Dell’s direct sales strategy is one of the most often cited examples concerning process and business model innovation. Now the CEO Michael Dell announced at CRN that his company is going to enforce other sales channels like commercial resellers and retail stores. So the question is whether Dell is back paddling because it has undervalued those channels during the last years or it has found the right point for advancement.
Arly Guenther, CEO of a solution provider, states that this really has to do with [...] solving customer needs. But what has really changed in these sales channels so that they are solving customer needs better than some years ago?
Micheal Dell says: “What we’re finding as we go further and further with partners is that there are large ranges of unique solutions that these partners can provide to customers that would be way outside the range of things we would traditionally do as a company.”
However, I’m anxious to keep an eye on Dell’s future development and if a radical cut will take place or “only” some adaption of it’s sales strategy.
Something to say?
