CRN Exclusive: Michael Dell On Partner Sales Growth, Fighting Public Cloud Lock In And The IoT 'Explosion'


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Great Expectations

It's been nearly 10 months since Dell Technologies Chairman and CEO Michael Dell completed the $58 billion landmark acquisition of EMC, and so far the combination has surpassed his expectations for growth and has been more popular than expected with partners and customers, too.

In an interview with CRN, Dell said he has "seen tremendous validation of the strategy we put in place," as customers and partners turn to Dell Technologies and its family of companies – Dell EMC, VMware, Pivotal, Virtustream, RSA and others, when they consider which vendors they'll place their bets with in the future.

Customers, Dell said, are aggressively digitizing their businesses, and partners have an opportunity to take advantage of that move as long as they stay ahead of the curve. "The companies that thrive are the ones that learn how to add value in the new relevant things," he said.

Still, the market's move to the cloud isn't tidy, and Dell is committed to supplying a "multi-cloud world" where businesses keep almost all their data on premises and assign the rest to the Software-as-a-Service (SaaS) platforms, managed services providers, and the public cloud, which Dell said has proven expensive and "is trying to create a lock-in" in many cases.




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