Dell EMC Leaders Recognized as CRN “Women of the Channel”

A company is only as good as its people; and great leaders inspire others to greatness. That’s why we’re extremely proud to share that eighteen #Dell and #DellEMC leaders have recently been named to CRN’s prestigious Women of the Channel list. This list highlights “women whose channel expertise and vision are deserving of recognition.” This year marks the first time that Dell EMC, as a combined company, participated in the nominations – and we’re so pleased with the results. The 2017 Dell and Dell EMC Women of the Channel are… Jennifer Axt, General Manager, North America, Stat & Local Government and Education Sales, Dell EMC Amy Belcher, Director, Global Partner Program, Dell EMC Diane Brode, Director, Global Channel Marketing, Dell EMC Julie Christiansen, Senior Director, Global Partner Marketing and Engagement, Dell EMC Cheryl Cook, Senior Vice President of Global Channel Marketing, Dell EMC Kimberley DeLeon, Vice President, Global Channel Programs, Dell EMC Maureen Gaumer, Senior Director, North America Channel Marketing, Dell EMC Sheri Hedlund, Vice President, US Channel Sales, Dell EMC Erica Lambert, Vice President, Global Channel Services Sales, Dell EMC Joyce Mullen, Senior Vice President and General Manager, Global OEM & IoT Solutions, Dell EMC Pilar Schenk, VP, Global Channel Sales Planning and Operations, Dell EMC Patty Scire, Senior Director, North America Channel Sales Strategy, Dell EMC Sarah Shields, Vice President and General Manager, UK & Ireland, Dell EMC Deanna Thomson, National Sales Director, Channel, Canada, Dell EMC Shawn Trotter, Vice President, Dell EMC Beth Villalpando, Director, North America Distribution Marketing, Dell EMC Heather Wilcox, Client Solutions Channel Field Marketing Director, Dell Mary Catherine Wilson, Senior Director, Global Channel Marketing, Dell EMC Power 100: The Most Powerful Women of the Channel Additionally, four of these leaders – Cheryl Cook, Julie Christiansen, Sheri Hedlund, and Mary Catherine Wilson – were also named on the Power 100. The Power 100 is a subset of the Women of the Channel representing, “the most powerful women leaders across IT channel organizations.” These women’s hard work and dedication enables Dell EMC to be an industry leader and exceptional partner. We are proud of this group’s vision and leadership, and this recognition is well-deserved. Congratulations to each of these extraordinary women

http://partnerpostblog.emc.com/2017/05/16/dell-emc-leaders-recognized-crn-women-channel/

Dell Technologies CFO: Expect Channel Disruption As Go-To-Market Strategies Are Integrated

#DellTechnologies partners may be in for some disruption as the newly formed IT behemoth integrates channel programs and sales forces, according to senior executives. "There may be some short-term disruption as we integrate go-to-market activities," said Tom Sweet, the company's CFO, during a conference call Thursday morning to discuss third quarter results with investors. "Our priorities are to successfully integrate our sales force and channel programs, and to seize top-line synergies through cross-sell opportunities," Sweet said.  Sweet's comments come just a week before #DellEMC is scheduled to roll out details of the new, unified Dell #EMC #Channel #PartnerProgram. While some partners say they're nervous about that disruption, mainly because they don't quite know what to expect, others say the way forward for solution providers is to begin aggressively selling across the broad Dell EMC portfolio. Related: CRN Exclusive: Dell EMC's Sakac On Partners' Path To Profits In The Cloud And Why The Channel 'Has To Be Disrupted' "They're being very tight-lipped about it, and everybody's bracing for the worst," said the top executive at a regional solution provider that was a 100 percent Dell partner before the merger with EMC. "With Dell, the top [partner program] tier was $5 million in annual revenue. In EMC it was $20 million up to $100 million. It's a complete different magnitude and a lot of people are really concerned. There's very little they can do that won't cause huge change." A top exec at a large solution provider that worked with Dell and EMC before the acquisition said the fact that the company hasn't been free with details about its new channel program doesn't mean partners should worry. "I'm sorry to say I've heard nothing. Crickets. But they have a plan, and at some point, they'll make an announcement. They got [partner] feedback, and not every decision is going to be made by committee," he said. And while partners are just beginning to take advantage of opportunities created by the merged Dell EMC, Sweet said more acquisitions are not out of the question. "There's a long-term consolidation trend happening," Sweet said. "We have the financial capacity. We have an ownership structure that if there was an opportunity out there for us, if something were to come up and there was leverage available … We're going to continue to be interested in what happens in the market." Dell Technologies was created by the landmark $58 billion merger in early September of Dell and EMC. The company is private, but because it issued a tracking stock tied to the performance of VMware as part of the transaction, it is required to publicly file earnings reports, host quarterly earnings conference calls and hold an annual shareholders meeting. Financial details discussed Thursday include 52 days of results from EMC and VMware, and include non-GAAP revenue of $16.8 billion and non-GAAP operating income of $2 billion. With the impact of the merger and other costs are factored in, revenue for the quarter was $16.2 billion and the company reported an operating loss of about $1.5 billion. The company took on more than $47 billion in debt to make the EMC merger work, and said it would pay down those obligations aggressively.

