I'll put a broader perspective on this and say that my 
comments are for all vendors, not just Dell. In fact, I 
blogged about this in the context of cloud vendors, but I 
think most of it applies here:

VAR's value the 'R' (reseller) part of that, to the core. 
So, when it comes to choosing a vendor program we guard the 
client relationship part closely - 'own the client or walk 
away' might describe a typical opinion. An example is the 
backlash Microsoft is getting from VAR's about their S+S 
model.

The key - AS LONG AS THE VAR OWNS THE CLIENT, NOTHING 
CHANGES. HOWEVER, IF THE VAR DOES NOT OWN THE CLIENT, 
EVERYTHING CHANGES.

If a vendor wants a successful channel program, they need 
to understand this. Don't tell me you want to 'partner' 
while you build out your direct sales force.

To be blunt, Dell does not get this. Michael Dell spent far 
too many years telling the world that they did not need the 
channel for me to believe he values us now. And frankly, 
nothing in the 'new' Dell channel program changes my 
opinion on this.

And, Microsoft needs to listen up as well. If they really 
value VAR's then they will need to re-engage with the 
channel with a clear message on how we will work together.

And, back to being Trusted Business Advisors to our 
clients; it requires that we be worthy of trust in 
everything we do for them. Vendors should realize that as 
well, and start treating the channel with the trust that we 
deserve.

Flame away; I'm sure there are a lot of contrasting 
opinions out there ;-)

Robert

It doesn't matter if it is DELL, HP and Lenovo the times are
changing.  Trusted Business Advisors need to focus on
providing the best quality service and solutions to our
clients today.  Hardware sales are just something that comes
with a relationship and if it was DELL, HP and the others it
doesn't really matter.

We resell DELL solutions, DELL has never screwed us, they
have never stole a client or undercut us in a deal and they
have been a wonderful partner of Bulletproof InfoTech over
the years.

Relationships are what the most and over the years, I have
invested a tremendous amount of time to build strong vendor
relationships and I still struggle to understand why some IT
Professionals, VARs and Resellers do not invest time in
their vendor relations.  This is just as critical as your
client relations.

I hope this helps ...

Stuart Crawford
Calgary, AB
Bulletproof InfoTech 

Stuart: I fully agree with you. To be suceesful in any
business, you have to look at all of your audiences and
build relationships with the ones that matter most. For
most VARs this needs to include: Vendors, Distributors
and Customers. More and more these days, it also needs
to include: peers, association, media, consultants,
ISVs, and even suppliers in related industries. 

The problem is things are changing. Today, most VARs
are great techies and build fabulous relationships with
their customers based on their ability to remove the
fear, uncertainty and doubt by offering fabulous
service and support. However, tomorrow most VARs will
need to be trusted business advisors and provide strong
business solutions that have measurable ROI.
Unfortunately, most of the VARs of today will not make
the cut when tomorrow arrives. 

It gets worse: Annie is wrong. Tomorrow will not always
be a day away!!!

The Trusted Business Advisor program is developed
specifically to help VARs make the transaction so that
they will be ready for when tomorrow arrives. And
tomorrow is a lot closer than most VARs what to think
it is. 

Stewart, you my friend, don't get why VARs can't see
this because you have made the transition a long time ago. 

Robert

It doesn't matter if it is DELL, HP and Lenovo the times are
changing.  Trusted Business Advisors need to focus on
providing the best quality service and solutions to our
clients today.  Hardware sales are just something that comes
with a relationship and if it was DELL, HP and the others it
doesn't really matter.

We resell DELL solutions, DELL has never screwed us, they
have never stole a client or undercut us in a deal and they
have been a wonderful partner of Bulletproof InfoTech over
the years.

Relationships are what the most and over the years, I have
invested a tremendous amount of time to build strong vendor
relationships and I still struggle to understand why some IT
Professionals, VARs and Resellers do not invest time in
their vendor relations.  This is just as critical as your
client relations.

I hope this helps ...

Stuart Crawford
Calgary, AB
Bulletproof InfoTech