The VAR Guy

When Dell announced Q3 2012 fiscal results today, The VAR Guy took a closer look to get a feel for how Dell’s server, storage, networking and cloud services businesses were evolving. Sure, The VAR Guy still cares about traditional PCs and server sales. But ultimately, acquired offerings like Boomi, Compellent, EqualLogic and Force10 Networks promise far more growth for Dell PartnerDirect channel partners. Here’s the update.

As salespeople, we often push products and services that we feel are best in class or are the latest and greatest.  In most cases this works very well, but sometimes we don’t completely resolve the customer’s pain points as well as we could have.  Instead of trying to sell, we need to focus on helping our customers buy.  To accomplish this, it’s important to take a few extra steps and deliver the right solutions that help our customers grow their business and be successful.