http://m.crn.com/news/channel-programs/300083090/dell-technologies-cfo-expect-channel-disruption-as-go-to-market-strategies-are-integrated.htm?itc=hp_todays_news

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.
http://mobile.channelinsider.com/blogs/tech-companies/dell-emc-defines-zero-tolerance-for-channel-conflict.html

CRN Exclusive: Dell Makes Ambulos North America Channel Chief, Assembles New Top Sales Teams

#DellTechnologies has made @GreggAmbulos its North America channel chief as part of a new leadership roster under global channel chief John Byrne. Byrne and Dell Technologies President and Chief Commercial Officer @MariusHaas detailed the company’s channel and sales leadership team in an exclusive interview with CRN. Byrne, who was made global channel chief in July, said former channel chief @CherylCook will lead the company’s global channel marketing efforts reporting to marketing Senior Vice President Nina Hargus. Hargus, in turn, reports directly to CMO Jeremy Burton.

In her new role, Cook will be responsible for branding, communication, channel events, MDF program execution, and partner planning and experience in coordination with Dell regional teams, Byrne said. Cook will have a “dotted line” to Byrne, and be part of his staff meetings, Byrne said.

“We had an unbelievable opportunity to have Mr. Ambulos run the Americas,” Haas told CRN, “and I think that’s absolutely the right decision to make.”

Haas also explained that the new leadership structure allows Dell to unify its channel operation and its sales operation.

“We’ve said we’re going to create one best-in-class channel sales organization. In each region, these leaders will hard-line into John [Byrne] to make sure we have an unbelievable focus on execution and aligning with our partners,” Haas said.

Ambulos will report directly to Byrne, but will also interact with Bill Rodriguez, Haas’ head of North America sales, and Chris Riley, senior enterprise sales executive who reports directly to Bill Scannell, president of enterprise sales.

Tightening those relationships, Haas said, will help Dell “make sure we’re in sync so we don’t lose anything in translation.”

Dell closed its $58 billion acquisition of EMC last week. The company said it would run the companies’ channel programs in parallel until Feb. 1, when Dell’s fiscal year begins. At that point, the programs will be fully integrated into a single program.

http://m.crn.com/news/channel-programs/300082043/crn-exclusive-dell-makes-ambulos-north-america-channel-chief-assembles-new-top-sales-teams.htm

Dell Enterprise Boss Haas On Growing EMC Accounts, The Cisco Relationship, VMware 'Coordination' And The Company's New Channel Chief

#Dell Enterprise Solutions President Marius Haas, who has built an enterprise dream team that has made the channel the fastest growing business at Dell, spoke with CRN about #EMC and Dell partner issues, the #Cisco relationship, VMware's independence and other topics as Dell moves closer to finalizing its $62 billion acquisition of EMC and #VMware. Haas's discussion of the largest deal in the history of IT came as the company announced the appointment of John Byrne, a 27-year sales executive, as the new global channel chief. Byrne, a former #AMD Chief Sales Officer, came to Dell a year ago as global vice president of sales strategy, operations and channels. Haas said he is confident that Byrne is going to make sure the combined Dell-EMC will have a "best in class" channel program. Edited excerpts of the conversation follow.

