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Dell Unveils OEM Partner Program


Dell Unveils OEM Partner Program

By Joseph F. Kovar, CRN

April 03, 2012 8:02 PM ET Dell (NSDQ:Dell) on Tuesday unveiled a formal OEM partner program as a way to make it easier for OEM customers to develop solutions in concert with a variety of Dell partners.

The program comes at a time when Dell is increasingly providing products on top of which OEMs can add their own intellectual property, said Jeff Otchis, director of Americas Marketing for Dell OEM solutions.

Dell currently has over 2,000 OEM customers worldwide in over 40 different vertical markets, Otchis said.

[Related: Dell’s Q4 Earnings Show Shift Towards Enterprise, Data Center Focus]

“Our primary focus has been providing our products to customers who add their own intellectual property and then lock it down for their customers,” he said. “But more and more, we’re providing custom sheet metal bending, custom packaging, even things like putting T-shirt in the boxes we use to ship Google (NSDQ:GOOG) search appliances.”

The Dell OEM business was until about 18 months ago almost entirely focused on working directly with customers, Otchis said. “But now this business is more and more going indirect via distributors,” he said.

The Dell OEM partner program is focused on two types of partners, Otchis said. The fir

via Dell Unveils OEM Partner Program.

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