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CRN: What was your message to the direct sales force and partners with regard to Enterprise Select and VSPEX?
Scannell: That is if we do these things right then we are going to continue to grow much faster than the market. Our goal is to take more share. Our theme for the [sales] kickoff meeting in 2010 was ‘Take Share.’ In 2011 it was ‘Take More Share.’ In 2012 it is ‘Transform To Take More Share.’ Our focus is taking share. Protect our installed base. Make sure we don’t lose customers. And then go win new customers.
CRN: Talk about the tone of the call with the direct sales force with regard to Enterprise Select.
Scannell: It was positive. If we do this then we are going to grow faster than the market. It is good for you. It is good for the customer. It is good for the partners. People aren’t pushing back. You will always have a couple of people asking questions, ‘What does this mean for me?’ People understand that we have thought this out, that we have been successful because of the channel.
Our channel business is growing. When Dell left us, we went to the channel and said, ‘There is a huge opportunity or a huge risk for all of us here. If we all focus on making sure that we protect our customers we can take this business that historically went through Dell and we’ll make sure it goes through you.’ And we grew that business significantly at a much faster rate than EMC’s growth.
CRN: One of the big enterprise rules has to do with the direct sales force pulling partners into the accounts. Talk about that.
Scannell: Declare the partner after the first call. Figure out who your partner is and don’t go on calls unless the partner [sales] rep is there. If our sales rep goes on a call, the partner sales rep should be there.
This is how you enable the partner. If they can be self-sufficient and run the campaign then we should let them be self-sufficient and run the campaign. And we should go focus on other accounts. If they need help then we should help them. We are all about developing the partners. It takes a lot for EMC itself to understand the full breadth of our portfolio of products so we’d be naïve to think that the partners are going to completely understand it day one. So we have got to do on-the-job training and work with them.
All the rules of engagement are set up to make sure that we are successful going to market with our partners and that they learn as we learn.
NEXT: Attacking The Competition
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