Dell and Microsoft unveil channel buying scheme

OEM reseller option kit designed to help VARs selling PowerEdge servers

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Dell and Microsoft unveil channel buying scheme Microsoft’s Thomas Bauer says resellers will be able to take advantage of the server programme it has launched with Dell to streamline the supply chain process. (ITP Images)
By  Andrew Seymour Published  May 18, 2010

Industry heavyweights Dell and Microsoft have unveiled a purchasing initiative that they claim will offer customers of their reseller partners a "more flexible" approach to buying server software and hardware.

The Microsoft OEM Reseller Option Kit (ROK) is aimed at VARs wishing to purchase Microsoft's OEM operating system and Dell's PowerEdge servers separately.

Dell claims that VARs serving SMB customers increasingly want the flexibility to choose the most relevant and cost-effective Windows Server Operating System (OS) option at point of sale. By enabling resellers to buy hardware and OEM-licensed OS software as separate packages, the need to carry inventory with pre-installed hardware and operating system configurations is reduced.

In addition to the benefits of not having to stock inventory for unnecessarily long periods of time, Dell insists VARs will be able to improve their sales efficiency.

"Customers today are increasingly interested in technology solutions that offer the most flexibility, best price and highest value so they are better equipped to address pressures from both their internal organisations and their competition," stated Driss El Ougmani, director of solutions at Dell's EMEA emerging markets business.

He adds that Dell and Microsoft's ROK initiative will meet all of those criteria, as well as provide benefits to the reseller community in terms of better inventory management and an improved customer experience.

Thomas Bauer, Microsoft's EMEA multi-national accounts general manager, insists the purchasing programme will boost resellers at a time when the channel has a significant role to play in emerging markets.  

"ROK will enable Dell to better provide the flexible Windows Server-based solutions that their distribution channels require in order to streamline the supply chain process and grow their revenues," said Bauer.

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