The VAR Guy

Dell today sent a letter to managed service providers. The dispatch provides MSPs with an update on Dell’s partner strategy. Give it a read by visiting our sister site, MSPmentor.

Forget viral marketing. It’s time for some guerrilla marketing at Dell. Sure, the company’s Direct2Dell and IdeaStorm Web sites generate considerable online chatter. But Dell’s feet on the street are also making noise. A case in point: Dell rolled out a “Partners Wanted” advertising campaign at HP’s big partner conference in Las Vegas last week. Now, Dell Chief Marketing Officer Mark Jarvis (pictured) is joining the fun.

The VAR Guy expects plenty of readers to flame him for the headline. Sure, Steve Jobs has owned the innovation spotlight in recent years. And Dell Inc. has never been known as a resource and development (R&D) center. But instead of making the easy moves, Michael Dell is making some challenging ones — pushing deep into the managed services and software-as-a-service (SaaS) industries. With a little luck and a lot of execution, The VAR Guy expects those moves to pay off handsomely by 2009 or so. Here’s why.

Circle the date: Dell is inviting VARs to participate in a major channel briefing from the company on December 5. The VAR Guy will be all ears. Care to listen in on the discussion and potentially pose some questions? Here are the details.

The VAR Guy spent the weekend visiting retails stores, searching for digital bargains. He couldn’t help but notice all of the Dell PCs, monitors, printers and ink cartridges — yes, Dell ink — on retail store shelves. Back in the online world, Michael Dell’s managed services push makes his company the channel surprise of 2007. But will the retail and MSP moves reward Dell shareholders, partners and customers? The VAR Guy weighs in with his thoughts.

Is this a dream or a nightmare for the channel? The VAR Guy is thrilled to hear Dell has acquired Everdream, a software-as-a-service (SaaS) specialist. But the folks over at those old channel publications will likely ask more questions about Dell’s intentions in the managed services market.