What role does a partner play in sales according to DELL's strategy?

A partner in Dell's sales strategy serves as a crucial intermediary that facilitates customer purchases. This role is vital because partners often have established relationships with customers, understand their needs better, and can provide tailored solutions that meet those needs. By acting as a bridge between Dell and the end customers, partners can help streamline the buying process and enhance customer experience.

Partners often bring additional value by offering complementary services, such as installation, support, and maintenance, which can help differentiate Dell's offerings in a competitive market. They can also expand Dell's reach into new markets or customer segments that might not be accessible through direct sales channels.

This collaborative approach leverages the strengths of both Dell and its partners, leading to a more effective sales strategy where partners not only sell Dell products but also enhance the overall customer journey, ultimately driving sales and building loyalty.