Michael Dell has told resellers at the Channels Forum run by Canalys in Barcelona that the level of indirect business that Dell does in Europe is “up to you”, and he said that his firm’s preference is to sell via the channel. He said that there had been a big change in Europe over the last ten years, and now 50% of Dell’s business globally is going through resellers, with growth at a ‘double digit’ rate. He claims growth for 15 consecutive quarters.
Quoted by Channel Pro, Dell had a dig at HP, saying “If you go to a customer and say ‘I have 20 different things, and I am going to divide my company up into a lot of small companies to serve you better’, there’s no customer in the world that wants that. So we’re doing the opposite; we’re bringing together everything that’s the best of the industry and offer customers fully integrated solutions.”
Later in the day, HP responded by saying that HP simply does all its business through resellers. The company was in a good mood as it had been voted #1 for channel satisfaction in a survey.
