Dell EMC Defines 'Zero Tolerance' for Channel Conflict

Channel conflict is nothing new for either #Dell or its channel partners, but following its merger with #EMC, there is now a unique opportunity for the combined Dell EMC entity to address this issue. To minimize channel conflict, EMC implemented a "hard deck" that reserved access to key accounts for its sales force. It then went a step further by implementing a policy under which a direct sales representative would be automatically terminated after the second time they took a deal direct that had been previously registered by a partner. The first offense would result in a warning and no compensation. Last week, John Byrne, global channel chief for Dell EMC, initially waffled when asked by attendees at the Dell EMC Global Partner event if the new combined entity would implement the same policy as part of a zero-tolerance commitment he made to the partners. Later, however, Byrne made it clear that the former EMC policy is now the law of the newly combined Dell EMC channel land. While EMC sales representatives are used to that approach, that level of enforcement will be new to salespeople who worked with Dell before the merger. Undoubtedly, there will be some tension as those sales representatives get acclimated after a previous approach to deal registration that amounted to their getting little more than a slap on the wrist for taking a deal direct.
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