Dell Trade-In Program Targets EMC and NetApp Gear
Vendor offers cash credits and advantageous lease terms for customers to displace EMC, NetApp storage with Dell Compellent and EqualLogic storage.
Dell Inc. last week offered end users cash incentives and favorable lease terms for swapping EMC Corp. and NetApp Inc. storage equipment in favor of the vendor’s storage arrays.
Under terms of the trade-in program, customers replacing EMC Clariion CX, Celerra and VNX, and various NetApp FAS systems with Dell Compellent and EqualLogic storage arrays will receive discounts and leasing options through the vendor’s Financial Services unit.
In addition, Dell said it will supply special migration services and support, including remote monitoring, for participating users. The vendor also said that it will dispose of the retired, competitive equipment from the trade-in program in an environmentally responsible manner.
“The storage swap program enables customers to easily migrate to Compellent and EqualLogic and quickly gain better optimization and efficiency,” said Darren Thomas, Dell Enterprise Storage vice president and general manager.
The program, which is also available through Dell’s PartnerDirect resellers in North America, runs through July 31, 2012.
Six months ago, Dell said that it had ended a 10-year relationship with EMC some two years prior to the slated contract expiration date in 2013. At the time, the vendor said it would stop selling Dell-branded EMC storage, specifically Clariion SAN arrays, Celerra NAS servers, deduplication devices and VNX arrays, the majority of which the vendor has targeted with its current trade-in offer.
The partnership, which fundamentally gained EMC new customers and enabled Dell to enter the storage market, in some years generating about half of Dell’s storage sales while adding nearly 10 percent annually to EMC’s revenue line.
But late in 2007, Dell signaled an intention to build a storage portfolio of its own, plunking down some $1.4 billion for EqualLogic, whose products competed directly with EMC’s Clariion line, and subsequently snapping up Exanet early in 2010 for $12 million and Ocarina Networks in July, 2010.
Then, last year, Dell gobbled up Compellent Technologies for $960 million, a deal that many observers regarded as the death knell for the EMC relationship.
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