Dell recently released the latest generation of its 1-socket servers for SMB customers, and the line could prove to be a home run for channel partners. But the partners that find the most success with the diminutive new PowerEdge products will be those who take the time to really study the line's capabilities, as well as their customers' needs, Brian Payne, executive director of Dell's server solutions group, told IT Best of Breed.

Dell historically has had a strong position in the SMB market. The new servers – the small office or home office-focused T130, the expandable small office T330, the rack mount SMB, hosting and OEM R230 and the expandable R330 – are designed to drill down on specific customer needs without sacrificing efficiency or headroom, Payne said.

Here are six of Payne's keys for VARs that are interested in making the most of selling the new line.