Arlington Computer Products President Scott Dunsire didn't know the company he's been leading since last December had won Dell Technologies' Go Big Win Big Growth Partner of the Year Award until he took the stage at the Dell Technologies World conference in Las Vegas this week. But given that ACP grew its Dell business 400 percent year-over-year, it couldn't have been too much of a surprise.
The brisk growth with Dell means the Buffalo Grove, Ill., solution provider could double in overall size within three years, Dunsire said, and is a credit to the tight, collaborative relationship the company has forged with Dell Technologies' field sales and channel organizations in recent years.
"We couldn't be happier to be recognized for all the hard work the teams at Dell and ACP put in in 2017," Dunsire said.
Tight relationships between ACP and Dell Technologies field sales teams have enabled ACP salespeople to successfully sell across the Dell Technologies portfolio, from PCs to the data center, and the productivity has taken Dunsire somewhat by surprise.
"I've been pleasantly surprised by the level of engagement with field sales," Dunsire said. "We had really a lot of collaboration between Dell's field sales organizations and our field sales organization and we sold across the portfolio. There were a number of large deals. It all boils down to field engagement, the sharing of information back-and-forth, and executive sponsorship in the field."
Dell Technologies channel and sales leaders like Channel Chief Joyce Mullen; North America Commercial Sales President John Byrne; Americas Enterprise Sales President Chris Riley and North America Channel Chief Gregg Ambulos have been both visible and available to ACP, Dunsire said.
"We've had whatever access we need with their teams to help us grow our share of wallet with customers and Dell's share of wallet," Dunsire said.
Also, ACP has made a concerted effort to educate itself on elements of the Dell Technologies portfolio with which it previously had no experience. "We sent people to training, getting up to speed with the EMC portfolio, as well as Boomi and Pivotal," Dunsire said.
"Being able to be a one-stop shop for customers with all these technologies is a big value-add," said Dunsire, who became president of ACP late last year after a decade in sales and channel leadership positions at Hewlett-Packard Enterprise and HP Inc. "I can see it starting to come to fruition. The messaging is strong, and the commitment to the channel is strong."
"At the end of the day, we're one of very few partners that have received an award from Dell," Dunsire said. "It's very humbling to be nominated and given an award. We expect a lot of great things moving forward."