The 10 Biggest Channel Stories Of 2013

2. Dell Revamps Channel, Moves Direct Accounts To Partners

This was not only the year that Dell went private but also the year that the former direct sales champion made a major overhaul to its partner program and entire sales strategy. Case in point: the company moved about 200,000 existing Dell Direct customer accounts to channel partners and created a 20 percent "compensation accelerator" incentive for direct salespeople to work with solution providers. Plus, Dell combined its direct and indirect sales organizations under one roof, which is now overseen by Bill Rodrigues, Dell's new vice president of global channels and alliances.


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