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Noticias
Computerlinks loses wires with Aruba
EMC provides Velocity distribution partners worldwide with new assembly services capability The new assembly capability for distributors builds on EMC's commitment to provide choice for how Partners assemble multi-vendor solutions. It also enables Partners to accelerate their profitability by focusing on value-added services to more quickly deploy the solution to meet specific customer needs. This announcement follows a string of other new EMC initiatives developed to help channel partners worldwide accelerate their customers' journey to the cloud. These include VSPEX Proven Infrastructure, as well as Velocity Cloud Practices – Cloud Builder and Cloud Provider – and EMC Cooperative Services, which were announced at the first annual Global Partner Summit held at EMC World in May. Note: articles from ITdistri.com are also available in Google Currents.
Dell unveils its plans for its new distributors
More Sourcefire for Computerlinks
Exclusive Networks to push on services
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With 16 acquisitions in the past year, Dell has strongly reinforced its offer. But it also got a hand over several new distribution networks, including an access to most major European VADs (like Arrow ECS, Avnet or TD Azlan to name a few) through the acquisition of SonicWALL, Wyse and Quest Software. One major question about this is, what are its plans about this new distributor stable. Emmanuel Mouquet, recently interviewed by ITdistri, is pretty clear: "our goal is to let a complete freedom to the companies we acquired: we keep their teams and their distribution contracts. We also give them an access to Dell teams to accelerate their growth. A good example of this strategy is Compellent, whose European turnover was €7.5m in 2010 (before the acquisition), and more than €10m for the last quarter." According to Emmanuel Mouquet, the only contracts Dell may drop were already in the process of being dropped before the acquisition. As Dell was previously working mainly with Magirus as a VAD, it does not have yet any over-distribution problems. Ultimately, Dell plans to propose some of these new distributors the right to distribute additional Dell products, like servers or storage systems, albeit it is yet too early to give any specific details about this: "for example, when a customer buys for €1 of Wyse products, it can spend up to €5 in infrastructure additionally: the growth margin is pretty substantial", explains Emmanuel Mouquet. 
