Dell's Marius Haas Q&A: Channel Revenue Up, But Challenges Persist

How is Dell progressing in its efforts to move more direct accounts into the channel?

Clearly there is work to be done on accelerating the whole training, enablement, territory mapping and account mapping. Things are starting to move into high gear. The changes we have made internally are now enabling the regional sales directors to have much more collaborative conversations with the partners without having to defend a sales territory. Progress is being made between channel and indirect sales when it comes to clarity around incremental lines of business in existing Dell accounts and how those lines of businesses get treated and how compensation works.

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