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Dell Gets Ready To Integrate SonicWALL Partners

Dell's top channel executive Greg Davis is rolling out the welcome mat for SonicWALL Inc. partners.

Davis wrote a blog entry for the channel late Wednesday, following news Tuesday that Dell would buy privately held SonicWALL, a network security and data protection vendor. Terms of the deal weren't disclosed, but The New York Times reported its value at $1.25 billion.

SonicWALL's channel program consists of about 15,000 resellers, while the Dell PartnerDirect program includes 100,000 resellers.

Davis promised there would be new opportunities for both groups of partners as the channel programs are combined.

"We intend to make SonicWALL products available to customers via Dell and through existing SonicWALL and Dell strategic channel partner relationships," Davis wrote. "A benefit to SonicWALL's channel members is that they will now have access to all Dell products, which we expect will open up new opportunities. And, Dell's existing PartnerDirect channel partners will have access to sell SonicWALL products. This will enable all partners to grow their business in new directions."

Davis also sought to put off any SonicWALL partner concerns about Dell's reputation for not playing well with partners. "Over the past four years we have worked hard to alleviate member concerns and earn their trust," Davis wrote, citing the deal registration process, rules of engagement and neutralized sales compensation that gives direct account teams full credit for working with the channel.

Posted by Scott Bekker on March 15, 2012


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