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Dell Technologies Co-COO Chuck Whitten: ‘Our Commitment To The Channel Is Unwavering’

O’Ryan Johnson

“Internally we talk about it as, ‘The Art of the And’ -- Dell plus our partners – not the ‘Tyranny of the Or.’ When we do this right, our two routes to market are complementary,’ Whitten tells CRN.

You spent time with Dell partners this week. What did you hear from them about what Dell is doing that is working for them? 

First is, an enormous amount of trust that we’ve built over decades with these partners. Our partner relationships are deep and long lasting. We worked with many of the partners who are on our advisory board for a long time. And they understand that our strategy is, at its core, omni channel. So partners have to be an extension of our team. We have to be open to them taking us to new geographic locations, new customers, bringing us new expertise, bringing us new ideas.

Our partners have relationships that we don’t have; They have coverage and expertise in places that we don’t. So what I heard played back from the partners was, that strategy is resonating and we see it.

Internally we talk about it as, ‘The Art of the And’ Dell plus our partners – not the ‘Tyranny of the Or.’ When we do this right, our two routes to market are complementary. They should be complementary and they should be multiplicative. From the partners I heard a lot of trust, and we’re building that foundation.

The second thing I heard was. They like our strategy. We are uniquely positioned in the data and multicloud era given our position in the market. And we never forget about the PC business, which is important to the channel community as well. The PC is undergoing yet another rennaissiance as hybrid work has transformed the way people use this device. A lot of excitement about our future is what I heard yesterday.

 
O’Ryan Johnson

O’Ryan Johnson is a veteran news reporter. He covers the data center beat for CRN and hopes to hear from channel partners about how he can improve his coverage and write the stories they want to read. He can be reached at ojohnson@thechannelcompany.com..

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