Dell Trumpets Big Channel Gains Post Going Private


It has been eight months since Dell went from public company to the “world’s biggest startup,” as Dell Chairman and CEO Michael Dell likes to call it. Since Dell became a private company in October 2013, it has revamped its channel program and has been firing on all cylinders when it comes to quickly growing its enterprise IT business, Dell executives say.  

Cheryl Cook, vice president of global channel alliances at Dell, told CRN that nearly every aspect of Dell is on the upswing.

“We are experiencing really brisk momentum in our overall business,” Cook said. “We are about to double that pace right now.  We are seeing growth across all partner types, in all regional and geographic areas, and among our large national solution providers.”

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Dell is moving quickly to drive a bigger enterprise computing and channel footprint for the company, according to Cook. As a private company, Dell is starting to deliver on a promise it made during its $25 billion leveraged buyout to deliver more innovative products and services at a much more rapid rate than it could have as a publicly held company, she said.

Central to Dell’s recent success is its decision in December to move 200,000 existing Dell Direct accounts to channel partners and create a 20 percent "compensation accelerator" for its direct sales team to generate new enterprise business with Dell channel partners, Cook told CRN. The move, she said, has contributed to an 18,000 partner uptick in its channel program in the past quarter, bringing Dell’s global partner head count to 165,000.

“The teaming, collaborating and territory-mapping work continues,” Cook said. “Meanwhile, we continue to be very aggressive and active in driving deal registrations. That to me is really the best gauge illustrating our success.”

Partners have generated 87,000 current deal registrations, 22 percent more than last quarter and 15 percent more than last year, she said. For important growth areas such as software deal registrations, Cook said, the numbers are up 55 percent. “Deal registrations across all categories are going through the roof,” Cook said.

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