Case Studies

Case Study-Dell, Compellent

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Customer profile Industry: Technology Country: United States Employees: 115,000+ Website: Business need When Dell acquired Compellent, a leading storage technology provider, the companies had to quickly combine two separate sales pipeline and channel partner deal registration programs into one system. The normal integration process could have taken months. Solution The Dell IT group used the Dell ™ Boomi AtomSphere ® platform to unify the sales registration programs, enabling Dell and Compellent to synchronize sales registration for channel partners and share information across business units. Compellent and Dell combine their channel registration programs using Boomi AtomSphere and shorten integration time by up to 50 percent Benefits • Shortened integration time-to-value by up to 50 percent • Lowered solution total cost of ownership (TCO) by up to 25 percent • Strengthened data security • Helped enable Dell to economically integrate other acquisitions in the future • Cloud application integration Companies that depend on channel partners for a portion of their sales do all that they can to support those partners. That includes maintaining a deal registration program to secure pricing and ensure exclusive sales support to help negotiate sales. Without providing that assistance to partners, a company could find itself offering different sales terms through different partners to the same customer. Dell understands the need for partner support very well, and saw a challenge ahead when it acquired Compellent, a leading storage technology provider. At the time of the acquisition, the companies had separate registration programs: the Dell system was based on the Salesforce customer relationship management (CRM) application while the Compellent system was based on different software. If Dell kept the two different deal registration systems running in parallel, there would not be a "single version of the truth." The company would have no way to properly manage all the registration requests and ensure fairness to the channel. "We needed to ensure that we could funnel all deal registration requests through a single platform as quickly as possible without disrupting all the downstream departments, tools, and functionality that existed for both organizations," says Sean Phelan, executive director for mergers and acquisition sales integration at Dell. "In particular, it was critical to keep data flowing to provide the real-time, on- demand business intelligence and 24/7 online quoting that Compellent offers to its channel partners." Creating a custom integration from the ground up using traditional integration software would have been "The IT team was able to integrate the two different sales systems in only half the time it could have taken using traditional methods. The custom work involved in this project required highly flexible technology." Shawna Blake, IT Project Manager for Mergers and Acquisitions, Dell

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