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Dell EMC Focused On Growing Already Massive Channel Business

Michael Dell at Dell Technologies World 20`18

… making more money, and Dell EMC wants to see those percentages increase, Mullen said.

When it comes to partners, the top three imperatives for Dell EMC are: making it easier for partners to do more business with the company; fast-tracking partners’ ability to deliver transformational solutions; and embracing and monetizing emerging technologies, she said.

“You will see a deal-registration process that is faster and more accurate,” Mullen said. “We will be accelerating speed to quote and are going to make sure it’s the right the first time at least 95 percent of the time.”

Puerto Rico-based Caribbean Data System has been working with Dell for more than 20 years. Jose Mustelier, a sales director, said Dell EMC is making it more profitable for his company, “putting more spiffs and more rebates, and services.”

“The portfolio is great … and now with the announcement of the whole stack that they can bring, [it’s] going to be much of an advantage against our competition,” he said. “At the beginning a lot of people were skeptical because Dell mostly was a direct company, but it has changed a lot and I have seen that change.”

Gavin Adams, business development manager at M2M Direct, said the market development funds, rebates and incentives already were “so good, so to increase that even more if fantastic.” His company has joined Dell EMC’s Presidents’ Circle, which recognizes the top 40 partners globally in specific tracks.

“It’s really energizing, not just the incentives and things like that, but the event and the whole production,” he said. “We work with a number of vendors as a company, but Dell EMC is the best we work with.”

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