AI partner ecosystem: Dell adapts to developers in Silicon Valley

Silicon Valley’s AI partner ecosystem is changing as companies move artificial intelligence projects from pilot to production. In the region where much of the AI ​​stack is being invented, infrastructure providers are learning that selling to developers requires a different approach.

This shift is changing the way Dell Technologies Inc. approaches its customers on the West Coast. According to Sean O’Connor (pictured), ENT West regional manager, large enterprises and acquisitions at Dell, buyers in the region are among the most tech-savvy around and often prefer to build their own stacks rather than buy packaged solutions.

“Silicon Valley is interesting because everyone here wants to build instead of buy,” he said. “They are very, very sharp and very, very smart when it comes to technology.”

O’Connor spoke with John Furrier of theCUBE Research at the Dell AI Leadership Symposium during an exclusive broadcast on theCUBE, SiliconANGLE Media’s livestreaming studio. They discussed how Dell sells to Silicon Valley developers, its growing AI partner ecosystem, and how quickly it can deploy AI infrastructure. (*Disclosure below.)

Dell’s AI partner ecosystem also extends to venture capital

To win over these builders, one needs to demystify advisory services rather than leading the way, O’Connor explained. Dell’s technology partnerships remain central to these efforts, but the company’s definition of an ecosystem is expanding. Proximity to Dell Technologies Capital, the company’s venture arm, gives Dell access to the startups and developer communities its customers already communicate with, he noted.

“For us, this notion of ecosystem is starting to change,” he said. “Today we are here with Intel [Corp.]we are here with SHI [International Corp.]we are here with Microsoft [Corp]. But this ecosystem is now starting to trickle down into private equity and venture capital.”

Speed ​​of deployment is another priority for Dell’s AI partner ecosystem. Long-standing relationships with Nvidia Corp., Advanced Micro Devices Inc., Taiwan Semiconductor Manufacturing Co. Ltd. and Micron Technology Inc. give Dell’s field teams credibility in customer conversations, O’Connor said. Dell also expanded its Dell AI Factory with Nvidia portfolio at its Dell Technologies World conference in May.

“We will bring 350 racks to market within two weeks,” he said. “There are a lot of new partnerships coming up and they are developing very, very quickly.”

Here’s the full video interview, part of SiliconANGLE and theCUBE’s coverage of Dell’s AI Leadership Symposium:

(*Disclosure: TheCUBE is a paid media partner for Dell’s AI Leadership Symposium. Neither Dell, the sponsor of theCUBE’s event coverage, nor other sponsors have editorial control over theCUBE or SiliconANGLE content.)

Photo: SiliconANGLE