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<< Previous Chief | Back To 2008 Channel Chiefs | Next Chief >>Gregory Davis, Dell Americas Channel Group
| Channel Chief Name | Gregory Davis |
| Channel Chief Title | VP and General Manager, of the Americas Channel Group. |
| Company and Division | Dell Americas Channel Group |
| Markets Served: |
Networking MSP Storage Systems/Peripherals |
| Company's overall 2007 revenue: | $59.6 billion |
| Percentage of revenue from solution providers: | 15% |
| Number of years with the company: | 9 |
| Number of years involved with indirect sales: | 9 |
| Number of employees in channel organization: | 350 (US) |
| To whom do you report in your organization? | Paul Bell, Senior VP and President, Americas |
| Does that individual report to your CEO/president? | Yes |
| Describe your channel organization's major accomplishments over the past year: | 1. Access to a dedicated partner Web site at www.dell.com/partner; includes dedicated partner online store with consistent, best online pricing 2. Partner logos and guidelines for certain marketing activities; 3. 100-percent dedicated sales and customer care; 4. Certification paths and training; 5. Credit options; and, • Deal registration serviced by SalesForce.com,'s partner relationship management tool. |
| List up to 10 of your top products sold through the channel: | 1. Dell Poweredge Servers 2. Dell Optiplex Desktops 3. Dell Lattitude Notebooks 4. Dell PowerVault Storage 5. Dell Laser Printers |
| Describe how your partner community has grown over the past year: | Dell currently works with 15,000 partners in the U.S. Since launching our formal channel program Dec. 5, 2007, we have registered 3,500 partners. |
| Name the one individual who has had the most profound impact on your life: | My Dad |
| Please name the single most innovative initiative for which you were responsible for the past year? | Reducing Conflict: To be successful and gain the business and trust of our channel partners, reducing conflict is a priority for us: * Deal registration serviced by SalesForce.com,'s partner relationship management tool -- the same system our direct sales force uses * Direct sales force motivated to work with partners by neutralizing compensation -- meaning they get paid the same if a customer buys directly from them or through a partner * Dedicated partner online store with consistent, best online pricing |
| What were the key channel partner investments you made in the past year? | 1. Launched PartnerDirect with dedicated sales, online, marketing, support, operations teams 2. Launched two certification paths backed by trainings, partner resources, specialists 3. Acquired EqualLogic 4. Acquired SilverBack 5. Acquired Everdream |
| How are you attracting the next generation of solution providers? | * We are committed to earning the business of solution providers who see value in what Dell offers -- from custom factory integration to direct ship to build-to-order -- and understand the distinct cost and efficiency advantages we can help them achieve that will lead to higher profitability for them. * We are also focused on certification paths -- like managed services and enterprise architecture -- that align with strategic growth areas for Dell. |
| What is the greatest challenge you overcame in the past year? | Amid great skepticism, we launched Dell,'s first global partner program -- PartnerDirect. |
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