10 Questions Dell World Must Answer For Partners

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How does the change in leadership alter Dell's culture -- if at all?

"How is Dell going to flatten the silos? How is the channel going to change under a streamlined leadership? Changing channel chiefs is a huge statement, but streamlining [direct and indirect] leadership under Rodrigues is an even bigger statement," Medaska said. "I haven't heard Dell's unified message. Dell needs to communicate a really strong strategy at Dell World about how and when deals will break in favor of partners versus Dell Direct."

Other large Dell partners, who asked not to be identified, said they were waiting. "We have explored expanding our partnership with Dell but we have yet to make a decision to do so. We need them to make the move first and see how they want to 'partner' with the channel," an unidentified partner said.


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