http://m.crn.com/slide-shows/data-center/300081310/dell-enterprise-boss-haas-on-growing-emc-accounts-the-cisco-relationship-vmware-coordination-and-the-companys-new-channel-chief.htm

Dell's Cook: PC battle to be a triple threat match

PC's declining market will eventually see consolidation into three major OEMs, according to #Dell 's VP of global channels and alliances, Cheryl Cook. In Q1 of this year, rebate payout for Dell's clients business, which includes its overall PC, desktop, laptop, tablet portfolio, datacenter products, server, storage, networking and software, increased 95 percent year on year, Cook pointed out, noting high consolidation in the space.
http://www.channelnomics.com/channelnomics-us/news/2464487/dells-cook-pc-battle-to-be-a-triple-threat-match

Dell confirms price rise post Brexit vote as UK pound stumbles

#Dell has blamed a #Brexit -induced sterling meltdown for a double-digit price hike across its portfolio. As we revealed last week, the British pound has weakened to a 31-year low against the US dollar, making price rises inevitable. Today’s rate is 12.4 per cent lower than before the EU referendum. Channel partners told us Dell had informed them of a blanket increase of ten per cent on 1 July, something they said they’ll need to ultimately pass onto customers. “Customers expected it,” one told us, “there was an air of acceptance. Given the margins we operate on we can’t afford to swallow it [ourselves].” Currency was an issue technology suppliers were already dealing with in 2015. Back then it led to previous price rises and subsequent spending forecast revisions - and now it’s been exacerbated by Brexit. A spokeswoman for the Texan tech baron confirmed the changes: “We carefully consider price moves for our customers and partners, and have worked diligently over the past several months to postpone any increases pending the outcome of the EU referendum.” “Our component costs are priced in US dollars,” she added, “and unfortunately, the recent strengthening of the US dollar versus sterling and other currencies in the EMEA region, following the UK’s decision to leave the European Union, will have a direct impact on the price we sell to our UK customers and partners.”

http://www.theregister.co.uk/2016/07/05/dell_confirms_price_rise_post_brexit_vote_as_uk_pound_stumbles/

Dell bolsters channel program

@Dell has announced enhancements to its #PartnerDirect program including a new loyalty program for all partners working with Dell distributors, modifications to its EMEA rebate structure and additional incentives for new business including new programs and events throughout the year. All of these updates have been created to help partners, irrespective of level, grow their businesses with Dell. PartnerDirect Benefits Extended to Registered Partners Dell continues to invest in its distribution program with the launch of an incentive for registered channel partners sourcing Dell’s products and solutions via Dell Authorised Distributors. With over 500 resellers registering during the initial six week pilot stage, partners will now have the ability to become a Dell Registered Partner through a simplified registration and on-boarding process, providing them with quick access to the Dell PartnerDirect portal where they can take advantage of training courses, sales enablement tools, marketing resources, Deal Registration, campaign materials and ongoing information from Dell on the latest products and solutions. Following the changes, registered partners working with distributors will, for the first time ever be able to access incentives, competency training courses, rewards and customer support, all of which were previously only open for resellers working directly with Dell. Additional benefits include a loyalty program which incentivises resellers for their purchases by awarding marks, which can be exchanged for e-vouchers against future Dell orders or co-branded marketing materials.

http://www.dealersupport.co.uk/news/products-and-services/machines-and-print/Dell-bolsters-channel-program

Channel conflict under control at Dell

When @Dell first started out in the PC business, it turned the market upside down by selling its products direct to end users rather than through the reseller partner channel.

Although it abandoned this model some years ago, enthusiastically embracing a channel-led route to market, many resellers harbour a persistent feeling that the vendor still prefers a direct model.

@BennieduPlessis, channel account manager, says he runs into the objection about #Dell being perceived as a direct vendor quite often, with accompanying mistrust from reseller partners.

“I have seen Dell grow from a direct organisation to a channel-centric organisation,” he says. “And the direct thing comes up a lot.

“How we tackle that is through deal registration. The reseller registers their deals, and they are locked into the CRM tool.”

