Breaking news is that also DELL - the number two computer manufacturer - has joined Open ICEcat. In Europe, DELL has decided to pilot with the indirect channel and distribution via Copaco in the Benelux. And of course to join Open ICEcat to feed the channel with good product content.
It is good news for many reasons. First, free DELL content is good news for professionalizing the sales of DELL products via the indirect channel. Second, it strengthens Open ICEcat even further, and expands its unique advantage over Cnet, GfK/Etilize, and other local catalog providers. Third, it challenges the dominant player in the indirect channel: HP. Which is always good, and healthy for HP and the channel alike.
I expect that the channel will start to take DELL extremely serious as soon as we communicate the co-operation, and feelings of animosity from the channel bashing past of DELL, will be history. We also can help DELL to bring their product content to a higher level: not just data-sheets but also options & recommended options (X-sell), alternatives (up-sell), and multimedia (PDFs, galleries, video).
Saturday, April 18, 2009
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