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Dell & EMC: No Parting of Ways

Gums are flapping about rifts in the Dell/EMC partnership, but it's not going anywhere

Among the many interesting tidbits contained in Tom Curlin's latest RBC Capital Markets research report was the observation that EMC and Dell may not be getting along.

"We believe Dell is having a very solid EqualLogic quarter at the expense of lower-end EMC sales," Curlin wrote this week. "Sources have seen the EMC/Dell relationship deteriorating in the field as Dell has increased its EqualLogic focus."

Of course, it's not the first time this partnership has been scrutinized. In February 2007, observers wondered about the fate of the Dell/EMC pairing when Kevin Rollins exited stage left. Then at the end of the year, there were questions about how Dell's EqualLogic buy would affect the EMC partnership.

So far, there's no sign that the two vendors will part ways, certainly not before their contract runs out in 2011. That said, though, Curlin is convinced there's no love lost over recent developments:

Dell sales reps appear to be selling less Clariion in favor of EqualLogic, particularly in lower-end Fibre Channel opportunities. As a reminder, Dell accounted for approximately 33% of Clariion in the most recent quarter. Looking to offset this dynamic, sources have seen EMC reps focusing on lower-end Clariion business that would have previously been fulfilled via Dell.

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