Silicon Valley’s AI partner ecosystem is changing as enterprises push artificial intelligence projects out of pilots and into production. In the region where much of the AI stack is invented, infrastructure providers are learning that selling to builders takes a different playbook.

That shift is reshaping how Dell Technologies Inc. approaches its West Coast customers. Buyers in the region are among the most technically sophisticated anywhere and often prefer assembling their own stacks to buying packaged solutions, according to Sean O’Connor (pictured), regional manager of ENT West, large enterprise and acquisition, at Dell.

“Silicon Valley is interesting because everybody here wants to build versus buy,” he said. “They’re very, very sharp and they’re very, very savvy when it comes to technology.”

O’Connor spoke with theCUBE Research’s John Furrier at the Dell “AI Leadership Symposium,” during an exclusive broadcast on theCUBE, SiliconANGLE Media’s livestreaming studio. They discussed how Dell sells to Silicon Valley’s builders, its widening AI partner ecosystem and how quickly it can deploy AI infrastructure. (* Disclosure below.)

Dell’s AI partner ecosystem reaches into venture capital

Winning over those builders means demystifying consultative services rather than leading with them, O’Connor explained. Dell’s technology partnerships remain central to that effort, but the company’s definition of an ecosystem is widening. Proximity to Dell Technologies Capital, the company’s venture arm, gives Dell a line into the startups and developer communities its customers already talk to, he noted.

“For us, that notion of ecosystem is starting to change,” he said. “Today we’re here with Intel [Corp.], we’re here with SHI [International Corp.], we’re here with Microsoft [Corp]. But that ecosystem also now is starting to bleed into private equity and venture capital.”

Deployment speed is another priority for Dell’s AI partner ecosystem. Long-standing relationships with Nvidia Corp., Advanced Micro Devices Inc., Taiwan Semiconductor Manufacturing Co. Ltd. and Micron Technology Inc. give Dell’s field teams credibility in customer conversations, O’Connor explained. Dell also expanded its Dell AI Factory with Nvidia portfolio at its Dell Technologies World conference in May.

“We’re rolling out 350 racks within two weeks,” he said. “There’s a lot of new partnerships that are coming up, and they’re coming up to speed very, very fast.”

Here’s the complete video interview, part of SiliconANGLE’s and theCUBE’s coverage of Dell’s “AI Leadership Symposium“:

(* Disclosure: TheCUBE is a paid media partner for Dell’s “AI Leadership Symposium.” Neither Dell, the sponsor of theCUBE’s event coverage, nor other sponsors have editorial control over content on theCUBE or SiliconANGLE.)

Photo: SiliconANGLE