Hardware giant Dell is looking at its enterprise unit as the key to mitigating the disappointment caused by its poor performance in the latest fiscal quarter, as well as the much broader turbulence going on in the client market today. This was emphasized by the company’s CEO during Dell’s latest launch event, and the recent string of company decisions, such as the ending of its decade-long reseller agreement with EMC last year.

But there’s still one big challenge remaining: roughly half of Dell’s revenue comes from selling desktops, both in the consumer space and the enterprise.  So the manufacturer is expanding in the direction of storage and other key, relatively high-margin markets – most recently in data protection and management.  Today we’ve learned that Dell has entered into a contract with FalconStor to use the latter’s Network Storage Server tech as the core of a new data migration service, several months after FalconStor announced a contract with competitor Fujitsu.

“With this technology sharing agreement, FalconStor is helping Dell meet a customer need for efficiently expanding and upgrading legacy storage installations without disrupting operations,” said Bernie Wu, vice president of business development for FalconStor.”

In November last year the same NSS portfolio became available to Fujitsu resellers worldwide, which are not offering it with the Japanese firm’s ETERNUS DX disk storage systems.

FalconStor has gone through a bit of turmoil in the past couple of years, in light of a few disappointing quarters but also a scandal that involved the company’s founding CEO, who has since passed away.  But there have been a lot of efforts to recover, and the results are already starting to show. In the last significant internal change a new CFO has been hired, alongside a couple of marketing executives.