents. Now they see they have to consider working with Dell."

Schneider also makes the following points:

• Dell has fully integrated Force10 networking and partners can get certified and sell the SKUs. Force10 has a limited European infrastructure before the Dell acquisition; its products being under-distributed; not any more.
• Dell is working on enabling more partners to sell SecureWorks security and compliance offerings by broadening its requirements.
• ProSupport for the Datacentre is being added to the service offerings partners can resell. It covers a minimum of 1,000 assets at a time.
• A second Compellent lab is being opened, located at Eindhoven in the Netherlands, which will be used for partner training on the Compellent arrays.

The company has just signed up Esprinet as a new distributor for Spain and Italy, and it is one of HP's largest distributors.

Dell says it is continuing to invest in the channel: "There is no pull back and Dell has well over 700 people in Europe to service the channel." ®