In September Dell announced that it had signed Harris Technology as its major reseller partner for the SME channel . Deborah Harrigan, general manager at Dell SMB A/NZ told CRN both companies came together because they had “excellent synergy” in terms of business models, customer focus and delivering value to the SMB market. Given the key role of Small to Medium Enterprises (SME) in the Australian market the announcement was of particular interest to Longhaus. While it appears that the deal might be good for Dell, in our mind it still perpetuates a retail mentality within the SME sector which must change. That may sound strange given that the formal agreement sits within the commercial side of Dell’s channel program and not the retail side.