Dell Partners Say The New Mullen-Byrne Channel Duo Is A 'Win-Win' For Partners

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Partners are bullish about the future of Dell EMC with the new duo of Joyce Mullen at the global channel helm and John Byrne leading the North America commercial sales charge.

Dan Serpico, CEO of San Francisco-based FusionStorm, ranked No. 46 on the CRN Solution Provider 500 list and one of the ultra-exclusive Dell Titanium Black partners, said he sees the Byrne and Mullen appointments as a "win-win" for partners.

"This is a total win-win for the channel," he said after learning of the executive lineup change. "We now have two strong channel leaders where before we had one. Our Dell business is up double digits, and we are looking forward to another great year working with John and Joyce."

[Related: CRN Exclusive: Dell Global Channels President Byrne Moves To Top North America Sales Job; Dell Veteran Taking Global Channel Chief Post]

CRN was first to report on Monday that Dell EMC President of Global Channel Byrne will now run Dell's North America commercial sales, being replaced by 18-year Dell veteran Mullen (pictured). Mullen, currently senior vice president of OEM and Internet of Things (IoT) solutions, will now run the combined EOM, IoT and Global Channels organization.

"I'm excited that we're going to have someone in that commercial position that is channel friendly and understands the value that the channel can bring like John does," said Scott Winslow, president of Winslow Technology Group, a Waltham, Mass. solution provider and Dell Titanium partner. "The commercial segment is a sweet spot for us and for a lot of the partners out there. It's one of the most important divisions at Dell. The partner community believes strongly in John's abilities."

Byrne, who took the global channel job in July 2016, is credited by partners with playing a crucial role in integrating Dell's and EMC's partner programs in the wake of Round Rock, Texas-based Dell's $58 billion acquisition of EMC. Several channel partners said Byrne is a "great friend to partners."

"I can't think of anyone that would be better to run that business than John. He is an excellent sales executive who has been a strong partner advocate and has put together a fantastic channel program with tremendous incentives for partners," said FusionStorm's Serpico.

Partners said the move would boost Dell's commercial sales which some report have not been performing up to par lately. Dell confirmed to CRN that David Schmoock, President of North America Commercial Sales for Dell EMC, left the company earlier this year after replacing sales veteran Bill Rodrigues in April.

"The commercial division is not performing the way they anticipated, and they're looking for new leadership," said one top executive from a solution provider who partners with Dell EMC that did not wish to be identified. "[Dell Technologies CEO] Michael [Dell] is not happy with how the commercial division is running. He's been super impressed in the way John just came in and took command of the channel program, and he's now saying, 'I need John over here in commercial; Let's give him another problem to fix.'"

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