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New Dell EMC Channel Chief Mullen: IoT ‘at the Core of Digital Transformation’

Q&A

Joyce Mullen, an 18-year Dell veteran, is the new channel chief at Dell EMC, taking over the position held for the past year and a half by John Byrne. Byrne is moving on to head North American commercial sales.

Dell EMC partners recently received an email on the change of channel leadership from Marius Haas, president and chief commercial officer, Dell EMC.

“Joyce will be a phenomenal leader as she takes the reins of the $43 billion global channels business. She brings tremendous savvy, instincts and commitment to the role, having led OEM and IoT solutions for several years. Joyce has been instrumental in building the Dell EMC Partner Program, and will carry forth the baton of continuing to make it the envy of the industry,” he wrote.

Dell EMC's Joyce Mullen

Dell EMC’s Joyce Mullen

With Mullen’s appointment, Dell EMC has consolidated OEM and IoT into her new role and title — president, global channels, OEM and IoT. We discuss this in our interview. Mullen previously held the title of senior vice president and general manager, global OEM and IoT solutions, where she worked with both OEM partners and IoT partners. In a recent company bio, she notes that she’s built channel experience leading the company’s OEM partner program since its inception five years ago.

Mullen chatted with Channel Partners to share some thoughts about her new role.

Channel Partners: Tell us about your experience leading the indirect sales channel, i.e. VARs, system integrators, MSPs, solution providers.

Joyce Mullen: We’ve always had a chunk of our OEM business that has gone through system integrators, VARs, those types of partners. In fact, last year as Cheryl [Cook] and John [Byrne] built the [partner] program, we put our channel program into that program, so I have some experience there. I also have experience with the [distributors], having run our software and peripherals team. Our distributors are a critical part of our supply chain, and I’ve been working with, around and for Cheryl and [Dell EMC President] Gregg Davis for a long time, so I’ve been around this space for a while.

CP: Will you also have responsibility and involvement with the company’s partner program?

JM: Sure. The program is led by Kim DeLeon and Cheryl has a big hand in that as well, and that’s part of our organization.

CP: I recently chatted with a channel partner who expressed that doing business with Dell EMC wasn’t getting easier, as promised. Comment?

JM: There’s no question that we have a vision and goal that our program is the most profitable, simplest and the most predictable in the industry. I recently spent a lot of time with the channel leadership team and there [are] a bunch of things that we can do better and we are committed to continuing on this trajectory of knocking over many issues one at a time. We certainly had some opportunities at the beginning, when we had some system-integration challenges and trying to make all the plumbing work effectively and smoothly. We’re through many of those, but a few persist and we’re going to keep knocking those over just as fast as we can.

Cheryl’s team has done an amazing job of pulling together some advisory boards, so we have groups of partners that give us …

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