Byrne On The Record
Dell EMC Global Channel Chief John Byrne spoke with CRN about the new four-tier Partner Program which will roll out Feb. 1 and his 'zero tolerance' policy for direct reps that violate deal registration.
Byrne also directly addressed what he called unrealistic EMC sales targets, automating and simplifying rebates and leveraging the Dell EMC independent business units including VMware.
The conversation with Byrne came on the first day of the Dell EMC World conference in Austin, Texas where Byrne officially rolled out the new Dell EMC Partner Program and it will rank partners in Gold, Platinum, Titanium and an ultra-exclusive Titanium Black tiers.
Byrne Tuesday also said plans for how to handle MDF and rebates are also in flux as he attempts to strike a balance between a program that offers partners customization while remaining simple and predictable.
Byrne took the stage at the Dell EMC World's Global Partner Summit to provide an update on progress toward merging the two channel programs. What follows is an edited excerpt of the conversation.