Hewlett Packard reseller DTP is continuing to reap the benefits of a deal it won at the expense of Dell, as the Cranfield School of Management renews a £1m laptop and services contract with the reseller.
The original trial - two years ago - used Dell equipment, but the vendor was seen as lacking in service provision.
Howard Hall, managing director at DTP, said the reseller had now worked with the school for two years in a relationship which has been worth about £500,000 in business per year.
"The reason the school used DTP was that they could not get a high-quality service," said Hall. He added that quality after sales support was essential to businesses with limited IT skills.
Keith Temple, team leader of student support at the Cranfield School of Management, said: "When we dealt direct with Dell in the trial we did not get the support we needed.
"It appeared to us that Dell is a good marketing organisation, a good manufacturer, but poor in support and services."
The criticism comes as Dell aims to increase its services revenue.
Temple said that, in hindsight, it would have been better to work with a third-party supplier because it would have taken the burdens of maintenance and support off the internal IT team.
"We have had no problems with DTP's service and if we do they are repaired very quickly," he said.
Dell was unavailable for comment at time of going to press.
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