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Dell partners with system integrators for IoT deployments

Channel StrategyDell

Dell is expanding its Dell Internet of Things (IoT) Solutions Partner Program with new systems integrators (SIs). Added to the current ecosystem of more than 50 independent software vendors (ISVs) that include Action Point, Datatrend Technologies, L&T Technology Services, and Mobiliya.

The program consists of a global, multi-tiered network of technology providers including SIs, ISVs, and independent hardware vendors (IHVs), all supported by Dell’s portfolio of IoT-enabling assets. These are created to help organizations apart of the program develop, deploy, and maintain IoT solutions. The expansion continues to move Dell forward in its goal to create an ecosystem of IoT solutions that span industries from energy to manufacturing to transportation.

“Adding system integrators is critical,” said Al Zelasko, Dell director global channel manager IoT and embedded computing in an interview with CDN. By adding SIs, Dell aims to provide a larger variety of partners in order to help customers navigate the IoT landscape, and by bridging the gap between IT and OT. “Dell has the hardware expertise and a lot of other domain know how in-house, but we really need partners who can integrate the solutions and deploy with Dell that solution. Without a deployment arm, you really can’t implement a solution that is effective for a customer.”

By combining the existing relationships that Dell already has that new partners can come into with their own specific domain focus, Dell believes that this is a great opportunity for co-selling. Whether it’s predictive maintenance, transportation logistics, or any other domain focus, Dell aims to combine its customer base and opportunities from that base with its partners in order to grow everyone’s business.  

“It is important to us to build a strong ecosystem of partners to deploy solutions for customers in order to have a very broad spectrum of partners who can deliver solutions specific to customers and customer’s applications and needs. Having an open, broad ecosystem to deliver solutions is key to IoT,” Zelasko said.

Based out of Ireland, Action Point brings broad IoT system integrator capability to Dell with expertise in asset monitoring, building management, and automation kinds of applications that focus on primarily manufacturing and transportation. Datatrend Technologies focus on telco and hospitality markets with full end-to-end solutions that they can deploy with Dell. Datatrend also boasts an approximately 3,500 person field technical team out in the field that can support end users applications.

L&T Technology Services is primarily in the industrial and automotive business, and boast a team of over 500 design engineers, as well as 30 plus labs, that do a lot of work with data analytics and can bring solutions to market in six to nine months. Mobiliya runs mostly in health care and utility management with a focus on service for hardware and software integration so that it can do its own software additions to a solution. They boast a quick time to market of six to eight weeks.

“We want to keep curating a large base who can help deploy solutions. The more people who join the partnership, the more solutions we can offer for the end customers,” Zelasko.