Dell adapts sales strategy for AI buyers building custom stacks
SiliconANGLE: Dell’s AI partner ecosystem adapts to Silicon Valley’s build-it-yourself buyers
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. […] The post Dell’s AI partner ecosystem adapts to Silicon Valley’s build-it-yourself buyers appeared fir
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Silicon Valley's most technically sophisticated AI buyers prefer assembling their own technology stacks rather than purchasing pre-built solutions, forcing infrastructure providers like Dell to change their sales approach. Dell is adapting by broadening its definition of ecosystem partnerships beyond traditional technology vendors to include venture capital and private equity firms that connect them to the startups and developers their customers already work with. The company is also prioritizing rapid deployment capabilities, with partnerships allowing it to roll out infrastructure quickly to meet customer needs as AI projects move from experimental pilots into production environments.
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