There are still some direct customers, he points out, and these will be aligned in the CRM system with a specific team. “Partners can still work with the named accounts, collaborating with the account team.

“I facilitate meetings between partners and account managers, and make sure the direct teams treat our partners correctly.”

Any potential conflict, particularly on enterprise accounts, is dealt with quickly, says Dell SA GM Doug Woolley.

“There are 46 customers that make up Dell’s direct large enterprise customers – and about 50% of them have partner activity in conjunction with Dell,” he says.

http://dell.it-online.co.za/?p=588

Dell channel chief: As EMC buyout approaches, momentum builds

As the future of #DellTechnologies business takes shape, @CherylCook reported that #Dell 's channel initiatives and share-gain aspirations are gaining momentum.

As Dell looks to close its pending #EMC buyout, the company has reported that its channel strategy is gaining momentum.

Speaking with SearchITChannel,the vendor's channel chief Cheryl Cook highlighted the inroads made during the first quarter. She also spoke to Dell's divestment of the software side of its business and the integration of Dell and EMC's respective channel communities under one partner program. 

Learn the best strategies IT solution providers can leverage for starting up and securing a cloud practice, successful approaches to selling and marketing cloud, and why it is urgent partners to transition now.

Dell's global channel revenues, which currently accounts for more than 40% of the company's overall revenue, are building, Cook asserted. "We're growing in the channel at about three times the rate of the market right now. We've been sustaining that kind of momentum and growth for probably the last consecutive eight to 12 quarters," she said, adding that Dell is seeing double-digit growth inNorth American distribution, as well.

Cook also noted that deal registrations are up 30% year on year in North America. As a consequence, Dell is paying out more rebates to its partners, with payout increasing 48% year on year. "We had over 43,000 deal registrations in North America, and globally they're up 20% year on year -- over 120,000 deal registrations just in [the first quarter] alone."

Dell introduced new partner incentive structures that aligned to its different business units and portfolios, such its client and traditional PC business and enterprise business, which includes servers, storage, networking, software and services. "Our client rebate payments grew 95%, and, in software, our identity and access management [IAM] payouts were up 150%," Cook said. She cited market research firm IDC's April 2016 report that revealed Dell had overtaken HP as the No. 1 vendor of PCs in the U.S for the first time since 2009.

http://searchitchannel.techtarget.com/news/450299053/Dell-channel-chief-As-EMC-buyout-approaches-momentum-builds

6 Things We Learned From Dell Channel Chief Cheryl Cook

As usual, The VAR Guy caught up with #Dell Global Channel Chief @CherylCook to take a peek at the company’s Q1 2016 stats and see what progress the company has made in regard to its channel partner programs and incentives. Here are the top six things we took away from our latest conversation.

Dell started out its FY16 with strong results, with Cook reporting 3x growth for the company in Q1. She also said Dell’s partners saw “double-digit growth” in Q1, including the company’s midmarket resellers and large regional VARs.Deal registration numbers were also strong, with Cook reporting a 30 percent increase in deal registrations in the U.S. for Q1 for a total of 43,000 new registrations. Globally, Dell saw a 20 percent increase, for a total of 120,000 new deal registrations.Partner rebate payouts were up 48 percent in Q1, with client rebates up 95 percent year on year, according to Cook. Dell’s identity and access management (IAM) rebates alone were up 150 percent year on year.Dell overtook HP for the #1 share of PC clients in Q1 for the first time in six years, according to the most recent figures from IDC.Dell’s New Business Incentives (NBI) program has been met with great success from partners, with Cook reporting that 2,000 North American Premier and Preferred Partners have benefitted from the program to date. There are also 1,100 partners currently eligible for new base rebates thanks to the program. New business revenues were also up 25 percent year on year.Out of the 4,600 existing Premier and Preferred partners in Dell’s ecosystem , the top 100 partners who have invested in the company’s new competencies training great at a rate of 33 percent year on year, according to Cook. Overall, partners who participated in the new competencies training are up 24 percent year on year. Cook said Dell will continue to focus on adding additional competencies going forward.

http://m.thevarguy.com/var-guy/6-things-we-learned-dell-channel-chief-cheryl-cook

Dell Chief Cheryl Cook: Partner-Program Plans Post EMC Acquisition

Keeping both #Dell and #EMC partners loyal as Dell moves ahead with its intended acquisition of EMC is tough. While it’s been public knowledge that Dell is selling off what the vendor has called non-core assets – Dell IT Services, #SonicWall and #Quest – to raise money for the hefty deal, $67 billion, Reuters on Monday reportedthat Dell is negotiating a deal to sell off its software division for more than $2 billion. [According to Reuters, Francisco Partners and hedge fund Elliott Management Corp. are in active talks with Dell.]

