Winslow Technology Group is a well-known and best-selling Dell channel partner, according to Scott Winslow, president and founder of Winslow Technology Group LLC. And since Dell’s merger with EMC, there have been adjustments for all channel partners, as they now must sell technologies with which they may not be familiar.

Winslow joined Stu Miniman (@stu) and Dave Vellante (@dvellante), co-hosts of theCUBE, from the SiliconANGLE Media team, during Dell EMC World, held at Austin Convention Center in Austin, TX, to discuss the new challenges and opportunities that the merger brings to Dell legacy channel partners.

Channel partners and trusted advisors

“What’s happening in the channel?” asked Vellante, kicking off the conversation.

“We [became] a [Dell] partner in 2011; it turned out to be a turning point for our company, $7M up to $25M today, [with a] broader portfolio. Hey, this could be a good thing; we think it’s exciting,” said Winslow, regarding the merger.

As to Winslow Technology Group’s role for its customers and how that is evolving, Winslow said, “We try to be a trusted advisor. Most of our customers are asking, ‘Do we make another turn of the traditional crank, or do we move to hyperconverged?’ If a customer is in need of a storage solution, then maybe hyperconverged is not for them, right now.”

Leap of faith

Miniman asked about how the Dell product mix is changing and what that means for Winslow Technology Group.

“We’ve had a great experience with Dell, as a legacy partner … they’re rewarded us handsomely,” said Winslow. He also explained that, as they have exclusively sold Dell, there are no encumbrances to EMC on them from other companies.

“We have to have a leap of faith here; being really strong technically, I think they’re going to reward us,” Winslow stated.

Watch the complete video interview below, and be sure to check out more of SiliconANGLE and theCUBE’s coverage of Dell EMC World.

Photo by SiliconANGLE