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Dell-EMC's New Global Channel Chief Talks About Pushing The Full Portfolio, Eliminating Channel Conflict And The Drive To Beat HP, Cisco And Lenovo

John Byrne, Dell-EMC's new global channel chief, tells CRN the combined company is set to leverage its channel partners to take market share from rivals.

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What levers will you use to grow your channel business?

We've had the most robust planning process seen in recent history in Dell. We just went through it. We worked with our business units in terms of their vision, their strategy, their key plays by division, by route to market, by country. We're looking at [whether] we have the capacity, the capability, the tools, and still the channel has blown it out, even with the most rigorous process we've ever had. Clearly, we're doing something right.

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