Dell EMC altering deal registration to be independent

TORONTO – @DellEMC ’s on-going channel journey took an interesting side route. Dell EMC worldwide channel chief @JohnByrne told Canadian partners at the 2017 #DellForum the deal registration program will be moved out of the channel organization and will be run independently. Also, Dell EMC channel partners should expect more data analytics to come their way through the new deal registration group. Some of the issues that led to this decision stem from the old EMC channel program. Byrne told CDN that partners did not use it that much, but Dell had a robust deal registration program. The KPIs (key performance indicators) in deal registration were based around time of response, which was roughly around four hours. “The journey we are on is about selling more of the infrastructure portfolio. I do not need to respond in four hours. That is too responsive and it goes from direct and channel so it did not make sense for deal registration to sit in the channel and so we are now running it independently,” Byrne said. The new independent team will have the same rules of engagement. Byrne went on to say, when something bad happens such as conflict it’s not a channel rep verses a direct rep. Instead it will be an independent body with human resources relations personnel involved. The two-strike rule, Byrne instituted earlier this year, will still be there.

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