Dell Direct Collaborated with Dell Channel Partner to Unseat EMC

Clifford said Davenport Group wouldn’t let EMC’s sales team wedge them out of the deal and stayed close to IOMax. After about two weeks of discussions, IOMax made its decision.

In the end, it was support that swayed IOMax’s decision. Although the products and pricing did play an important role in IOMax’s decision-making process, Dell’s technology combined with a Dell channel partner’s level of support led IOMax to uproot its storage infrastructure and start fresh, Bennet said.