Dell EMC Global Channel President Byrne: Partners Delivered 6,000 Net New Customers In Q1


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Dell EMC President of Global Channels John Byrne said the company is firing on all channel cylinders with partners delivering more than 6,000 net new customers on a double-digit increase in sales for the company's first fiscal quarter ended May 5.

Those 6,000 net new customers are highly profitable for partners resulting in an additional 8 percent incremental rebate and partner incumbency in those accounts, said Byrne.  "We're winning, and we're building momentum," he said.

[Related:Dell EMC Fires Sales Scofflaws For Creating Channel Conflict]

The 6,000 net new accounts include several hundred enterprise accounts and more than a thousand Tier 1 commercial accounts, with the remainder Tier 3 and Tier 4 accounts, said Byrne.

Dell EMC outgrew the market in the first quarter with a double-digit increase in sales, said Byrne. "We had a pretty steep plan in Q1," he said. "We beat the revenue plan by literally hundreds of millions of dollars …Everything is lighting up green right now."

Just eight months after Dell acquired EMC for $58 billion, the largest acquisition in IT history, Dell Technologies reported first fiscal quarter consolidated sales for the period ended May 5 of $17.8 billion, up 46 percent from $12.2 billion in the year-ago period. The company reported an operating loss of $1.5 billion for the period with non-GAAP operating income of $1.2 billion.

Dell EMC's channel numbers are all pointing up including deal registration pipeline, global distribution sales, and services sales, said Byrne. "We are bustling and taking share: in servers, where we are No. 1, and in client, we took share again for the 17th quarter in a row," he said.

Further proof of channel momentum: "significantly" higher scores from a Dell EMC  partner Net Promoter Score survey completed just three weeks ago, said Byrne.

Partners stated that they are seeing Dell EMC channel momentum with strong engagement in the field backed by aggressive new incentives in just the second full quarter of financial results after Dell Technologies completed the acquisition of one-time storage kingpin EMC.

"At $80 billion Dell is the most entrepreneurial large company on the planet," said Dan Serpico, CEO of FusionStorm, San Francisco, No. 46 on the CRN SP500. "That is a total credit to (Dell Technologies  CEO) Michael (Dell), (Dell EMC Chief Commercial Officer) Marius, and John (Byrne). They are out in front of customers and partners soliciting feedback. They really care. They want to win and leave their mark on the world."

That drive to win is translating into strong Dell EMC sales for FusionStorm, one of a select group of Dell EMC Titanium Black tier members, said Serpico. "Our Dell business is up substantially year over year," he said. "It is the fastest growing brand for us. We have lots of net new customers, tremendous field engagement and wonderful year over year rebate growth."

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