Once upon a time, Dell was all about personal computers. Now, it’s a huge corporation backed up by a partner ecosystem that it claims makes it a “one-stop shop” for enterprise-grade digital transformations.

As the company celebrates 35 years since Michael Dell first shipped computers from his Texas dorm room, has Dell Technologies really gathered its pieces together and created a unified whole?

“[We’re] going to bring all this stuff together and create a force in the industry where we compete in the market together not against one another,” said Jay Snyder (pictured), senior vice president of global alliances, service providers and industries at Dell Technologies Inc.

Snyder spoke with Lisa Martin (@LisaMartinTV) and Stu Miniman (@stu), co-hosts of theCUBE, SiliconANGLE Media’s mobile livestreaming studio, during the Dell Technologies World event in Las Vegas. They discussed how the Dell family and ecosystem are working together for the common good (see the full interview with transcript here). (* Disclosure below.)

Partnering up for hybrid cloud

A recent article by Miniman on the adoption of hybrid cloud stressed the importance of “trusted partners that can educate and iterate.”

“There’s a lot of complexity out there, and we need key partners to be able to help us,” Miniman said. Snyder agreed, saying, “Without question one of the big drivers for our business has been the ability to aggregate the breadth of Dell Technologies and bring the full portfolio to bear to [our customers].”

Where before there was a disconnect within the partner ecosystem, there is now a cohesion of purpose, according to Snyder. The glue that is bringing the Dell family of companies, partner ecosystem, and customers together is the Dell Technologies Cloud, a platform designed as an operational hub for hybrid cloud solutions.

“[Our partners] deliver the strategy around designing and defining what a multicloud architecture is going to look like and/or being the providers that actually deliver it. Our messages are perfectly aligned. So, they’re so excited to see that they are now at the epicenter of everything we go and do,” Snyder said.

A recent IDC study showed that “large enterprises are fully committed” to hybrid and multicloud solutions. According to Snyder, “Seven in 10 customers will use one of those global system integrators and or cloud service providers, or more likely both, to deliver on their vision and their outcomes that they need to achieve to change their business models.”

The Dell salesforce is aiming its focus on that market. Not just for the Dell family, but for the entire ecosystem. “I think we’ve really worked hard to view our partners not as customers, but truly as partners. And it’s all about the business we build together, not about the business we do together,” Snyder stated.

With the advantage in economy of scale and breadth of portfolio, Dell is in a position “where it just makes sense for [businesses] to bet on us to get what they need,” Snyder said.

The ecosystem provides the power behind the sales pitch. “When we have that everybody-pointed-in-the-same-direction, the story is just so much more powerful,” Snyder said. “It means more value to our partners, but ultimately they can provide more value to their customers. So, they’re more profitable, and our customers get better solutions.”

Watch the complete video interview below, and be sure to check out more of SiliconANGLE’s and theCUBE’s coverage of the Dell Technologies World 2019 event. (* Disclosure: Dell Technologies Inc. sponsored this segment of theCUBE. Neither Dell nor other sponsors have editorial control over content on theCUBE or SiliconANGLE.)

Photo: SiliconANGLE