Perhaps foreshadowing things to come,Dell, this past March, made the curious move of appointing IT veteran Pete Koliopoulos, as vice president of global software channels and alliances at Dell Systems and Information Management (SIM) Group. At that time, an industry insider suggested that this move was a sign that putting SIM up for sale was likely to be in the cards. SIM is one of three areas – the other two are Security and Systems Management – that make up #DellSoftware Group.

http://www.channelpartnersonline.com/articles/2016/06/dell-channel-chief-steadying-the-channel.aspx

Dell Channel Chief On Taking Share From HP And The Plan To Unify The Dell And EMC Partner Programs

With Dell's blockbuster acquisition of #EMC on the near horizon, @CherylCook, #Dell vice president of global channels and alliances, is leading a channel operation that she says is taking market share away from #HPE . But Dell's top brass haven't let on who might be chosen to lead the combined companies' channel, Cook said.

She said the company intends to be careful not to disrupt either its or EMC's channel programs or either company's customers as the integration progresses. That integration, she said, will begin in earnest when Dell's fiscal year begins in February, and could take from 10 to 15 months.

What follows is an edited excerpt from CRN's interview with the Dell channel chief.

http://m.crn.com/slide-shows/storage/300081083/dell-channel-chief-on-taking-share-from-hp-and-the-plan-to-unify-the-dell-and-emc-partner-programs.htm

Dell: Partners working capital cycle a work in progress

Partner finances are getting increasingly complex. With partners facing changes in payment methods and restrictive customer budgets, they are looking for assistance with their working capital cycle, according to executives at #Dell Financial Services.

David Rodriguez, executive director of global channel strategy & working capital programs for Dell, says Dell Financial Services aims to help the near 1,000 partners in its program with "liquidity optimization issues" and enhance their working capital.

http://www.channelnomics.com/channelnomics-us/news/2458946/dell-partners-working-capital-cycle-a-work-in-progress

Dell Aims To Grab Share From Cisco, HPE, Juniper With Aggressive New Rebate

#Dell is after big game in the enterprise IT jungle, and it has armed itself with an aggressive new rebate for partners that win new business for #DellStorage and #DellNetworking gear.

The Round Rock, Texas-based company introduced a 15 percent back-end rebate that effectively more than doubles similar existing rebates and encourages partners to take market share from #Cisco Systems, #HewlettPackardEnterprise  and #Juniper Networks, according to @CherylCook, Dell's vice president of global channels and alliances.

http://m.crn.com/news/networking/300080014/dell-aims-to-grab-share-from-cisco-hpe-juniper-with-aggressive-new-rebate.htm

Dell Readies Blueprint Solution Portfolio for General Launch

 #Dell 's upcoming #BlueprintSolutionsPortfolio program is being designed to formally help partners develop additional competencies around virtualization, VDI and big data solutions.

Dell is readying a series of new reference architectures and engineered solutions for release in the form of its Blueprint Solution Portfolio.

The solutions encompass several prominent areas of computing, including cloud, virtualization, virtual desktop infrastructure (VDI), big data and more. Dell said the program was designed to help partners increase engagement with their customers, add customer value to their offerings and drive overall profitability and growth.

http://m.thevarguy.com/information-technology-channel-partner-programs/dell-readies-blueprint-solution-portfolio-general-la

Dell looking to spread the channel word to partners 'missing opportunity'

#Dell is looking to better spread word of its enterprise focus to the channel as 2016 brings changes in cloud and opportunity for channel partners, according to Jim Ganthier, VP and general manager of engineered solutions and cloud at Dell.

