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

What have you learned when it comes to rolling out direct accounts to the channel? 

The nice part of what's happening is it's all surfacing -- the good and bad -- and that allows us to have the opportunity to get our arms around what are the inhibitors. In the past when you had the two separate [channel and direct] organizations, that conversation wasn't happening in a fruitful way. On a global basis, deal registration volumes are going through the roof. That is a great testament to our partners really embracing this channel model. But we still have things we need to do.

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