Dell’s AI partner ecosystem adapts to Silicon Valley’s build-it-yourself buyers

Dell’s AI partner ecosystem adapts to Silicon Valley’s build-it-yourself buyers

Silicon Valley’s AI partner ecosystem is changing as enterprises push artificial intelligence projects out of pilots and into production. In the region where much of the AI stack is invented, infrastructure providers are learning that selling to builders takes a different playbook.

That shift is reshaping how Dell Technologies Inc. approaches its West Coast customers. Buyers in the region are among the most technically sophisticated anywhere and often prefer assembling…