The #Dellchannel currently represents 40 percent of Dell's route to market, according to Ganthier, who said the vendor aims to increase awareness of its efforts outside the consumer space and into enterprise and "dramatically" grow its channel in terms of partner number, revenue and profitability.

http://www.channelnomics.com/channelnomics-us/news/2444650/dell-looking-to-spread-the-channel-word-to-partners-missing-opportunity

CRN Exclusive: Dell Revives EMC Sales Pact

In what may be the first indication of how #Dell plans to position #EMC storage products, the Round Rock, Texas, company next week will welcome EMC's #VMAX storage solutions back to its price list.

Dell segment teams can begin selling VMAX on Feb. 1, and the company is in the process of evaluating pushing the EMC solution through the channel, said Jim DeFoe, Dell vice president of North America global commercial channels.

http://m.crn.com/news/storage/300079529/crn-exclusive-dell-revives-emc-sales-pact.htm

Dell Channel VP Vitagliano: 'We Essentially Turn Capex Into Opex'

At last week’s #IngramMicro One summit I had the chance to sit down with Frank Vitagliano, #Dell ’s VP of North American Channel Sales. Vitagliano has been in this business a long time, first with #IBM, then #Juniper Networks and now Dell, much of that time with the channel. As a relative newcomer to the space, it was great to get his perspective. For example, Vitagliano says that 70 percent of all the IT products and services delivered in the marketplace go through a solution provider, a number that’s been pretty consistent over the years. He sees plenty of help on the way for providers stuck in the switch to opex spending, and he says Dell and #Microsoft agree: #hybridcloud is the future.

Channel Partners: Will cloud make a dent in channel sales?

Frank Vitagliano: No, and I’ll tell why. Customers still need help relative to cloud and cloud deployment. They need advice: "Help me understand how it works. Help me understand, should it be on-prem? Should it be off-prem? Help me understand what applications or what parts of my business I can comfortably move into a cloud. What are the security requirements?" Which is obviously the biggest deal. They’re going to solution providers every day as trusted advisers, saying, "I need your help." Now the bigger companies, they do some of that on their own, because they have the IT expertise. But a lot of the midrange and below companies, they may go to cloud, but the solution provider’s still in the middle of it, and in many cases building out the platform and supporting it for them.

And, a hybrid model is going to be the norm. Dell World is not just end users or just channel, it’s combined. We had the CEO of Microsoft there, Satya Nadella, and he and Michael [Dell] got up on stage and talked about a number of different things. One of the things he said, was, "Look, if there’s any confusion about whether this is going to be a hybrid environment or not, let me just tell you, surveys have been done fairly recently that said 10 percent of the customers said, 'I won’t put anything out on the cloud.' Ten percent said, 'I’m comfortable putting everything on the cloud.' Which means 80 percent said 'pieces.'" At the end of the day, it’s hybrid. It’s hybrid. And we’re seeing that.{ad}

http://www.channelpartnersonline.com/articles/2015/11/dell-channel-vp-vitagliano-we-essentially-turn-ca.aspx

Future-ready channels to spearhead Dell’s momentum: Cheryl Cook

Tech Giant #Dell is maintaining positive growth across global markets in both - client business and enterprise business. And the intended DELL #EMC Merger further places Dell on the fast lane in the technology industry and the channel ecosystem.

ChannelWorld India spoke to #CherylCook, Vice President, Global Channels & Alliances, Dell on the value proposition of Dell's big portfolio for partners. “With focus on future-ready IT through innovative offerings, we are building an army of future-ready channels for transformative business models demanded by their customer organizations,” she said. We continue to see the good momentum for us and our channels, said Cook at Dell.

Excerpts from the interview.

What's the channel horizon for Dell in 2016? Any bright spots out there?

Dell’s channels is the fastest growing channel ecosystem in the industry today. We have expanded in a more formal way through a two-tier distribution model that’s bringing new partners to Dell ecosystem. We are also selectively authorize some of our tier-2 distributors to conduct the partners’ training on our behalf.  That will enable us get the scale, reach and velocity in the channel space. With the expanded distribution, we expect the high growth to outgrow the market by three or four times.

http://www.channelworld.in/interviews/future-ready-channels-to-spearhead-dell%E2%80%99s-momentum%3A-cheryl-cook