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Dell and NetSuite form alliance for mid-market SaaS

Channel StrategyCloud

Dell and born-in the cloud software vendor NetSuite have forged a strategic alliance that will involve Dell Services acting as a global reseller of NetSuite’s ERP cloud platform.

This partnership will see NetSuite ERP delivered in a Software-as-a-Service (SaaS) but only for mid-market customers, specifically to CIOs and CFOs, by Dell Services, which was built predominantly through the 2009 acquisition of Plano, Tex.-based Perot Systems.

Also Dell Boomi, a SaaS integrator that the Round Rock, Tex.-based vendor acquired back in 2010, will provide cloud integration services to NetSuite customers through a SuiteCloud Developer Network partner relationship.

Joanne Moretti, the vice president and global head software marketing for Dell’s software group, called Boomi “a secret weapon” for the company.

Boomi includes Boomi AtomSphere, a SuiteApp offering a library of pre-built connectors for NetSuite-to-SaaS and NetSuite-to-on-premise integrations. This enables users to connect any combination of cloud, SaaS, or on-premise applications with no appliances, no software and no coding.

Moretti added in a previous interview that one of the challenges for Dell is competing with Salesforce.com and Oracle.

“The market will start to know the connected security message. The channel is in the same state we are in. Do you cannibalize and ask the same questions on the cloud? The cloud is here to stay and provides higher value and higher margin,” Moretti said.

Moretti told CDN the story of a reseller who is predominantly a storage solution provider who came to Dell with the issue of customers requesting big data solutions. This reseller was unsure if it could service these customers and therefore lose business. Moretti told this reseller if their expertise is storage start to sell on the database and data warehousing. From there the reseller developed an information management focus combining storage with Boomi.

“This can be a whole new big data campaign and it’s not a stretch since they are already buying storage,” she added.

The Dell NetSuite alliance will also provide mid-market customers with consulting, implementation and post implementation services by Dell. As an option Dell Services and NetSuite will be offering an on-premise solution through NetSuite’s OneWorld in a two-tier ERP model.