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

What happened

Dell’s AI partner ecosystem adapts to Silicon Valley’s build-it-yourself buyers, according to SiliconANGLE and SiliconANGLE AI. 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. UPDATED 14:16 EDT / OCTOBER 12 2026 AI Dell’s AI partner ecosystem adapts to Silicon Valley’s build-it-yourself buyers by Sloane Kali Faye Silicon Valley’s AI partner ecosystem is changing as enterprises push artificial intelligence projects out of pilots and into production.

Buyers in the region are among the most technically sophisticated anywhere and often prefer assembling their own stacks to buying packaged solutions, according to Sean O’Connor (pictured), regional manager of ENT West, large enterprise and acquisition, at Dell. “Silicon Valley is interesting because everybody here wants to build versus buy,” he said.

“They’re very, very sharp and they’re very, very savvy when it comes to technology.” Dell’s technology partnerships remain central to that effort, but the company’s definition of an ecosystem is widening.