#Dell #EMC 's relationship with #Quest after its sale of that software business doesn't include the channel, and solution providers said they're being put in a position of potentially competing with Dell EMC's direct sales teams for Quest business. "They didn't set up a two-tier reselling relationship with Quest," said an executive at a Dell EMC solution provider that works with Quest. "They say [Dell EMC] clients will still be able to buy Quest, but what they mean is that direct teams will sell Quest. Quest is not available through [Dell EMC's channel program], and the Quest people are taking a hard line."  The result is that solution providers who were previously able to sell Quest software as part of their Dell line cards will now have to join Quest's channel program if they want to continue that relationship. Solution providers are concerned they will have to compete with Dell EMC sales reps in the field for Quest business in Dell EMC accounts.
No comments:
Post a Comment