Dell's New US Management Team: Who Are These Guys?


Michael Goldstein, president and CEO of LAN Infotech, a Fort Lauderdale, Fla.-based Dell partner, said he see the management as a positive step forward. "I think this shakeup is good. It gives us a clear path to who's running what at Dell," he said. "I didn't see it coming."

As Dell redefines itself as a private company and with Dell World in a few weeks, Goldstein said, now is the time for Dell to make some big changes to show the channel it's serious about taking a fresh approach to doing business with partners.

"Dell now has some new blood to get the job done," he said. "It's unclear what their track records are, but I'm happy the new Dell will have a relatively clean slate."

Dell's Cook came to the company after a one-year stint as senior vice president of Americas Sales for Dragon speech-recognition maker Nuance Communications and four years at Sun Microsystems including as head of senior vice president of global accounts.

Cook's Sun experience is especially troubling to a number of partners who viewed the company as a channel antagonist that favored a direct sales go-to-market motion versus a channel-focused model.

"The Sun experience leaves a bad taste," said the CEO for a top Dell partner, who did not want to be identified. "I just don't know anything about her. She has had three different VP jobs over the last three years. We'll just have to see what happens. The first thing she should be doing is go and meet partners to see how the channel and Dell can drive more business together. She has to get out, get known and get moving with the channel."

NEXT: Partners Hope For The Best