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With the 2016 Dell EMC World conference kicking off today in Austin, Texas, now’s a great time to review Dell’s recently renewed commitment to the channel.

Earlier this month, Dell expanded its Internet of Things solutions partner program to include systems integrators. Previously, the program was limited to independent software vendors (ISVs).

AlMichael Dell, CEO and founder of Dell Technologies so, as CRN has pointed out, Dell has assembled a strong lineup of channel executives. Notably, Dell has assigned Gregg Ambulos, formerly channel chief for EMC — which Dell now owns, having completed the acquisition last month — to be its channel chief for North America. CEO and company founder Michael Dell recently told CRN that the channel is “becoming a larger part of our business, so therefore, it’s more important. That’s pretty simple. The level of innovation we're delivering, these solutions require a fair amount of expertise, and partners play a big role in that, in applying these solutions.”

“Partners play a big role,” says CEO Michael Dell.

IoT Expansion

The expansion of Dell’s IoT solutions partner program was announced on Oct. 10. The Dell program had already attracted more than 50 ISVs, the company says. Now, with the addition of systems integrators, Dell hopes for what it calls a “more holistic ecosystem” of IoT solutions.

Dell says a few systems integrators have already been enrolled in the IoT program. They include Action Point, Datatrend Technologies, L&T Technology Services and Mobiliya.

Many IoT customers are interested in working with IoT integrators, Dell says, pointing to a recent survey report from Technalysis Research. The report, entitled The Promise and Peril of Change: Enterprise IoT Survey Report, states that 40 percent of respondents deploying IoT are now working with large systems integrators.

Looking forward, nearly as many respondents (38%) expect to work on IoT projects with vertical-specific systems integrators. The survey also found that two-thirds of all IoT projects are managed outside the IT group. The survey, conducted this past March, reached 620 employees of U.S. organizations who are working on IoT solutions.

The agenda for Dell EMC World 2016 includes several topics of interest to solution providers in the channel, including:

> Why it’s time to break up with your old PCs

> Cloud trends and Dell’s point of view

> Migrating to Windows 10: A CIO reports from the frontlines

> Leveraging security best practices to secure your brand

Can’t attend Dell EMC World live? You can watch a live video stream of selected sessions. And you can view a library of Dell EMC World content on demand.

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Blog Category: 
Advanced Technologies-channel