New Tech Requires Deeper Relationships

One of the survey’s overarching messages is that early adopters are experiencing growth, and that's a big story for Dell partners, Jones said. "Partners have relationships that go on for many years; they know the businesses as well as the company they're working with. They can sit at (the) table as consultant, not as a vendor. Anything partners can do to take consulting, implementations, that's high-margin stuff. Accelerated adoption is huge, and they can do it within budget.