Originally posted on 6/13/2013
While we here at ASAP Media are putting together a story on the changing nature of the value chain in which traditional partner ecosystems such as the hardware-software-services alliance so common in tech are no longer the key to the next great innovation/disruption, last week's announcement of the expansion of the Oracle-Dell alliance
reminds us that some of these partnerships are still hard at work trying to pick up opportunities still on the table.
The press release talks about reaching "customers of all sizes" with this initiative, which we can probably guess means the primary motivation is to tailor solutions to the SME and SMB segments since both of these companies have never really had a problem serving the large enterprise space. When we composed our main feature on partner selection a few quarters ago, we spoke with large companies like Dell and we learned that even large partners like this have to reprove themselves throughout the relationship.
Although this alliance isn't producing the next major disruption, customers are still buying virtual hardware-software "stacks"—even the smaller customers. Apparently, Dell and Oracle were able to prove to each other that each had the chops to sell downstream to SMEs and SMBs.