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Dell makes another deal. This time with CDW

Channel Strategy

A day after Dell announced its $67 billion historic deal with EMC, the vendor made another pact; this one with the No. 1 Solution Provider in Canada – CDW.

Dell has confirmed that it will expand its existing partnership with CDW to include all Dell products and solutions in CDW’s catalogue in North America, Europe and the Asia-Pacific region.

The strategy behind this partnership attempts to provide a one-stop-shop for Dell customers to receive Dell’s end-to-end solutions. The deal also involves CDW’s technical and sales sources, quoting, configuration, financing and delivery.

Expect to see at CDW Dell servers, storage, networking equipment, PCs and ProSupport services from the Round Rock, Tex.-based vendor. The ProSupport services include pre-configured IT solutions.  CDW will also provide its leading industry knowledge of technical and sales expertise, from initial configuration and quoting, all the way through financing and delivery.

CDW is also planning on offer Dell products through its recent acquisition of Kelway in U.K., South Africa, United Arab Emirates, Singapore, Hong Kong and Australia.

Rory Read, COO and President of commercial sales at Dell, said Dell customers value a single vendor that can offer technology from the desktop to the data centre. With this expanded partnership, Dell is able to reach more customers in North America while maintaining the high-quality of service that our customers expect.

Matt Troka, Senior Vice President of Product and Partner Management at CDW, said the expanded relationship is a result of customers asking for access to more Dell products. The company also anticipate the partnership will generate new opportunities for account managers by allowing CDW to qualify to bid on opportunities that were previously closed to us.